Regional Sales Manager - RuminantsMSD • WorkFromHome, Free State, South Africa

Regional Sales Manager - Ruminants

MSD • WorkFromHome, Free State, South Africa

15 days ago

Job description

PURPOSE STATEMENT

Lead and execute the regional Ruminant commercial and marketing strategy to achieve revenue, margin, and market share objectives within approved budgets.
Provide technical and commercial support to sales teams, key accounts, and channel partners across the designated region.
Build sales capability through active coaching, performance management, and disciplined pipeline / CRM practices.
Strengthen relationships with key veterinarians, cooperatives, agricultural wholesalers, and producer groups to drive demand and adoption.
Coordinate and deploy marketing initiatives and key account plans to exceed targets with strategic customers.

PRINCIPAL ACCOUNTABILITIES

Own all commercial activities in the designated region; deliver sales, margin, and market share targets.

Develop territory plans, set objectives, and manage the sales funnel and forecasts.

Maintain accurate CRM data for accounts, contacts, opportunities, and activities.

Customer and Channel Management

Coordinate technical and product support for sales staff and clients; ensure value-based selling and post‐sale follow‑up.

Lead key account planning with veterinarians and cooperatives; conduct regular business reviews with chief buyers to identify opportunities.

Initiate and manage marketing activities with key cooperatives and wholesalers; optimise promotions and trade programmes.

Product, Technical, and PV

Support new product launches : demand generation, training, activation, and post‑launch tracking.

Coordinate product complaints and adverse events; report to Pharmacovigilance / Technical Manager within required timelines and support investigations.

Liaise with cooperatives, agricultural wholesalers, and veterinarians on new developments, including initiatives linked to the company's Research Farm at Malelane.

Coordinate regional congresses / conferences and continuing education programmes.

Deliver ongoing product and selling skills training to staff and clients; lead the Malelane Academy of Learning calendar.

Coach and develop sales representatives and OTC agents; conduct ride‑alongs, skills assessments, and performance reviews.

Monitor and control monthly expenses; manage promotional budgets and ROI.

Ensure desired margins are maintained through pricing discipline, contract / tender compliance, and mix management.

Prepare weekly activity reports, market intelligence, and monthly performance summaries for the Business Unit Manager.

Adhere to our company's policies and local regulations, including anti‑bribery / anti‑corruption, PV reporting, quality, HSE, and tender governance.

NATURE AND SCOPE

Plan, coordinate, and deliver training for staff and clients on Animal Health quality products and solutions.

Advise clients on the ruminant product portfolio (parasiticides, antibiotics, implants, in‑feed solutions, vaccines, etc.) based on clinical and commercial needs.

Coordinate stands and promotions at agricultural shows and industry events; represent Animal Health in public forums.

Engage farmer unions and related organisations on partnerships and sponsorships.

Grow our company's Animal Health market share with cooperatives, agricultural companies, and veterinarians through account plans and execution.

Ensure responsible use and care of company assets (laptops, mobile devices, iPads); promote digital tools adoption (CRM, e‑detailting).

Play an active role in developing sales capability : value selling, negotiation, objection handling, and data‑driven territory management.

KNOWLEDGE AND EXPERIENCE REQUIRED

AVCASA certification (or willingness to obtain within onboarding timeline).

Matric or equivalent; tertiary qualification in Animal / Veterinary Science, Agribusiness, or Business preferred.

Minimum 2–4 years sales management or senior sales experience in animal health or Agri / pharma; ruminant market experience strongly preferred.

Proven skills in selling, presentation, negotiation, and stakeholder management.

Strong time management, planning, and coaching capability; experience running pipeline reviews and field coaching.

Computer literacy : CRM (e.g., Salesforce), Excel / analytics, PowerPoint; comfortable with digital engagement tools.

Basic financial acumen : pricing, margins, discount structures, budget control; finance course or equivalent experience is advantageous.

Leadership and team development

Strategic planning and territory / portfolio organization

Customer service orientation and relationship management

Adaptability and resilience

Initiative and proactive problem‑solving

Analytical thinking and data‑driven decision‑making

Sound judgement and decisiveness

Collaboration across cross‑functional teams

REQUIRED SKILLS

Adaptability

Animal Health Care

People Leadership

Sales Forecasting

Sales Management

Sales Objectives

Sales Operations

Sales Reporting

Sales Strategy Development

Sales Territory Management

Strategic Thinking

Technical Product Sales

PREFERRED SKILLS

Current Employees apply HERE

Current Contingent Workers apply HERE

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Regional Sales Manager • WorkFromHome, Free State, South Africa

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