At Elanco (NYSE: ELAN) – it all starts with animals! As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. We're driven by our vision of 'Food and Companionship Enriching Life' and our approach to sustainability – the Elanco Healthy Purpose – to advance the health of animals, people, the planet and our enterprise. At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you'll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights. Making animals' lives better makes life better – join our team today! Primary Function SELLING Scientific Knowledge Applies knowledge of therapeutic areas/disease statesApplies Elanco product and competitive knowledgeUses sales aids, clinical data and reprints effectivelyUnderstands the Elanco organizationCustomer Knowledge and Relationships Understands local healthcare systemsUnderstands types of customersFollows ethical and legal guidelines ( Good Promotional Practices)Stays current on competitor's productsApplies product knowledge to achieve goalsLeverages each interaction with customers through professionalism, respect, integrity, expertise, relationships and passion (Every Interaction Matters)Uses "Insights" to adjust to the personality type, prescribing habits, etc. of customerIntroduces additional compounds to the customerKnows the customer's businessBuilds relationships with gatekeepers who can influence the customerActively seeks customer feedbackAddresses customer questions, concerns and complaints promptly and accuratelyShares effective techniques and product marketing strategies with team membersExecute the Sales Call Analyzes information, set objectives, uses appropriate resourcesGains access to customersEffectively engages customer by using a high ground openerActively listens to customers to understand and meet their needsDelivers core messages based on customer needs, insights and segmentsMeets and overcomes competitive threatsEffectively handles customer objectionsUses appropriate closing/negotiation techniquesEnds the call at the appropriate momentCollaborates with colleagues to leverage our collective understanding and interaction with the customerPlans, delivers and evaluates sales presentationsRecords details of the sales call and prepares next call objectiveFollow-up with customer on commitmentsBalances product portfolio with customersImplements marketing programs with qualityAccount Management Understands customer priorities and how those priorities impact their decision makingUnderstands how patients flow through the account/institution and in the healthcare systemDevelops customers into advocates/internal champions or speakersIdentifies and sells to multiple customers (specialty, subspecialty)Identifies, develops and leverages relationships with internal and external resourcesUnderstands the reimbursement structures in which the account does businessBuilds advocacy within the account to assure access and availabilityDevelops broad and deep contacts with customers within the accountUses account selling concepts and account planning tools to sell strategically within the accountBuilds and maintain business relationships to deliver high quality customer servicePrimary Accountabilities/Responsibilities Territory Analysis Manages territory using Elanco Field Marketing Process metrics for maximum returnIdentifies business growth opportunities and makes appropriate sales forecastsIdentifies relevant customer sales and territory market informationManages territory budget effectivelyManage RD sales, product inventory and receivablesImplementation Develops a 90-day Territory Action Plan using target list of customers and related customer profile dataCreates routing plans using Elanco Field Marketing Process metrics – targeting, frequency, message and program goalsIdentifies and secures needed resourcesImplements and monitors progress of the planEvaluates and adjusts action plans to ensure achievement of sales goalsCompletes administrative tasks in an accurate and timely fashionAct as liaison between Regional Distributors and Elanco and customers and ElancoEnsure to follow various sales training techniques by integrating SFE and CVS processes. In order to succeed and deliver positive results aligned to Elanco mandate and processes.Execute SFE and CVS Plan to organized and track activities required to support and improve key clientsMinimum Qualification (education, experience and/or training, required certifications): Education/Experience Graduate of any four year course preferably business or science course. Degree in Veterinary Medicine, Animal Science or any related course is an advantage
Skills and Knowledge: Specific Knowledge With at least three years sales experience with proven track recordComputer literate (Windows based Application, financial software)Good oral and written communication and presentation skillsGood interpersonal and leadership skillsGood analytical, organizational and planning skillsBasic mathematical operations and marketing knowledge and creativity skills
