Regional Sales Manager

Job Description
PURPOSE STATEMENT

• Lead and execute the regional Ruminant commercial and marketing strategy to achieve revenue, margin, and market share objectives within approved budgets.
• Provide technical and commercial support to sales teams, key accounts, and channel partners across the designated region.
• Build sales capability through active coaching, performance management, and disciplined pipeline/CRM practices.
• Strengthen relationships with key veterinarians, cooperatives, agricultural wholesalers, and producer groups to drive demand and adoption.
• Coordinate and deploy marketing initiatives and key account plans to exceed targets with strategic customers.

Principal Accountabilities

• Own all commercial activities in the designated region; deliver sales, margin, and market share targets.
• Develop territory plans, set objectives, and manage the sales funnel and forecasts.
• Maintain accurate CRM data for accounts, contacts, opportunities, and activities.
• Customer and Channel Management
• Coordinate technical and product support for sales staff and clients; ensure value-based selling and post-sale follow-up.
• Lead key account planning with veterinarians and cooperatives; conduct regular business reviews with chief buyers to identify opportunities.
• Initiate and manage marketing activities with key cooperatives and wholesalers; optimize promotions and trade programs.
• Product, Technical, and PV
• Support new product launches demand generation, training, activation, and post-launch tracking.
• Coordinate product complaints and adverse events; report to Pharmacovigilance/Technical Manager within required timelines and support investigations.
• Liaise with cooperatives, agricultural wholesalers, and veterinarians on new developments, including initiatives linked to the company's Research Farm at Malelane.
• Coordinate regional congresses/conferences and continuing education programs.
• Deliver ongoing product and selling skills training to staff and clients; lead the Malelane Academy of Learning calendar.
• Coach and develop sales representatives and OTC agents; conduct ride-alongs, skills assessments, and performance reviews.
• Monitor and control monthly expenses; manage promotional budgets and ROI.
• Ensure desired margins are maintained through pricing discipline, contract/tender compliance, and mix management.
• Prepare weekly activity reports, market intelligence, and monthly performance summaries for the Business Unit Manager.
• Adhere to our company's policies and local regulations, including anti-bribery/anti-corruption, PV reporting, quality, HSE, and tender governance.

NATURE AND SCOPE

• Plan, coordinate, and deliver training for staff and clients on Animal Health quality products and solutions.
• Advise clients on the ruminant product portfolio (parasiticides, antibiotics, implants, in-feed solutions, vaccines, etc.) based on clinical and commercial needs.
• Coordinate stands and promotions at agricultural shows and industry events; represent Animal Health in public forums.
• Engage farmer unions and related organizations on partnerships and sponsorships.
• Grow our company's Animal Health market share with cooperatives, agricultural companies, and veterinarians through account plans and execution.
• Ensure responsible use and care of company assets (laptops, mobile devices, iPads); promote digital tools adoption (CRM, e-detailing).
• Play an active role in developing sales capability value selling, negotiation, objection handling, and data-driven territory management.

Knowledge And Experience Required

• AVCASA certification (or willingness to obtain within onboarding timeline).
• Matric or equivalent; tertiary qualification in Animal/Veterinary Science, Agribusiness, or Business preferred.
• Minimum 2–4 years sales management or senior sales experience in animal health or Agri/pharma; ruminant market experience strongly preferred.
• Proven skills in selling, presentation, negotiation, and stakeholder management.
• Strong time management, planning, and coaching capability; experience running pipeline reviews and field coaching.
• Computer literacy CRM (e.g., Salesforce), Excel/analytics, PowerPoint; comfortable with digital engagement tools.
• Basic financial acumen pricing, margins, discount structures, budget control; finance course or equivalent experience is advantageous.
• Leadership and team development
• Strategic planning and territory/portfolio organization
• Customer service orientation and relationship management
• Adaptability and resilience
• Initiative and proactive problem-solving
• Analytical thinking and data-driven decision-making
• Sound judgment and decisiveness
• Collaboration across cross-functional teams

Required Skills
Adaptability, Animal Health Care, People Leadership, Sales Forecasting, Sales Management, Sales Objectives, Sales Operations, Sales Reporting, Sales Strategy Development, Sales Territory Management, Strategic Thinking, Technical Product Sales

Preferred Skills
Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status
Regular

Relocation
VISA Sponsorship
Travel Requirements
Flexible Work Arrangements
Remote

Shift
Valid Driving License
Hazardous Material(s)
Job Posting End Date
12/4/2025

• A job posting is effective until PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID
R373285