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 11:59:59PM 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