Territory Manager/Account Manager - Leinster/East Coast

Bimeda is a leading global innovator, manufacturer and marketer of veterinary pharmaceuticals and animal health products, with over half a century’s experience providing science-driven solutions to optimise the health, wellbeing and productivity of the world’s animals.

Bimeda has ten manufacturing facilities across seven countries, all operating to the highest regulatory standards, manufacturing numerous dose forms with the capacity for both sterile and non-sterile production.

Bimeda’s manufacturing facilities allow the company to produce a broad range of preventative, curative and nutritional products, including sterile injectables, vaccinations, nutritional boluses, feed additives, tablets, water-soluble powders, pastes and non-sterile liquids.

Globally, the company focuses on the development, manufacture and commercialisation of quality Bimeda-branded products, while also being the partner of choice for contract manufacturing and R&D services for prominent companies within the animal health industry.

Purpose of the Position

As a Territory Manager, you will build and maintain strong relationships with prescribers, retailers and key decision-makers across the Veterinary and Agricultural Trade sectors within the Leinster/East Coast area in Ireland, driving sales growth and market penetration to ensure company targets are met.

This role also carries several designated Key Accounts, giving a hands-on exposure to strategic account planning and management alongside your territory duties.

Key Role Specific Requirements

Territory & Customer Management

• Ensure financial targets for the Territory, including delegated Key Accounts, are achieved.
• Track and ensure customers are ordering as per requirements of new online portal
• Update the company CRM system (Salesforce) daily and achieve activity targets for customer contacts.
• Agree business plans with A and B customers, reviewed on a quarterly basis, to ensure growth.
• Attend sales meetings, training, exhibitions and trade shows as required to build knowledge and support customers.
• Plan calls efficiently to optimise territory coverage.
• Use in-market sales data and CRM reporting tools to analyse account and territory performance.
• Work closely with marketing team to support campaign design and implementation. Gather product testimony from retailers and end users of specific Bimeda products.
• Ensure Pharmacovigilance issues are reported within 24 hours to the relevant people, using the appropriate forms.
• Deliver CPD training, via Teams or in person, to support products and services.
• Work with the wider Ireland Sales team to share best practice and competitor information.
• Actively seek out new business opportunities across the territory.
• Action seasonal campaigns to ensure sales targets are achieved and accounts are well stocked.
• Ensure debt management is on track within the defined territory.
• Build strong relationships with Key Opinion Leaders and other stakeholders within the territory.

Key Account Activity

• Manage and develop a portfolio of Bimeda Key Accounts, building strong customer relationships to drive growth and business success.
• Lead key account activities including commercial negotiations, pricing, data management, communications and account planning.
• Develop, implement and regularly review Strategic Account Plans for designated Key Accounts, in line with company objectives, and growth targets.
• Provide monthly updates to the wider team on performance, initiatives, campaigns and core activities within delegated Key Accounts.
• Liaise with internal stakeholders as required to support Key Account activity.
• Play an active role in delivering Bimeda’ s growth strategy by building strong relationships, championing technology and process improvements, supporting successful new product introductions, ensuring customers receive continuous access to quality products and identifying ways to improve efficiency and profitability.

Competencies Required for the Role

• CUSTOMER ORIENTATION – The ability to demonstrate concern for satisfying one’s external or internal customers. Identifies and prioritises customer needs and recognises constraints. Seeks to find out more about customers and provide better service. Is professional, reliable and delivers on promises. Understands customer needs and establishes a trustworthy and strong working relationship.
• NEGOTIATION – The ability to work towards win-win outcomes; understands each party’s interests in a situation. Ensures the customer feels they received value in the transaction, that the company is profitable, and that the sale generates the right outcomes for the territory and Key Accounts.
• RESULTS ORIENTED – The ability to focus on the desired result of one’s own work, setting challenging goals, focusing on them, and meeting or exceeding them.
• ADAPTABILITY / CHANGE AGILITY – The ability to be agile and adapt to constant change; shows good resistance to pressure and stress; is resilient and open-minded. Supports innovation and organisational change that improves effectiveness, and strives for continuous improvement.
• PERSEVERANCE – The ability to be tenacious and not lose heart when faced with difficulties; finds new solutions and does not give up.
• DIGITAL & TECHNICAL PROFICIENCY – Confident and comfortable adopting new technology and digital sales tools. Uses CRM systems (e.g. Salesforce), in-market data platforms and virtual meeting tools effectively to plan, track and grow the territory and Key Accounts.
• STRATEGIC ACCOUNT MANAGEMENT (DEVELOPING) – Able to build and execute account plans for more complex, multi-stakeholder accounts, balancing short-term sales delivery with long-term relationship and business planning – a core skill for progression into Key Account Management.

Other Requirements

Essential:

• A Bachelor’s degree (Business or related field preferred), a veterinary or agricultural-based qualification, or equivalent relevant experience in animal health, veterinary or agricultural sectors.
• Knowledge of the Animal Health and Veterinary Medicine markets, with direct experience working with retailers or within the agricultural trade viewed very positively.
• Proficient in Microsoft Office and CRM systems; experience with, or a demonstrated ability to quickly learn, Salesforce.
• Tech-savvy, with confidence adopting and using new digital tools and sales technology.
• Strong negotiation and influencing skills, with the ability to build win-win outcomes with customers.

• Strong communication and presentation skills.
• Highly motivated, with the ability to work independently and as part of a team.
• Full, valid driving license, with the flexibility to travel regularly across the Leinster/East Coast area in Ireland.

Desirable:

• Experience of field-based territory management.
• Experience in, or exposure to, Key Account Management or managing strategic / complex accounts.
• Product knowledge of the animal health or veterinary pharmaceutical portfolio.
• Familiarity with Salesforce or a comparable CRM platform.
• Farming background and familiarity with livestock.

Bimeda is committed to building a diverse and inclusive workforce and welcomes applications from all suitably qualified candidates, regardless of age, disability, gender identity or expression, marital or civil partnership status, pregnancy or parental status, race, religion or belief, sex, sexual orientation, or any other characteristic protected by law. Selection is based solely on merit, skills and experience relevant to the role.

We encourage applications from candidates of all backgrounds, including those who may not meet every single requirement listed but who can demonstrate transferable skills and strong motivation to develop within animal health and agricultural sales. If you require any reasonable adjustments at any stage of the recruitment process, please let us know so that we can support you.

Your application to us assumes you have read and agree with our privacy policy. More information is available at www.bimedacareers.com.