Field Sales Management

Job Description:

To ensure the short and long term operations of the VET pillar through our Direct Distribution model at National level by consolidating and growing the Health-Nutrition territory aiming at Individualization in a fast pace and highly competitive environment. The responsible will be directly accountable for managing four Direct Distribution Centers with relevant participation on NSV of the pillar. Associate will be in charge to innovate in route to market solutions to satisfy our veterinary community demands and lead the organization within and beyond his/her direct control; associate will manage, develop and motivate through excellent leadership a high performance team of managers and sales force so individual and team objectives are met, influencing as well the Indirect Distribution team. This is a MCR function that reports into the VET Pillar Head and will play a key role for developing talent within the broad Sales team working cross-channel peers on PSR and PRO teams

Lead short and long term strategy of the VET Pillar development through Direct Distribution operations

• Ensure the effectiveness of national sales operations and aim at overachieving objectives of the VET pillar through four Direct Distribution centers of Mexico (DDM): CDMX, GDL and MTY and beyond. with Royal Canin and Petcare strategy, planning, budgeting and measuring investments and activities.

• Secure VET DDM business by consistently delivering exceptional sales results and profitability including objectives such as extending numeric distribution, ensuring the development of drive territories and prospecting route to market solutions for seed territories. 

• Responsible for the sales done by the direct sales force of VET as well as for leading the best sales initiatives to be cascaded into our Indirect distribution network.

• Act as a center of expertise for knowledge transfer, training for Sales and Trade Marketing teams and for customers focusing on sales capabilities and best in class activations.

• Sponsor strategic growth avenues that differentiate us

Strengthen Customer Leadership and Key Opinion Leader relationship within DDM.

• Implement global, regional and national strategies concentrated on adapting our portfolio offer and services delivering tailor-made plans for clinics ensuring perfect execution.

• Assure that appropriate yearly agreements are done with Key Customers and continuous growth and engagement is delivered by them. (JBPs)

• Implement best practices from other markets closely partnering with global and regional sales managers to implement "VET unique value proposition" and "VET follow up" solutions.

• Ensure all DDM Sales team are continuously receiving top-of-the-range trainings on nutrition and on our portfolio efficacy so they can spread it and raise the bar in knowledge of cats and dogs health nutrition in the VET community.

Full accountability of VET DDM´s P&L and its long term development

• Assume overall responsibility for control of the P&L, its trade budget and analysis of ROI.

• Develop and execute incentive acceleration programs to achieve stated objectives regarding revenue, profitability and market share.

Yearly plans and building block generation for fueling local growth & profitability

• Lead the development of the annual DDM plan for the VET Pillar, its strategic planning and deployment including field force activities working along with VET Marketing Manager.

• Collect business insight and provide advice for the preparation of the Operating Plan.

Development of team and talent pipeline

• Engage, coach and inspire team with a visible leadership approach

• Develop successor and drive discipline around development plans

• Guide the day to day activities of the team and oversee the implementation of sales activations, including follow up of loyalty programs, conduction of events, and category management.