The Position

Regional Sales Manager, Swine

• Leads a team of Territory Specialists (TS) within the responsible region. Ensures that team has goal clarity and knows the tactical direction to achieve the goals. Practices inspiring behaviors to drive winning spirit.
• Develops a Sales Plan to maximize the resource utilization and ensures execution excellence, ensures targeting of most valuable customers, best in class selling / coaching practices, Field Force/CRM KPIs achievement, Target and Goals setting, Key Account Tasks (including relationship building & Customer Engagements), market share development & customer base expansion.

Duties & Responsibilities

1. Coaching the Territory Specialists (TS)

• Plan the coaching session with TS
• Observe the TS on the job / in the meetings to identify coaching needs and agree on a coaching plan
• Conduct 1:1 coaching sessions
• Agree a coaching plan

1. Manage the Performance and Development of TS

• To lead and monitor sales force in order to ensure that objectives are achieved by each TS
• Observe, document and reward the sales and non-sales performance of the Region/Area
• Manage high, average and low performers as per the company policy
• Identification of talents within the team which can move to the next level or cross post to a different function
• PIP (Performance Improvement Plan) to guide the non-performers with specific objectives for improvement plan. Final decision for the individual will be made upon the completion of the PIP

1. Utilize information / reports / CRM system to maximize customer engagement and sales force productivity

• Ensure all customer data base is stored in the system and it is complete, correct and up to date
• Ensure 100% adoption of CRM system by TS
• Ensure that reports are used for better decision making and actions
• Audit the quality of Surveys, Events Management, CRM from time to time
• Execute marketing strategies and provide constant feedback to Marketing team to drive operational excellence
• Co-create engaging customer experience across face-to-face and digital channels based on data
• Deliver incremental value into the selling process by analyzing and deriving actionable insights

1. Leadership / Supervision

• Ensure implementation and compliance to the Performance Management / Compensation Planning timelines for the year
• Ensure that there are development plans for direct reports and that they are being implemented on the agreed timelines
• Ensure that talents are properly identified
• Ensure that proper coaching is provided during the MAG discussions (midyear, year-end, or whenever the need arises)
• Ensure the adequate staffing of the team and the development and movement of talents are properly implemented.

Requirements

• Minimum 3 years sales leadership experience in animal health
• Degree in Business or related field, Veterinary Medicine or Animal Science background is a strong advantage
• Strategic thinking
• Leadership skills
• Coaching skills
• Business planning
• Performance management
• Driving Execution Excellence
• Communication skills

READY TO CONTACT US?

Please contact our Recruiting Team:

Ms. Phuong Vo: phuong.vo@boehringer-ingelheim.com