Job Description
Our Ruminants business unit team is looking for strategic commercial leadership with a strong focus on results and people development, capable of turning market data and insights into decisions that drive sustainable business growth.
The Sales Manager has the purpose of achieving the territory's financial objectives through the effective management of resources, the leadership and development of the sales team, and the creation, development and correct execution of the business unit's strategy.
Is responsible for leading, both operationally and strategically, the business relationship with the target customers in the territory, in order to ensure sustained growth in market share for the target products and segments.
Must ensure that all activities are carried out in compliance with the policies, procedures and Compliance standards of our organization, as well as with the laws applicable to the pharmaceutical industry.
Key roles
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Commercial leader
Responsible for meeting financial and sales objectives (Sell In/Sell Out), for growing or maintaining market share and position in strategic segments (Big Bets), and for executing business plans with target customers (A and B).
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Leader and people developer
Manages, supports and develops the sales representatives and KAMs, promoting continuous improvement of their knowledge, ELS, skills and performance.
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Resource manager
Effectively manages the expense budget and the resources allocated by the company, with an ownership mindset.
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Compliance and organizational culture representative
Acts as an example of ethical conduct and ensures compliance with policies, procedures and regulations, while promoting a good organizational climate.
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Coordinate effective communication across areas
Responsible for building and promoting communication and collaboration between the different areas of the business.
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Customer and strategic stakeholder manager
Actively supports the territory's sales team in building long-term relationships with key customers, opinion leaders and associations relevant to the business.
Is responsible for building working bridges and communication for the sales team with the marketing team, the technical team and all stakeholders needed to achieve business objectives.
Key responsibilities
Business management
- Analyze the territory, set objectives and develop business plans.
- Negotiate a challenging quota with the BUD and distribute it objectively among the representatives.
- Discussion, negotiation and signing of commercial plans;
- The manager must be involved in developing and executing strategy and tactics to ensure proper implementation.
- Monitor the chosen KPIs, using the tools and reports provided by the company, to identify business opportunities.
- Propose new approaches and actions to improve territory results.
- Ensure regionally aligned segmentation.
Leadership and team development
- Select, retain and support the development of the people under your responsibility.
- Establish knowledge, skills and leadership development programs, together with the L&D, Technical, Marketing and Business Intelligence teams.
- Provide coaching (CATALYST and Development), feedback and follow-up on improvement plans.
- Identify and guide colleagues in changing behaviors that allow them to maximize their performance.
- Use benchmarking within the team.
- Contribute to the development of individual competencies of your team, to ensure success in their role.
- Ensure team members prepare development plans, in line with each member's strengths and individual professional growth expectations.
- Actively and responsibly participate in team calibration sessions and the related succession plans.
- For members identified as talent, collaborate in preparing accelerated development plans.
- Recommend organizational adjustments according to business needs and people's potential.
Relationship management
- Anticipate problems and manage conflicts within the team.
- Build and consolidate long-term relationships with key customers.
- Joint collaboration with the technical area to identify KOLs and spokespersons among customers.
- Actively participate in meetings and forums with the marketing, training and regional teams.
- Positively influence territories (zones) outside your designated areas, as well as the support areas under your responsibility.
- Build networking with regional teams and support areas.
Administration and compliance
- Manage the operating budget.
- Control and protect the assigned assets.
- Ensure compliance with policies, procedures and internal controls.
- Consistently act as a guardian of the organization's reputation and assets.
- Ensure strategic and consistent use of CRM by the sales team, ensuring data quality and using insights on customers, opportunities and activities to guide prioritization, decision-making and execution of the commercial strategy in the territory.
Requirements
Education
- Completed higher education
- Postgraduate degree/MBA in Commercial Management, Business or related areas as a differentiator.
Experience
- Solid experience in commercial management and leadership of sales teams, ideally in a complex, goal-oriented environment.
- Experience in people management and development, including coaching, feedback and performance management.
- Strong experience in territory planning, segmentation and management of strategic customers/KAMs.
- Ability to manage Sell In, Sell Out, market share, forecast and other commercial KPIs.
- Experience in building and executing commercial plans and growth strategies.
- Experience working cross-functionally with Marketing, Technical, Business Intelligence and other areas.
CRM and analytical capability
- Consistent experience with CRM as a commercial management tool
- Ability to use CRM data for customer segmentation and prioritization, opportunity management, territory planning, execution tracking and decision-making.
- Experience in leading the team to ensure adoption, disciplined use and data quality in the CRM.
Competencies
- Leadership and people development.
- Strategic vision and strong execution focus.
- Analytical capability and data-driven decision-making.
- Negotiation and influence.
- Customer centricity.
- Collaboration and ability to operate in a matrix environment.
- Strong results orientation, with commercial discipline and accountability.
- High standards of ethics, integrity and Compliance.
"We are proud to be a company that believes in the value of bringing together people of different profiles, talented and committed. The fastest way to revolutionize innovation is when diverse ideas come together in an inclusive environment. We encourage our employees to tackle problems collectively and to respectfully challenge each other's reasoning. We are an employer focused on promoting equal opportunities for our employees, committed to encouraging an inclusive and diverse workplace."
Additional location(s) Compensation Information:
Required Skills:
Adaptability, Animal Health Care, Inbound Phone Sales, Lead Generation, Market Analysis, New Product Initiatives, Order Management, People Leadership, Sales Forecasting, Sales Objectives, Sales Pipeline Management, Sales Reporting, Sales Strategy Development, Strategic Thinking, Technical Product Sales
Preferred Skills:
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Employee Status:
Regular
Relocation:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Hybrid
Shift:
Valid Driving License:
Hazardous Material(s):
Job Posting End Date:
11/16/2026
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