Elanco - Senior Territory Manager
1 week ago
About Elanco
At Elanco it all starts with animals As a global leader in animal health, Elanco is dedicated to innovating and delivering products and services that prevent and treat disease in farm animals and pets. Our purpose, Food and Companionship Enriching Life, guides our sustainable practices and business strategies through the Elanco Healthy Purpose platform. We embrace diversity and inclusion as cornerstones of innovation and growth.
Join a purpose-driven company committed to animal well-being, a sustainable future, and a workplace that champions new thinking and continuous development.
Position Summary:
As a Territory Manager, you will serve as the regional business lead, managing and executing strategic plans for driving growth in the assigned geography. This is a field-based leadership role focused on building and leading customer relationships, managing distributor networks, monitoring business performance, and guiding local field execution. The role combines hands-on sales responsibility with the strategic oversight needed to ensure your territory meets or exceeds revenue, profitability, and compliance goals.
Key Territory Planning & Execution
- Develop and implement territory-level sales plans aligned with national strategies.
- Analyze regional market dynamics to identify growth opportunities and mitigate risks.
Distributor & Channel Management
- Manage key distributor and dealer relationships, ensuring effective stock movement, replenishment, and compliance.
- Monitor and drive distributor performance, including liquidation, credit management, and sales forecasting.
Team & Field Force Leadership
- Coordinate with technical teams, customer service, and marketing to ensure strong field presence and execution.
- Provide coaching and support to field staff (if applicable), ensuring alignment with performance and productivity goals.
Customer Engagement & Market Development
- Build and maintain strong relationships with veterinarians, farm owners, and influencers in the animal health ecosystem.
- Conduct customer visits, product demonstrations, and educational initiatives to drive awareness and adoption.
Performance Monitoring & Reporting
- Track and report on sales performance, market trends, and competitive activity.
- Ensure timely documentation, compliance reporting, and use of internal systems (CRM/SFA Requirements:
- Bachelor's/Masters' degree in Science, Agriculture, Life Sciences, or a related field.
- Minimum of 46 years of experience in sales, with at least 12 years in a territory/area leadership or key account management role.
- Strong experience in distributor management, sales planning, and collections.
Preferred Qualifications:
- Deep understanding of the animal health, livestock, or veterinary pharmaceutical sector.
- Prior experience in team leadership, cross-functional coordination, or coaching field staff.
- Familiarity with CRM tools, Microsoft Office, and reporting dashboards.
Key Competencies:
- Leadership & influence in field execution
- Strategic thinking with data-driven decision-making
- Strong negotiation and interpersonal skills
- Accountability and ethical conduct
- Ability to thrive in a field-based, dynamic environment
Additional Information:
- Travel: Extensive travel required within the assigned territory.
- Work Arrangement: Field-based with regular visits to customer sites, distributor offices, and company meetings.
- Reports To: Regional Sales Lead / Zonal Manager
(ref:iimjobs.com)
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