- Develop deep knowledge of the customers' business and organization; build a network with key decision makers / key influencers in the vet practice and specialty pet store in the assigned territory
- Provide outstanding professional support (detailing, in-clinic/store seminars, technical training, merchandising), reaching all key stakeholders in specified practices and stores
- Identify opportunities in the allocated customer base and develop technical and business propositions that meet the needs of both Hill's and the customer, resulting in BRMO leadership and outstanding 6P execution in clinics and stores
- Implement commercial activities to ensure:
- Awareness, full distribution and active endorsement by the veterinary profession of Hill's products and services in all core disease categories (clinic)
- Full distribution, excellent visibility and active endorsement of Hill's products by the store staff
- Rapid acceptance, endorsement and distribution of new products
- Establishment of shelf space and adequate inventory within each clinic/store
- Establishment of merchandising and practice protocols to Hill's standards
- Increase recruitment of new users to Hill's brands (e.g. active recommendations, trial programs)
- Develop and implement annual joint business/action plans for key veterinary clinics/specialty pet stores, which achieve both the needs of customers and Hill's overall commercial objectives
- Schedule regular (quarterly) business reviews with the Decision Maker in key veterinary clinic/specialty pet stores to assess the results versus the agreed goals and adjust plans accordingly
- Achieve territory sales targets
- Plan and execute call value (coverage, frequency, productivity) of the territory, based on account classification and required activities
- Timely call reports and record maintenance for the territory
- Review potential of accounts within the territory (every year)
- Promptly identify new accounts and secure strong presence and endorsement for Hill's brands
- Maintain accurate records in the Hill's reporting system
- Leverage all Company available tools to drive execution.
- Monitor achievement of territory objectives vs target & develops strategies to address changes in the business environment as appropriate
- Manage the assigned budget and ensure timely and accurate submission of payment requests
- Timely and accurate submission of T&E expenses
- Develop and maintain high standards of knowledge in small animal nutrition, Hill's and competitors' products through company training and self-study
- Represent Hill's at meetings/conferences e.g. Trade shows, Local and National meetings, Client Meetings, Clinic/Store Special events
- Stay ahead of trends and of competitive activity in both the veterinary profession and pet retail environments and share this information with the Head Office in the appropriate forums
- Relevant marketing experience in customer and business development
- Goal and result oriented with excellent communication skills.
- Confident, with a positive attitude and good cooperation skills.
- Good organizational and planning skills.
- Good English skills (in both speech and writing)
- Relevant training or experience as a veterinarian/nurse is advantageous.
- Effective execution
- Relationship Building
- Consumer/Customer focused
- Planning/Priority Setting
- Influence / Negotiation
- Teamwork and Collaboration
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Found in: Talent UK C2 - 2 days ago
Description
No Relocation Assistance Offered
# Surrey, England, United Kingdom
Location: Eastern Scotland
Reporting to: Field Sales Manager
Job Purpose
The role is responsible for Eastern Scotland territory and this includes Edinburgh and Aberdeen. This includes responsibility for business development and sales of Hill's Prescription Diet, Science Plan, VetEssentials brands. This involves technical training and presentation of products to veterinarians, animal care providers and shop staff. You will also prepare commercial business development plans and programs for your customers. In addition, you will represent the company at various events such as congresses and exhibitions.
What you will do:
Clinic / Store Business Development
Territory Management
Business & Financial Management
Product Knowledge
Meetings & Conferences
Key Competencies & Qualifications
