Previous job - Veterinary Business Development Manager

Territory: Kent and Essex

Clients: 100% Veterinary Surgeons

Products: Purina 1 and ProPlan

Main Purpose of the Job
Has a highly technical knowledge of NPPC and competitor product, in order to communicate competitive advantage so that NPPC products can be sold effectively to Vet practices.
" The Business Development Manager obtains veterinary endorsements of Nestlé Purina products (focus on Pro Plan and PVD diets) amongst pet health care professionals.
" To drive sales through existing practices and also through increased distribution gained from prospect calls.

Responsibilities
" To visit veterinary practices in the defined territory to ensure that NP is "professionally" represented; knowledge, materials, appearance, communication
" To ensure that own knowledge of animal health and clinical nutrition is at a high level so that products can be sold effectively to pet healthcare professionals
" Keep up to date with relevant developments in the veterinary industry, through reading the veterinary press & journals
" To understand NP products, their usage and marketing to ensure that these can be sold in a knowledgeable way to pet care professionals
" Book vet practice appointments to meet "decision maker" - must check whether the vet is the "decision maker"
" Must carry standard "in call" kit - see separate schedule
" To identify opportunities and implement measures to obtain stocking of a core range and a waiting room display
" To utilize "deal allocations" to increase distribution and maintain distribution as necessary
" To conduct training sessions for staff and clients from presentation bank
" To obtain positive recommendation of products within practices
" To provide timely feedback to customer product queries
" To complete all training as requested to improve sales technique
" Periodically "role play" at team meetings to share best practice
" To be aware of competitor activities in veterinary channel and help prepare plans to combat these threats
" To represent NP at PR events such as BSAVA, BVNA and Crufts
" Complete prospect profile pro forma following each prospect call
" Complete account profile pro forma following each A, B, WIP call
" Complete daily and weekly reports
" Maintain area data base continually
" Contribute at team meetings, national meetings, training sessions and performance reviews.

KPIs
" That share of NPPC vet sales in Pro Plan & PVD match the available share of sales from the defined Vet BDM territory
" Achieve area distribution targets through existing practices and also through prospect calls.
" Achieve Ave. 5 calls per day per campaign (27 days). Once A,B,WIP calls are covered, remaining time is devoted to "prospect calls"


Job Package

Salary Dependent on Experience
Bonus: 30% Basic Salary
Company Car
Healthcare
Pension
Gym Membership
25 days holiday (+4 flexi days can buy/sell)


Person Profile

Veterinary Sales Preferred
Animal Based Degree Ideally
Would Look at Candidates outside the Industry

Interview Process

2 Stage Process
1: Telephone Screening, 45min competency based
2: Meeting with Regional Business Manager and National Sales Manager

See more jobs from Nestle Purina
Nestle Purina
* Salary Guide
£24,000-£32,000
Kent
Job Ref: 48510

Alana McKenna

Principal Account Manager

alana@zenopa.com +44 1494 818 020

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