Territory Manager

For our field team in South Africa, we are looking for a 

Territory Manager 

for the Gauteng Area.

Job Summary:

Provide a direct interface with veterinary professionals at the practice level to ensure the highest levels of veterinary endorsement for Hill’s brands and with specialist pet retail operators at store level to ensure optimal execution of Hill’s 6Ps. Ensure Hill’s is the strategic partner of choice in the assigned stores and clinics and gain professional and business support to grow Share of Market and Sales. 

Main Tasks & Responsibilities:

Territory Management 

• Achieve territory sales targets


• Plan and execute call value (coverage, frequency, productivity) for the territory, based on store/clinic classification and required activities.


• Timely call reports and maintain records for the territory


• Review store/clinic potential for the territory (every year)


• Promptly identify new stores/clinics and secure strong presence and endorsement for Hill’s brands


• Maintain accurate records in the Hill’s reporting system, e.g. 
  
  
  
  • all stores/veterinary practices in the territory
  
  
  • all professional and administrative activities
  
  
  
  


• Represent Hill’s at meetings/conferences e.g. Trade shows, Pet training days, Store Opening Day, Training days, Congress, Local and National meetings, Client Meetings and Practice Open Days


• Keep abreast of trends in the speciality pet industry/veterinary profession and of competitive activity and share this knowledge with the Head Office in the appropriate forums.

Business Development 

• Develop deep knowledge of the customers’ business and organization; build a network with key decision makers / key influencers in the store/vet practice. Maintain regular contacts with the health care team (HCT) / store personnel and key influencers.


• Provide best in class professional support (detailing, in-clinic/in-store seminars, technical meetings, trainings, merchandising), reaching all key stakeholders in specified practices/stores


• Identify opportunities in the assigned stores/clinics and develop technical and business propositions that meet the needs of both Hill’s and the customer, resulting in BRMO leadership and superior 6P’s execution in clinic/store.


• Implement commercial activities to ensure:


• Awareness, full distribution and active endorsement by the veterinary profession of Hill’s products and services in all core disease categories.


• Full distribution, excellent visibility and active endorsement by the store staff of Hill’s products.


• Rapid acceptance, endorsement, support and distribution of new products


• Establishment of shelf space, visibility and adequate inventory within each clinic and each store, as per Perfect Store standards


• Establishment of merchandising and practice protocols to Hill’s Perfect Clinic standards


• Increase recruitment of new users of Hill’s brands (e.g. trial programs)


• Special secondary exhibition to maximize return of promotion campaigns


• Develop and implement annual business plans for specified stores/veterinary clinics, which realise both the needs of customers and Hill’s overall commercial objectives. 


• Schedule regular (quarterly) business reviews with the decision maker in the specified store/clinic to assess the achievements versus the agreed goals and adjust plan accordingly
  
   

Business & Financial management

• Monitor the achievement of territory objectives versus target and develop corrective actions where necessary


• Manage the assigned budgets and ensure timely and accurate submission of POs to head office


• Timely and accurate submission of T&E expenses
  
   

Education & Background:

• Veterinary Nursing Diploma or similar field is strongly recommended. 


• Previous sales experience in field sales, veterinary industry, FMCG, pharmaceutical company or Nutrition Company preferred.


• Proficient computer skills in Google Suite, and ability to learn company specific tools & programs


• Fluent in English


• Valid driver’s license required