As a District Manager you will lead and develop a team of customer development professionals focused on achieving the business objectives within veterinary clinics, hospitals and specialty pet retail stores in assigned geographies. You will be accountable for the development of your team and to grow overall consumption, district market share, achieve volume and dollar sales plan (LE) driving BRMO (Brand Recommended Most Often), expense plan (NVO), improve retail fundamentals through building customer relationships, sales and promotion execution, merchandising support, and overall delivery of services and products.
Main Duties and Responsibilities:
Define objectives and priorities for your direct reports in alignment with regional/local priorities and communicate regularly to ensure clear expectations. Establish and monitor individual performance against sales objectives and Key Performance Indicators for the team on a weekly basis.
Develop coverage plans for the assigned areas: Customer classification, coverage, penetration, frequency and optimal routes. Set call productivity goals by territory, communicate expectations to direct reports, review actual versus targets at least monthly and align action plan with each.
Develop area business plans and support team to develop Customer actions to achieve territory / district objectives.
Partner with external customer operations managers and respective colleagues to build relationships, align on key important metrics, and develop/implement specific activities.
Demonstrate expertise in selling/negotiating and managing complex customer situations.
Lead district Gross to Net (GTN) budget to execute RE/brand strategy through prioritization of customers to achieve targets, effectively balancing the needs of customers and the company’s overall commercial objectives. Ensure a return on investment mindset throughout the field team.
Ensure Distribution policy implementation and compliance to commercial selling principles.
Understand customers’ strategies, priorities and needs that impact in-store/ clinic execution and take them into consideration when building commercial plans
Ensure direct reports prepare business plans by clinic, present and agree with clinic / store decision makers and review business performance at least quarterly. Stay ahead of trends in the pet/vet trade, industry, represent Hill’s as the strategic choice and participate in local trade conferences
Consistently deliver the fundamentals of customer engagement requirements and use business analytics to drive fact-based conversations and improve credibility.
Liaise with business partners including but not limited to warehousing, customer fulfillment, the customer service center, custom development colleagues, etc. Elevate issues / opportunities when barriers challenge achieving business results.
Education/ Experience Requirements
Bachelor’s degree or higher
Minimum of 8 years prior sales experience
Minimum of 3 years key account management experience
Proven Leadership/ Team project management experience
Proficient computer skills in Microsoft Office required
Ability to travel, including up to 30% overnight stays
Have a valid driver’s license
Ability to lift, push or pull up to 50 pounds
5 or more years of people management experience, managing field sales professionals
Experience in animal health or science related field
Ability to relocate within 1 to 3 years for career advancement
Ability to lead and inspire a team of customer development professionals
Excellent communication, relationship building, and presentation skills, highly competitive, tenacious, and self-motivated
Strong analytical skills and basic understanding of business and business terminology
Excellent time management, planning skills and managing budgets
KP RECRUITING GROUP
KP Recruiting Group was started to create a world-wide network of multi-level, highly skilled talent; that are either experts or working to become one, in their respective fields. Our process involves focusing on the talent, skills, and experience of an individual as a key indicator of the present and future value that they will bring to any organization.
In establishing a network, we are able to forge genuine relationships with talent and gain valuable insight that allows us to understand what motivates them. This data allows us to give strategic advice to our partners as they go through the process of managing their human capital.
See our jobs and apply here: https://kprecruitinggroup.catsone.com/careers/7781-General