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

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