Regional Sales Manager

at  Virbac

Experiencing together a unique human adventure
Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.
Purpose of this Job
To plan, manage and direct the Canadian sales force to achieve sales and commercial margin goals
within the region through effective implementation of marketing strategies and management controls.

Area of accountability no.1: Region Sales Results

• Highly self-motivated and results-oriented Manager that executes SMART objectives
• Exhibits initiative by taking advantage of opportunities
• Participates and validated in a 12 month rolling sales forecast of the region to ensure accuracy
• Manages and controls any rebates and promotions within the region
• Manages the day to day activities of regions as it relates to sales targets and programs

Expected results: Achieve and exceeds yearly sales targets as well as managing expenses

Area of accountability no.2: People Management and Building Talent

• Set Smart objectives and evaluates performance of the sales force
• Develops talent of the sales force through coaching and counsels team on territory management,

planning and business development

• Ensures maximum level of motivation with the team and rewards the sales force
• Works with VTS to develop a plan for each TSM ensuring technical knowledge is competent
• Achieve revenue budget and maximize sales through highly engaged team with low turnover

Expected results: Achieve revenue budget and maximize sales through highly engaged team
with low turnover

Area of accountability no.3: Veterinary Customer Management and Development

• Oversees the implementation and utilization of the CRM system and the optimization of customer

coverage in the region

• Ensures “customer driven” calls by Territory Sales Managers based on CRM analysis and customers

needs and follow the ROI on these actions.

• Manages the region on the lifecycle of customers , uses data and support functions of the

organization to further develop veterinary customers

• Works closely with Veterinary Technical Services to ensure sales reps have the appropriate level of

knowledge related to products and competitors
Expected results: Manage customers portfolio, develop customer intimacy and loyalty and
optimize customer profitability contribution

Area of accountability no.4: Marketing Strategy Implementation

• Contributes to the implementation of the marketing strategies for each portfolio
• Organizes the local implementation of strategies at the field level and together with marketing is

responsible for the follow up and the measurement of effectiveness of the strategies

• In agreement with the marketing department and sales operations department to deploy and

measure the ROI of marketing and sales strategies
Expected results: Implementation of effective local sales and marketing strategies that increase
sales and profit contribution within the region
Regional Sales Manager

Area of accountability no.5: Industry Relations and Market knowledge

• Keeps up to date with market trends and evolutions, attends veterinary conferences and trade shows
• Represents Virbac within the region and as such should behave accordingly (companies values, image etc)
• Has the lead on distribution (Purchasing Groups) within the region. Works with Sales Ops to ensure adequate stock coverage for region
• Works closely with Veterinary Technical Services to ensure

Expected results: Projects the image of a professional Sales Manager for Virbac, emulates the core values of Virbac. Keeps up with industry trends and market knowledge

Area of accountability no.6: Corporate Account Responsibility

• Works with Sales Operations manager to ensure Virbac products are listed in the Corporate clinics
• Works with GM to analyze an create contracts with Corporate Accounts (HeadQuarters)
• Works with TSM’s to place new products in corporate account clinics
• Meets with Corporate Accounts frequently to ensure Virbac is highlighted within the corporate account clinics

Expected results: Manage corporate accounts both at HeadQuarters and in the region to ensure Virbac’s profitability. Assist with enhancing our presence and partnership within the Corporate Account

Education & Experience:

• Bachelor’s Degree strongly preferred
• 8+ years sales experience with accolades and proven success
• Experience with previous sales management experience with P + L responsibility preferred
• Animal Health Industry strongly preferred
• English and French languages strongly preferred
• Work hours may include evenings, weekends and holidays

Virbac provides numerous career opportunities, thanks to the diversity of its jobs and their international dimension.
Joining Virbac means joining dynamic teams ambitious for success.
Add Your Talent to Ours

Area of accountability no.1: Region Sales Results

• Highly self-motivated and results-oriented Manager that executes SMART objectives
• Exhibits initiative by taking advantage of opportunities
• Participates and validated in a 12 month rolling sales forecast of the region to ensure accuracy
• Manages and controls any rebates and promotions within the region
• Manages the day to day activities of regions as it relates to sales targets and program

Area of accountability no.2: People Management and Building Talent

• Set Smart objectives and evaluates performance of the sales force
• Develops talent of the sales force through coaching and counsels team on territory management

Area of accountability no.3: Veterinary Customer Management and Development

• Oversees the implementation and utilization of the CRM system and the optimization of custome

Area of accountability no.4: Marketing Strategy Implementation

• Contributes to the implementation of the marketing strategies for each portfolio
• Organizes the local implementation of strategies at the field level and together with marketing i

responsible for the follow up and the measurement of effectiveness of the strategies

• In agreement with the marketing department and sales operations department to deploy an

Area of accountability no.5: Industry Relations and Market knowledge

• Keeps up to date with market trends and evolutions, attends veterinary conferences and trade shows
• Represents Virbac within the region and as such should behave accordingly (companies values, image etc)
• Has the lead on distribution (Purchasing Groups) within the region. Works with Sales Ops to ensure adequate stock coverage for region
• Works closely with Veterinary Technical Services to ensur

Area of accountability no.6: Corporate Account Responsibility

• Works with Sales Operations manager to ensure Virbac products are listed in the Corporate clinics
• Works with GM to analyze an create contracts with Corporate Accounts (HeadQuarters)
• Works with TSM’s to place new products in corporate account clinics
• Meets with Corporate Accounts frequently to ensure Virbac is highlighted within the corporate account clinic