(Archived) Monogastric Sales & Extended Feed Channel Leader (fixed-term contract)

As a leading global animal health company, Elanco delivers innovative products and services to improve the health of pets and farm animals around the world because we believe making animals' lives better, makes life better. Since 1954, we have provided solutions that support veterinarians, farmers and pet owners to advance our vision of Food and Companionship Enriching Life. Elanco's promise to employees: Together, we foster an inclusive culture where everyone can make a difference, encouraging ownership, growth and well-being.

Please be notified that this is a fixed-term position - 12 months, with a possibility to extend to 18 months.

This Fixed Duration role is pivotal in the development of the sales team to maximize performance, career development and engagement. The Monogastric Sales & Extended Feed Channel Leader will be responsible for ensuring sales team coaching to enable strong customer relationships and increase Elanco’s product and non-product value to the customer and grow sales and profitability for the Canadian Farm Animal business.

The Monogastric Sales & Extended Feed Channel Leader has an in-depth understanding of customers, industry stakeholders, market drivers, portfolio and competitive environment, and coaches the sales team to continuously develop and leverage their own knowledge to meet Elanco’s business and strategic objectives.

The Monogastric Sales & Extended Feed Channel Leader is responsible for the development of the Feed channel & distribution strategy including execution of all marketing and sales initiatives, as well as corporate management of key account channel and distribution partners.

Major accountabilities:

PERFORMANCE MANAGEMENT

• Identify, recruit, develop, coach, and manage the Monogastric & Extended Feed Channel sales team members.
• Establish clear objectives, lead and lag indicators that support Essential Wins for the Farm Animal Business, as well as the overall Canadian affiliate.
• Ensure all team members have well-defined personal objectives and development plans on a yearly basis, and track execution on a quarterly basis.
• Regularly review performance and promote a culture of consistent communication, execution and attention to detail. Manage performance issues in a timely and appropriate manner.
• Reward team’s behaviors and results and foster a culture of recognition.
• Communicate and coach to the parameters set in the Sales Representative Competency Model.

ENSURING CUSTOMER FOCUS

• Coach team on Customer Value Selling (CVS) and Strategic Account Management (SAM) approaches, and drive SAM execution with selected key accounts
• Ensure that the sales team accurately diagnoses business opportunities, actively listens to the customer and/or influencer needs, understands their decision making process and defines and offers appropriate solutions and resources to address these needs
• Drive the creation and execution of robust account plans, including clear milestones and deliverables; ensure cadence of account team meetings and team accountability
• Represent Elanco with customers and industry stakeholders, build trust and credibility and continually advocate for mutual profitability and long-term relationships. Enable team members to do the same.
• Deliver concise, actionable feedback to sales representatives regarding customer interactions, and consistently document in Customer Relationship Management (CRM) system.
• Provide input into SFE metrics setting and drive execution throughout the year
• Manage specific key accounts as required to achieve Farm Animal Business strategic goals.

SALES & PROMOTION

• Drive bottom-up business planning and regular reviews by providing customer, market insights and assumptions and scenario planning.
• Set clear sales targets, monitor execution and results, and ensure team accountability against sales plans.
• Ensure execution of quarterly selling cycle plans and deliver quarterly and yearly sales and pricing plan whilst ensuring forecasting accuracy.
• Partner cross-functionally to develop a comprehensive business plan to support brand/category strategies, as well as ensure robust inventory demand.
• Ensure targeting of the right customers and decision makers and the delivery of the promotional and technical campaigns defined by Marketing.

EXTENDED FEED CHANNEL

• Develop the strategy for Extended Feed Channel in close alignment with the Ruminant Sales Leader, Farm Animal Sales Director and brand managers.
• Consistently utilize SAM process and behaviors and coach the Extended Feed Channel team members to develop and/or reinforce competencies that support agreed upon strategy and execution.
• Ensure development and execution of individual account plans. Drive Extended Feed Channel team accountability to execute account plans throughout the year.
• Facilitate cross-functional and cross-species collaborations towards implementation of the strategy to drive sales growth.
• Responsible for contract execution and rollout and implementation of specific Feed Channel programs and initiatives.
• Manage specific key accounts as required.
• Establish executive level relationship with key feed channel accounts in support of account managers’ needs.
• Participate in quarterly business reviews with channel/distribution management teams (internal and external)
• Participate in national, regional, and local feed company meetings and events.
• Ensure execution of quarterly selling cycle plans and deliver quarterly and yearly sales and pricing plan whilst ensuring forecasting accuracy.

TEAM AND COMMUNICATION

• Ensure close collaboration with Marketing, Technical, Customer Service and Supply Chain in outlining and executing sales and account management.
• Enhance connectivity and best practice sharing with other business units, Elanco HQ and affiliates.
• Consistently demonstrate Elanco Values & Behaviors: Respect, Integrity, Excellence, Innovate, Own, Deliver, and Involve.

Required skills, experience and education

• Bachelor degree in a relevant scientific or technical field preferably in Ag. Science, Animal Health or Business, or equivalent work experience with an Agriculture College diploma.
• Knowledge of Food Animal production, market, nutrition and/or animal health.
• Demonstrated ability to lead and coach a team with an emphasis on leading through change and developing sales capabilities.
• Demonstrated commercial experience on managing multi-layer complex key accounts. Strong negotiation skills.
• Strong oral and written communication skills, and able to adapt style to suit different audiences.
• Strong account planning mindset and communication to colleagues and customers.
• Business/financial acumen and strong analytical/problem-solving skills.
• Resilient, action-oriented and strong organizational skills.
• Ability to multitask and work effectively within cross-functional teams.
• Exemplary team and individual work ethics.
• Computer literate and proficient in the use Excel and other Microsoft applications.
• Fluent English language skills (oral and written).
• Candidates must be legally authorized to live and work in Canada

Preferred skills experience and education

Education:

• Advanced degree in business or equivalent work experience in sales management.

Skills/experience:

• In-depth knowledge of livestock feed manufacturing industry
• Experience in strategic or national accounts
• Experience in business to business
• Demonstrated ability to learn and apply technical/scientific knowledge

Location & Expected Travel Percentage

• Flexible location within Canada with willingness to be present at the Canadian HQ regularly
• Ability to travel up to 60% of the time

Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status