Territory Manager

Company Background

Hello. Woof. Miow.

Does the idea of helping millions of pets live a long and healthy life motivate you? Does the idea of working on one of the largest and fast growing pet nutrition brands in the world excite you? If yes, we are looking for you!

We are Hill’s Pet Nutrition, a subsidiary of Colgate Palmolive - A caring, innovative growth company reimagining a healthier future for all people, their pets, and our planet. Colgate-Palmolive is a leading global consumer products company with a portfolio in Oral Care, Personal Care, Home Care and Pet Nutrition.

At Hill's we have a purpose! Every day around the world, we help transform the lives of millions of pet families through groundbreaking innovation, outstanding nutrition, and committed people. We pride ourselves on our focus on delivering high ethical standards and dedication to developing our employees. If you are passionate about working for a company that lives by their values, then give your career a reason to smile. Every day!

Job Summary

• Our sales function internally is called Customer Development as we firmly believe that we do more than just selling. We foster strong relationships with our customers and grow together. Our Territory Managers (or Field Sales Officers) are empowered to be wholly responsible for their areas. They drive and grow business through data analytics, building customer relationships and experimenting with innovative solutions.

• To plan and implement sales and business plans for business accounts in order to achieve company goals in terms of sales volume, space, product assortment, promotion target in pet channel.

• Communicate persuasively the technical superiority, practical application and commercial benefits of Hill’s products in these accounts.

• Ensure that Hill’s Pet Nutrition is the strategic partner of choice in small animal nutrition.

• Key strategies based on 6P (Product, Price, Promotion, Placement, POP and Professional recommendation)

• Shopper oriented solutions to win at the customer

Principal Duties and Responsibilities

• Develops, prepares and implements agreed annual business plans for each account consistent with overall sales volume in line with annual contract with T&C agreement:

  • Space/visibility within designated account of Hill’s existing products

  • Rapid acceptance and distribution of new products

  • Increased distribution on existing product lines

  • Fair share of shelf

• Develops, prepares and implements agreed customer service and promotion plans (in association with channel sales management as appropriate) which respond competitively to the needs of the customer and which are consistent with overall sales and marketing plans.

• Maintains close contact with the key decision-makers in each account to ensure the development and maintenance of excellent relationships between the Company and customers.

• Ensures that all functions involved in the delivery of agreed customer support of business development activities are briefed in an accurate and timely manner.

• Identifies potential new accounts and prepares and implements appropriate accounts penetration plans.

• Monitors the achievement of sales objectives with each major account and identifies and proposes plans for exploiting business development activities and implements plans for remedial action where necessary.

• Monitors competitor activity in each account, ensures that an appropriate response is formulated and implemented where necessary and that all relevant competitor information is disseminated within the Company.

• Keeps informed and abreast with trends of the Veterinary and Pet Industry and report on new activity

• Maintain daily accurate records of all professional and administrative activities in the national reporting system.

• Represent Hill’s at meetings/conferences

Travel Requirements

The role requires 90% time to be invested in Market and Field working

Working Relationships (Key partnerships and reporting relationships)

• Does this position supervise: No

• Customer Development team

Education/ Experience Requirements

• Minimum Bachelor Degree/Diploma in Business, Pharmaceuticals, Veterinary Science or similar field is strongly recommended

• Experience & understanding of veterinary and pet markets ,Veterinarian Technical and Product knowledge preferred

• Previous sales experience in field sales, veterinary industry, FMCG, pharmaceutical company or Nutrition Company preferred with minimum 3 years of sales experience

• Familiarity with Pet food business is a plus

Expected Areas of Skills

• Proficient computer skills in Microsoft Office, and ability to learn company specific tools & programs

• Fluent in English

• Valid driver’s license required

• Strong account management and customer development skills.

• Demonstrated ability to effectively manage sales plan execution.

• Good interpersonal skills and Excellent communication skills (internal and external, all levels).

• Skill set to develop RE strategy and action plans based on deep understanding of respective REs, customers, shoppers and category.

• Leadership skills which will enable cross-functional collaboration to develop and deliver robust commercial plans to support KAC eCommerce.

• Multi function capacity and flexibility to deal with ambiguous situations.

• Proficient computer skills in Google and Excel Microsoft.

• Communication skills with fluency in both English and local language

Leadership Competencies

• Relationship building
• Trade Understanding
• Consumer/customer focused
• Delivering outstanding results
• Building collaborative environment
• Excellent communication and negotiation skills

Functional Competencies

• Understand Customers and Customer collaboration

• In-Clinic/In-Store execution

• Customer Influence and Negotiation

• Integrated Commercial Planning