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National Sales and Key AccountLead ANZ, Companion Animals
Exciting Permanent Full-time position to be based in Sydney (Open to Melbourne or Brisbane for the right person!)
Join an innovative and evolving Global Animal Health company
Fantastic opportunity to utilise your strong Sales & Key Account Management experience in Animal Health or in other omnichannel industries like Consumer Health or FMCG
Provide leadership to our passionate Sales & Key Accounts team in ANZ
Attractive salary and benefits on offer!
THE OPPORTUNITY
We have an exciting opportunity for someone to join a business at a pivotal time of growth. In this role as National Sales and Key AccountLead ANZ for Companion Animals Business Unit (CABU), you will be accountable for developing and implementing the Companion Animal Business Unit Sales and Key Account strategy to achieve revenue and drive growth. You will be leading and motivating the National Sales and Key Account Team, promoting a culture of high performance and accountability, as well as coordinating a unified strategic direction with the other Commercial functions of the Business Unit including Marketing & Technical Services.
This role operates within the highly regulated and competitive Australian and New Zealand Animal Health industries, with success dependent upon on our ability to build Customer (i.e. Key Accounts, Wholesalers, Vet Clinics, Pet Specialty Stores, Online Retailers, Pharmacy) and End User (i.e. Pet Owners) loyalty and optimise the return in categories in which we have an offering.
Success is significantly dependent on achieving products embraced by End Users due to their brand equity, technical differentiation, high quality, and back up support offered by the organization. Our success also depends on effective management of the existing and expanding Customer base. This requires a high level of coordination between Customers, End Users, Sales, Marketing and Technical Services functions, and other internal and external stakeholders.
The National Sales and Key Account Lead role (CABU ANZ) role sits within the Animal Health organization, is part of the CABU ANZ Leadership Team and reports to the Business Unit Lead – Companion Animal ANZ.
WHAT YOU WILL DO
Your responsibilities will include, but are not limited to:
Sales and Key Account Leadership
Contribute to the performance and growth of the ANZ business, with a focus on CABU ANZ’s short-term and long-term sales performance
Translate the overall AH ANZ and Companion Animal strategy into the BU’s sales strategy, Key Account management, optimal allocation of sales resources across channels (e.g. veterinary, pet specialty, online, pharmacy), calendar plans and sales tactics
Direct the activities of the CABU ANZ Sales and Key Account Team towards the achievement of the BU’s Financial Objectives of Sales Targets, Market Share Growth, and BU Profitability
Identify, analyse and develop new business growth opportunities
Manage Pricing, Rebates, Trading Terms and Portfolio Product mix to maximise both Net Revenue and P&L contribution by the BU
Contribute towards achieving net average selling price objectives by brand.
Ensure effective utilization of Operational Expenditure (OpEx) Budgets and resources
Contribute to the preparation of Net Sales & OpEx Budgets for the Business Unit, providing regular updates & variance reporting
Champion organizational initiatives such as new product development, review of low revenue or unprofitable products, and sell-out of slow moving or short-dated inventory
Commercial Excellence
Provide strategic direction to the CABU Sales and Key Account team to ensure an effectively integrated and productive Commercial Team
Ensure effective implementation of sales strategies documented in Brand Plans to ensure these tactics are executed effectively by the Sales and Key Account Team
Champion new methods of Customer interaction including pursuit of non-traditional Sales channels & tactics
Ensure Sales and Key Account Team focus on driving growth of Key Brands with defined calendar execution plans
Leverage technology and digital to achieve optimal Customer and End User experience
Lead Key Account Management, maintain effective relationships with major Customer Groups at all levels (National, State, Local) and oversee ROI analysis of sales campaigns for continual improvement
Oversee the negotiation and contractual documentation of Commercial Rebate Agreements and Trading Terms with all Customers
Demonstrate strong leadership and ability to inspire, motivate, and galvanise the Sales and Key Account Team into a high performing organisation
Effectively lead and manage the Sales and Key Account Team, leveraging available tools and resources to set Annual Priorities, Reward and Recognise Performance and Train, Coach, & Develop ‘Sales Process’ / ‘Sales Force Excellence’ expertise across the entire Sales and Key Account Team
Develop and regularly review both the CABU Sales and Key Account Team organisational structure and the CABU Sales Territory structure
Develop, implement, and routinely monitor Sales and Key Account Team activities and KPIs to fully effect optimal resource utilisation
Implement process to develop broad-based commercial competencies across the Sales and Key Account Team
Identify and develop ‘Key Talent’ from within the Sales and Key Account Team as part of a Succession Planning process
Embed a culture of accountability at all levels for achievement of the BU’s Net Sales results – BU / Key Account / Regional / Segment / Territory
Champion the non-negotiable embracement of the organisation’s CRM system and ‘Sales Force Excellence’ processes / KPI’s at all levels of the Sales and Key Account Team
Drive First Class Technical support of Customers and End Users across the Sales and Key Account Team
Operational Collaboration
Develop effective relationships and communication across BUs/Divisions/Countries to leverage ‘Best Practice’ and ‘Innovation’
Ensure all activities of the Sales and Key Account Team comply with relevant Acts, Company Policies, Legal requirements and Ethical standards
Work closely with Logistics, Customer Service and Production to ensure efficient Supply Chain management
Ensure accurate Sales Forecasts are provided Monthly to facilitate reliable Product Supply and accurate Financial Reporting
WHAT YOU WILL HAVE
To be successful in this role, you will have:
Tertiary qualification in Life Science or in Business (MBA is highly desirable)
Solid (8+) years relevant ‘Sales Management’ experience (People Leadership, Sales Accountability, Sales Process, Key Account Management) in Animal Health, Life Science or Consumer Healthcare related industries
Demonstrated successful sales track record in a highly regulated environment within a multi-channel, business mix.
Demonstrated successful sales team leadership and people management
Strong leadership capabilities and a personable people leader with a passion to lead, build team capability teams to achieve continued growth and success.
Proven ability to establish strong influential relationships with senior customer personnel and other key external stakeholders. The ability to influence key stakeholders and business partners.
Outstanding communication, analytical and negotiation skills.
Highly effective interpersonal skills with the ability to build credible working relationships with internal and external stakeholders.
Strong technical knowledge of Animal Health, Life Sciences or Consumer Healthcare Industries is desired
Strong ability to solve complex problems and identify innovative solutions.
Experience in budget management and sound financial acumen capability
A ‘can do’ attitude complemented by your ability to think strategically and commercially.
WHAT YOU CAN EXPECT
Opportunity to make an impact in the promotion and ongoing growth of our Companion Animal Business Unit
Be part of a company that thinks differently to solve problems, makes progress, and deliver meaningful innovations and solutions
Fantastic career opportunity to make your mark in leading on commercial success with access to future career growth
We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.
Current Employees apply
Current Contingent Workers apply
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status: Regular
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