Technical Sales Manager, Cattle

**JOB OVERVIEW**

The Technical Sales Manager, Cattle responsible for selling Zoetis products and services to key accounts & commercial of Cattle. Beside that, He/She provides technical expertise and veterinary support to customers as well as owns the marketing strategy for a defined group of animal health products.

The marketing strategies are designed to deliver appropriate impact, product positioning, market growth and profitability as well asensures our scientific resources and technical activities deliver value to our customers, giving Zoetis a major differentiator and creating significant competitive advantage.

This role contributes to the overall success of Zoetis by deliver and exceed the sales growth & market share gain targets nationally across all product lines of cattle for business unit.

The person in role is required to develop collaborative and productive partnerships with colleagues in the cluster. He/She creates a strong partnership with the distributors and provide marketing support for their product portfolio

**RESPONSIBILITIES**

**Strategy & Planning**
- Contribute to the development of creative and insightful strategic plans (Sales, marketing and Technical) made by the Business Unit Head. Base input on comprehensive knowledge of customers and markets and a clear view of opportunities and threats that exist in the corporate business
- Regularly update the Business Units and Leadership Team of progress towards strategic goals
- Manage the operating budget versus realization; resource budget in order to ensure effectiveness of budgeted expenses.
- Plan frequent field visits. Utilise field time to understand day to day issues affecting field force, and monitor attitudes, skills, morale and effectiveness
- Plan, implement and coordinate Key Opinion Leader (KOL) management plans in line with current product focus and future product development and launches
- Use detail of promotional plans to develop, review and revise sales forecasting and inventory management, taking into account seasonal variations and market demand
- Complete the monthly forecasting process and conduct monthly forecast meetings with demand planning team
- Manage the AnP budget using thorough market analysis and appropriate prioritization. Make calculated judgments that ensure expenditure drives sales
- Be responsible for the planning, coordination, implementation, supervision and reporting of field studies on (new) products.
- Update Technical information, material on SharePoint, Pitcher, digital library.
- Be responsible for the professional handling of day-to-day product complaints.
- Act as the a lead technical representative on all necessary projects

**Customer activities**
- Develop and deliver marketing & Technical campaigns that achieve appropriate impact, product positioning, market growth and profitability, with consideration for both the short and long term
- Focus on the customer journey to understand how best to reach the customer at each touchpoint
- Provide ongoing support, guidance and training to sales teams of distributoirs to ensure all promotional materials and events support marketing priorities and objectives for each product and campaign
- Create campaigns that allow marketing messages and product information to be easily translatable into the context of the Solution Selling model
- Undertake leadership activities that enable the team to be productive and effective; coach, monitor, feedback, train and support
- Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth
- Deliver strategic messages and marketing programmes to the field force that fit into the context of the Solution Selling model
- Gather data and feedback from a range of sources - market data, customer visits, field force feedback, market research, publications, conferences and industry contacts.

**Business Unit Support & Relationships**
- Work closely with COE and L&D on the delivery of high quality marketing & technical training for sales team of distributors
- Ensure the quality of veterinary activities; Semianrs presentations, technical advice, KOL plans, service requests, clinical activities
- Work with the Pharmacovigilance (PV) to ensure PV related situations are communicated across all team members as well as supporting the PV team when required
- Contribute to the success of the business unit by role modelling best practice with colleagues, proactively welcoming ideas, sharing successes and enabling the team to do the same across the business
- Provide guidance and direction to colleagues on business strategy, delivery of targets, people management and day to day operations

**Compliance**
- Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel & expenses policy and local codes of practise
- Ensure the proper conduct of clinical activities such as demonstration