National Sales Manager
Reporting to the Country Manager, the National Sales Manager is responsible for managing all sales activities for a specific Business Unit within a Country via the Territory Managers team.

Responsibilities:

• Collecting & Analyzing Market Data/ Generating Market Insights
• Monitor, analyze, and drive change management of current practices, market share, competitor activities and opportunities.
• Perform analyses of Sales personnel strengths and opportunities to drive National sales success.
• Develop and execute Sales Plans annually, to achieve sales goals, set priorities and focus on alignment with the Corporate Strategy.
• Ensure the development and execution of each Territory Manager’s Annual Sales Plan at the Territory level.
• Manage the Meeting Schedule between Ceva and designated Corporate/ Key Account Partners with the Strategic Account KAM as needed.
• Work with Channel Partners (i.e., Strategic-, Key- and Corporate Accounts, Distributor Management teams, Marketing, Supply Chain, Controllers, Business Unit Managers and General Directors), in order to build collaborative, and mutually beneficial, partnerships at the Management and Regional level.
• Negotiate with Key Buyers in accordance with the Commercial Policy in collaboration with the Country Manager and Country CFO
• Collaborate with Country Manager to negotiate contracts, terms and conditions, when needed.
• Report to upper Management on the teams’ performance, Sales Forecasts, Market data, Competitor data and any other relevant commercial information, in a timely fashion.
• Ensure Omnis 360 is used for the management and reporting of the Customer relationship.
• Develop and supervise the Sales Strategy and Implementation/ Training Plans, for designated Products, based on the Corporate Strategy and Country Budget.
• Work with the Country Manager and Country CFO to develop achievable targets for the Country’s Business Unit, based on risks and opportunities, and pursue high value sales.
• Hold monthly review meetings and complete Excellence Reviews once per Territory Manager per quarter.
• Impact & Influence: Creating a High Level of Confidence in Products
• Provide New Business opportunities to the Territory Managers and the team.
• Collaborate and communicate broadly, and frequently, with peer Marketing and Corporate Account Leadership, Account Managers, the Veterinary Services to ensure set objectives are met.
• Lead and manage the team on Sales Force Excellence, ensuring appropriate Annual Objectives are set for each Territory Manager, and coaching activities are provided at least once per month.
• Client Management Cross Organization – Operational Point of Focus/ Partnership (including Reputation)
• Propose and Handle the Workforce Planning (2 years) in line with the Talent strategy and the Spans & Layers Optimization
• Talent Plan & We Share Spirit and 3 Years Plan
• Own the Story Telling as a Lever of Transformation

Competencies:

• Holds self and others accountable for high performance
• Bring clarity and ownership, creating the appropriate conditions for people to reach their objectives.
• Build effective teams in a healthy environment.
• Consciously tries to persuade
• Anticipate and handle the different needs in order to make people buy in.
• Manage internal conflicts of interest by influencing.
• Proactively cooperates
• Proactively act in a collaborative way to take into account the others into his/her efficiency.
• Drives conditions for optimal performance
• Responsible for the team climate and engagement.
• Own and drive the development of the team members by making collective and individual plans (training, recruiting, engagement actions).
• Questions the way things are done
• Proactively debate and propose changes to make the processes and the ways of working simpler.
• Installs customer focus within entity
• Push the team members collectively and individually to put the client at the center (processes and services).

Qualifications:

• Bachelor’s degree required; MBA preferred
• Bilingual in English and French preferred
• At least 5 years sales experience in a role focused on consultative selling
• At least 2-3 years sales and people management experience
• Computer literate with CRM familiarity

• Collecting & Analyzing Market Data/ Generating Market Insights
• Monitor, analyze, and drive change management of current practices, market share, competitor activities and opportunities.
• Perform analyses of Sales personnel strengths and opportunities to drive National sales success.
• Develop and execute Sales Plans annually, to achieve sales goals, set priorities and focus on alignment with the Corporate Strategy.
• Ensure the development and execution of each Territory Manager’s Annual Sales Plan at the Territory level.
• Manage the Meeting Schedule between Ceva and designated Corporate/ Key Account Partners with the Strategic Account KAM as needed.
• Work with Channel Partners (i.e., Strategic-, Key- and Corporate Accounts, Distributor Management teams, Marketing, Supply Chain, Controllers, Business Unit Managers and General Directors), in order to build collaborative, and mutually beneficial, partnerships at the Management and Regional level.
• Negotiate with Key Buyers in accordance with the Commercial Policy in collaboration with the Country Manager and Country CFO
• Collaborate with Country Manager to negotiate contracts, terms and conditions, when needed.
• Report to upper Management on the teams’ performance, Sales Forecasts, Market data, Competitor data and any other relevant commercial information, in a timely fashion.
• Ensure Omnis 360 is used for the management and reporting of the Customer relationship.
• Develop and supervise the Sales Strategy and Implementation/ Training Plans, for designated Products, based on the Corporate Strategy and Country Budget.
• Work with the Country Manager and Country CFO to develop achievable targets for the Country’s Business Unit, based on risks and opportunities, and pursue high value sales.
• Hold monthly review meetings and complete Excellence Reviews once per Territory Manager per quarter.
• Impact & Influence: Creating a High Level of Confidence in Products
• Provide New Business opportunities to the Territory Managers and the team.
• Collaborate and communicate broadly, and frequently, with peer Marketing and Corporate Account Leadership, Account Managers, the Veterinary Services to ensure set objectives are met.
• Lead and manage the team on Sales Force Excellence, ensuring appropriate Annual Objectives are set for each Territory Manager, and coaching activities are provided at least once per month.
• Client Management Cross Organization – Operational Point of Focus/ Partnership (including Reputation)
• Propose and Handle the Workforce Planning (2 years) in line with the Talent strategy and the Spans & Layers Optimization
• Talent Plan & We Share Spirit and 3 Years Plan
• Own the Story Telling as a Lever of Transformatio