Sales and Business Development Manager - East Africa: Ruminants and Companion Animals at MSD

Job Description

• Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model.

The successful incumbent will

• Drive, manage, and coordinate sales activities for active business portfolios in East Africa, i.e. livestock over-the-counter, dairies, feedlots, companion animals over-the-counter, and veterinary ethical portfolios.
• Look for new business, help maintain existing business and facilitate synergy between the various business units.
• Manage key accounts.
• Together with the Company’s Marketing Manager, manage and implement marketing initiatives in East Africa.
• Lead the East African Team.

Responsibilities

• Manage and develop sales strategies for Ruminants- and Companion Animals products in the East African region by achieving sales as per the target set for the East African market.
• Look for new business opportunities, grow existing business and expand the Company’s market share and market penetration with existing and new products.

Key Account Management of the region

• Create strategies concerning priority clients and budgets.
• Regular liaison with top customers and wholesalers.
• Co-ordinate and drive sales campaigns in the region.
• Co-ordinate technical- and product support to customers.
• Co-ordinate handling of product complaints and adverse reactions.
• Attend local-, regional-, and international congresses/conferences for information gathering, when required.
• Maintain desired margins on products sold.
• Maintain close contact with suppliers for continued product support and new developments.
• Manage promotional budget within budget limits to the best effect for sales support.
• Develop the sales forecast and strategy for the area in line with the business potential of the area.
• Implement marketing strategies to achieve sales objectives for the area.
• Control expenses to maximise profitability for the Company.
• Monitor and evaluate performance on a routine basis and implement appropriate corrective actions.
• Implement marketing plans for new products with the Company’s Product Specialists.
• Co-ordinate new product registrations and launches.
• Identify areas where salespeople/sales contractors require training to strengthen their product knowledge to support their sales functions.
• Summarise market information and activities provided by the sales force and report timeously to the Sub-Saharan Africa Cluster Manager.
• Employee development Upskilling direct reports with up-to-date customer service training programs, focusing on customer centricity
• People management, including hiring and training the new and existing sales force.

Required Qualifications
Education

• Bachelor’s Degree in Veterinary Science or Para-Veterinary Science, together with experience in marketing-, sales-, and business management.
• Or
• A suitable qualification in Sales- and/or Marketing Management, together with a minimum of 3 years of sales experience in the Veterinary field.

Experience And Requirements

• Management experience of at least two years.
• Marketing- and sales background would be advantageous.
• Minimum of two years of commercial work experience, with a clear and demonstrated track record of success with a good understanding of business fundamentals and essentials of value creation.
• Fluent in English (read, write, speak).
• South African citizen.
• Ability to travel 50% of the time.

Competencies

• Strategic thinking and planning.
• Good communication skills.
• Good financial acumen.
• Strong analytical- and project management skills.
• Cross-functional capability.
• Good presentation skills and be able to conduct training sessions.
• Strong problem-solving ability, including metrics-driven thinking.
• Foster collaboration.
• High-end interpersonal skills and customer-centricity.
• Confident and dynamic personality.
• Creative and results-driven.
• Planning and organising.
• Managing complexity.
• High attention to detail.
• Resilient.