Territory Sales Manager

hace 5 días

Ecatepec de Morelos, México Colgate-Palmolive A tiempo completo

The Colgate-Palmolive Company is a global leader in consumer products, operating in over 200 countries. We specialize in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition.

Our company values are Caring, Inclusive, and Courageous. We strive to foster a culture that inspires our people to achieve common goals and build a brighter, healthier future for all.

About The Role

The Hill's Territory Manager is responsible for growing Hill's business in the assigned territory. This includes managing customers, such as veterinary clinics and specialty pet retail stores, to ensure Hill's is the strategic partner of choice and gain support to grow Hill's business.

Main Responsibilities:
  • Develop and maintain high standards of knowledge in small animal nutrition, Hill's and competitors' products through company training and self-study.

Territory Management

  • Achieve territory sales targets.
  • Plan and implement call value (coverage, frequency, productivity) for the territory, based on account classification and required activities.
  • Timely call reports and record maintenance for the territory.
  • Review potential of accounts within the territory (every year).
  • Promptly identify new accounts and secure strong presence and endorsement for Hill's brands.
  • Maintain accurate records in the Hill's reporting system.
  • Leverage all Company available tools to drive execution (Product POS, Detailing material, Staff Feeding-Product Distribution drive, etc.).

Clinic / Store Business Development

  • Training and visiting the clients/vets to help them understand about nutrition and Hill's diets to increase the recommendation and sales. Share information about webinars, Hills Vet Academy and Hills Global Symposium with these vets to help them with continuous education.
  • Develop deep knowledge of the customers' business and organisation; build a network with key decision makers / key influencers in the vet practice and specialty pet store in the assigned territory.
  • Maintain regular contact with Distributors / store personnel and key influencers.
  • Provide outstanding professional support (detailing, in-clinic/store seminars, technical training, merchandising), reaching all key stakeholders in specified practices and stores.
  • Identify opportunities in the assigned customer base and develop technical and business propositions that meet the needs of both Hill's and the customer, resulting in BRMO leadership and outstanding 6P execution in clinics and stores.
  • Implement commercial activities to ensure: awareness, full distribution and active endorsement by the veterinary profession of Hill's products and services in all core disease categories (clinic); full distribution, excellent visibility and active endorsement of Hill's products by the store staff; rapid acceptance, endorsement and distribution of new products; establishment of shelf space and adequate inventory within each clinic/store; establishment of merchandising and practice protocols to Hill's standards; increase recruitment of new users to Hill's brands (e.g. active recommendations, trial programs).
  • Develop and implement annual joint business/action plans for key veterinary clinics/specialty pet stores, which achieve both the needs of customers and Hill's overall commercial objectives.
  • Schedule regular (quarterly) business reviews with the Decision Maker in key veterinary clinic/specialty pet stores to assess the results versus the agreed goals and adjust plans accordingly.

Business & Financial Management

  • Supervise the achievement of territory objectives vs target & develops strategies to address changes in the business environment as appropriate.
  • Manage the assigned budget and ensure timely and accurate submission of payment requests.
  • Timely and accurate submission of T&C expenses.

Meetings & Conferences

  • Represent Hill's at meetings/conferences e.g. Trade shows, Local and National meetings, Client Meetings, Clinic/Store Special events.
  • Keep abreast of trends and of competitive activity in both the veterinary profession and pet retail environments and share this information with the Head Office in the appropriate forums.

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