Lilly Territory Manager, Companion Animal Business in Edinburgh, United Kingdom
Type of Employment:
Full-Time Employment - FTE
At Elanco we understand the powerful role healthy animals play in making lives better. As pets increasingly become important parts of our families, so too does the need to help them live longer, healthier, higher-quality lives. As the global population grows, so too will the need to meet the demand for safe, affordable food for all. Since our start at Eli Lilly and Company in 1954, Elanco has been working to empower our customers—from veterinarians to food producers to all those concerned with animal health—to address these global challenges, and advance a vision of food and companionship enriching life. We strive to develop and deliver products safe for consumers, animals and the environment through innovation and a shared vision to enrich the life of people worldwide. Embracing diversity is at the core of our long-held value of respect for people. It is the lens through which we understand and respond to the unique needs of the millions of individuals who depend on our medicines. For us, embracing diversity means understanding, respecting, and valuing differences, including but not limited to race, colour, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status. The greatest measure of our diversity efforts is our ability to attract and retain exceptional employees who feel comfortable in a culture that supports them being themselves.
Responsible for achieving individual and team sales targets, building quality relationships with customers, and contributing to Elanco’s core values and behavioural pillars. They will manage all Companion Animal & Equine veterinary practices in a defined area of the UK/Ireland, performing day to day activities on the territory, and actively promoting Elanco and its products.
Key role deliverables
Achieve individual and team quarterly and annual sales targets, for focus Companion Animal products, in independent and corporate-owned veterinary practices.
Preparation and implementation of territory sales plan.
Negotiation and management of commercial terms for customers, in order to drive loyalty to Elanco’s portfolio whilst maintaining target pricing levels.
Implementation of Elanco’s Customer Value Selling model, to develop an understanding of customer needs and provide appropriate solutions.
Delivering practice education sessions for focus brands.
Responsible for launching new products to veterinary customers.
Implementation of sales promotions, educational campaigns, and marketing activities.
Working closely with the ElancoVets and Business Development teams, to deliver added-value plans that are tailored to customer needs, and which differentiate Elanco from competitors.
Achieving key sales force effectiveness metrics, including account reach and frequency, time in field, and average call rate.
Maintaining up-to-date customer information in Elanco’s CRM system.
Participation in relevant local and regional veterinary conferences and trade shows, representing the company in a professional manner.
Key Performance Indicators
• Quarterly sales targets
• Sales Force Effectiveness metrics
• Elanco Values & Behaviours
• University degree or equivalent relevant experience (life science background is of benefit but not essential)
• Demonstrated sales experience or strong understanding of Veterinary Industry
• Territory Managers must live within the Territory
• Mobility essential to travel across territory & have flexibility of nights away when required.
• Excellent questioning capabilities
• Ability to build rapport, and develop strong business relationships
• Confidence in asking for customer commitments
• Good English
• Computer literate on Microsoft Outlook, Excel, PowerPoint.
• Strong interpersonal and communication skills
• Self-motivated, with the discipline to deliver on plans and commitments
• Customer focus, with ability to build rapport and develop strong business relationships
• Ability to work as part of a team
• Familiarity with basic financial concepts, such as gross sales, net sales, margin, mark-up etc
Number of direct reports : No personnel management responsibility
Financial responsibility (budget, cost, sales etc.) : Annual sales target, expense management
Impact on organisation Increase EAH sales, penetration and market share in a dedicated Elanco Animal Health sales territory and region. Ensure average pricing goals are achieved.
Integrity: Do the right thing in the right way
Respect: Respect for people, our customers and the animals in their care
Excellence: Be accountable. Continuously improve. Deliver with discipline.
Involve: Seek participation and input to gain commitment, passionate performance and create an engaged community. Act with humility as One Elanco, collaborating for the best outcomes for the entire company.
Deliver: We will focus on the essential, build mastery and diligently deliver on our commitments to our colleagues, customers and shareholders. Disciplined execution, thought and people.
Innovate: Bring an innovative mindset that drives continuous improvement of our processes, products and services.
Own: Be accountable and empowered. Ask questions and raise concerns. Be fully invested in Elanco’s success.
Region: Europe; Middle East; Africa
State: Borders, Central, Dumfries a. Galloway, Fife, Grampian, Highland, Lothian, Orkney, Strathclyde, Shetland, Tayside, Western Isles
Country: United Kingdom
Location Details: Scotland
Req Id: 51591BR