Equine Sales Representative

Equine Sales Representative

Reporting to the Equine Business Unit Manager, this position is primarily responsible for working the identified geographical territory and/or strategic equine accounts to represent and sell the complete Bimeda equine focus products including anti-inflammatories/pain management, anti-parasitics, joint & cartilage support, gastrointestinal (EGUS) treatments, sedatives/calming, and hormone/reproduction products to new and current end user accounts. The TM will accomplish these goals by taking practical and innovative initiatives to broaden the Bimeda customer base, annually increase product sales while strengthening customer relationships and Bimeda's brand in the marketplace.

This role will also collaborate and support the rest of the Bimeda Sales and Marketing Team by reviewing and communicating sales performance, market intelligence, sales projections, and strategies specifically for Bimeda portfolios from time to time, to ensure alignment of resources and market demands.

Key Role Specific Responsibilities

Strategic Sales Management

• Be able to develop relationships and influence large equine operations (breeding farms, training facilities, veterinary hospitals, etc.) at the top levels of their organization and all decision makers to support Bimeda products
• Function as a key point of contact for all sales activities within the defined territory relating to sales of Bimeda Equine Focus products to resellers or equine customers.
• Territory includes a designated geographical area and all customers.
• Make scheduled sales calls on current customers to grow business.
• Optimize the use of pre-call planning to work the territory to make the agreed-upon call objectives efficiently.
• Use CRM via SalesForce technology to communicate projects and sales effectively.
• Communicate with the VP of Equine on a routine basis.
• Follow up promptly with all customer requests and inquiries.
• Communicate with key stakeholders externally involved with the responsible accounts like farm/barn managers, veterinarians, nutritionists, distributor sales reps and branch managers to support the Bimeda product line.
• Sell Bimeda branded product or private label product through distribution where directed.
• Sell Bimeda's flagship equine products including Gastrobim (EGUS treatment), Polyglycan joint therapy, Equimax and Bimectin parasiticides to veterinary and end-user accounts.

Commercial Development Activities

• Connect with key decision-makers involved with large equine operations such as farm/barn managers, veterinarians, nutritionists and key distributor personnel to maximize sales of Bimeda products to accounts of influence.
• Connect with crucial personnel within Bimeda's distribution channel to maximize sales of Bimeda products. This will include:
• Travel with and relationship management of distributor outside sales representatives.
• Relationship management of distributor inside sales representatives.
• Relationship management of regional branches of Bimeda's distribution partners within the territory.
• Develop and communicate an effective travel plan for the area to support sales of Bimeda Products.
• Respond to marketing department sales requests for information.
• Provide competitive intelligence via SalesForce as directed by the VP of Equine.

Marketing Initiatives

• Attend tradeshows, equine events, and help manage endorsee relationships to support sales of Bimeda's Products.
• Support and communicate Bimeda marketing programs within the area as required to all levels of target consumers of those programs. Includes veterinarians, veterinary practice staff, distribution, and equine owners/operators.
• Provide monthly updates on sales trends and challenges.

Cost Control & Budget Management

• Work with management to create territory sales and cost budgets.
• Monitor current sales performance and budget ratio by using SalesForce to achieve quarterly and yearly sales goals.
• Monitor move-out of Bimeda products using FTG or Animalytix sales reports.
• Manage territory sales budgets and expenses.

Commercial Team Cooperation

• Participate in conference calls as requested.
• Interact with and report to Regional Sales Manager/Equine Business Unit Manager on a routine basis to discuss current market trends, ongoing action plans, etc.
• Interact with Technical Services Department as needed to support sales initiatives.
• Interact with the consumer cattle sales department as needed.
• Attend Regional and National meetings as required.
• Travel with Bimeda management and Technical Services as required.

Key Success Factors

Candidates for this role should demonstrate the following competencies at the indicated proficiency levels:

Level 5 (Expert)

• Commercial & Market Insights
• Relationship Building & Customer Ethos
• Results Orientation

Level 4 (Advanced)

• Forward Thinking & Strategic Planning
• Biological Technical Expertise
• Responsiveness
• Innovation & Creativity
• Technical/Functional Excellence

Level 3 (Proficient)

• Achievement through People
• Openness & Leading Change

Please note that this job description is not exhaustive, and the role holder may be required to undertake other relevant duties commensurate with the grading of the post. Activities may be subject to amendment over time as the role develops and/or priorities and requirements evolve.

Competencies Required for the Role

COMPLEXITY/STRESS MANAGEMENT/TIME MANAGEMENT - The ability to keep functioning effectively when under pressure and maintain self-control in the face of hostility or provocation. Cuts through complexity to focus on core issues; ability to manage time smartly; manages resources soundly.

INITIATIVE - Identifying what needs to be done and doing it before being asked or before the situation requires it.

FOSTERING COLLABORATION/TEAMWORK - The ability to work jointly with others or together especially in an intellectual endeavor; the ability and desire to work cooperatively with others on a team; as a team leader, the ability to demonstrate interest, skill, and success in getting groups to learn to work together. Builds partnerships for global performance. Respects others.

ANALYTICAL THINKING/PROBLEM SOLVING - Is the ability to identify the information needed to clarify a situation, seek that information from various sources and then tackle a problem by using a logical, systematic, sequential approach. Ability to identify and separate the key components of problems and situations. Ability to interpret information from a range of sources to spot patterns and trends in information and to deduce cause and effect from this.

THOROUGHNESS/DETAIL ORIENTED Ensuring that one's own and others' work and information are complete and accurate; carefully preparing for meetings and presentations following up with others to ensure that agreements and commitments have been fulfilled.

Qualifications

Education

• Bachelor's degree in Life Sciences, Engineering or related field required.

Experience Essential

• Multiple years of animal health industry experience.
• Pharmaceutical or animal health product sales experience.
• Good knowledge of Microsoft Excel, Word, and PowerPoint.
• Accomplished sales professional with an excellent reputation in the equine industry.
• Strong knowledge and relationships in the equine industry.
• Proven track record and performance in the sales of products into large equine operations.
• Previous experience selling equine pain management, products anti-inflammatory, and joint/cartilage therapy products.
• Previous experience with Equine Gastric Ulcer Syndrome (EGUS) management and treatment options.
• Basic understanding of general animal health products (anti-parasitics, sedatives, hormone/reproduction, etc.).

Desirable

• Experience selling joint/cartilage therapy, gastrointestinal, or pain management products a major plus.
• Broad understanding of animal health pharmaceuticals and biologics.
• Proven relationships with large equine operation management and ownership.
• Large equine operations' use of Animal Health products experience.

What We Offer

• Health Insurance (medical, dental