At Elanco (NYCE: ELAN) – it all starts with animals!

As a global leader in animal health, we are dedicated to innovation and delivering products and services to prevent and treat disease in farm animals and pets. We’re driven by our vision of ‘Food and Companionship Enriching Life’ and our approach to sustainability – the Elanco Healthy Purpose™ – to advance the health of animals, people, the planet and our enterprise.

At Elanco, we pride ourselves on fostering a diverse and inclusive work environment. We believe that diversity is the driving force behind innovation, creativity, and overall business success. Here, you’ll be part of a company that values and champions new ways of thinking, work with dynamic individuals, and acquire new skills and experiences that will propel your career to new heights.

Making animals’ lives better makes life better – join our team today!

The role of the Sales Representative, Ruminant Business, Southern Alberta is to achieve Elanco’s strategic goals and secure sales and profitability objectives by demonstrating the value of Elanco’s portfolio to our customers operating in Alberta. The Sales Representative follows a Customer Value Selling (CVS) and Strategic Account Management (SAM) approach to cultivate long-term mutually beneficial customer relationships, and continuously identifies and develops business opportunities in collaboration with key accounts. The Senior Sales Representative works collaboratively within Elanco to leverage resources to bring ‘best in class’ service and portfolio expertise to the customer.

Territory contacts may consist of one or more of the following types of customers: producers, Veterinarians, nutritionists, consultants, feed channel partners and other key influencers.

Senior Sales Representatives are held accountable for establishing productive relationships with key stakeholders, delivering sales results, implementing agreed strategies and tactics, and growing Elanco market share across the product portfolio.

Senior Sales Representatives consistently demonstrate Elanco’s Behavioral Pillars: Involve, Deliver, Innovate and Own. Senior Sales Representatives exhibit strong interpersonal leadership, robust knowledge of products, services and industry; they excel at planning and execution of customer calls, internal as well as external network connections, and are keen to learn and adopt new technology to improve customer experience.

This permanent role is based out of Southern Alberta, with significant time spent with customers (min. 65%) and occasional travels outside of the territory.

Major Accountabilities: Sales & Territory Management

• Achieve yearly sales and profitability objectives within territory.
• Carry out daily contacts with customers. Meet sales force excellence goals, including reporting of all calls, territory intelligence and customer information within Customer Relationship Management (CRM) system.
• Demonstrate technical proficiency with Elanco products. Match product features/benefits with customer needs. Understand how customer challenges and priorities intersect with Elanco products.
• Proactively seek feedback on product/service performance and advocate for customer internally. Ensure that Elanco is the customer’s preferred supplier based on portfolio, service and relationship.
• Communicate and transfer key commercial & marketing messages and/or scientific information about Elanco portfolio of products and services/capabilities effectively to Producers, Feed Channel partners, Veterinarians, Nutritionists, and other key influencers in the industry.
• Demonstrate an in-depth understanding of customers, industry, market drivers, portfolio, and competitive environment; analyze and leverage information to accomplish sales objectives.
• Leverage financial, institutional, technical, and marketing resources to develop solid business partnerships/relationships with customers and assist in growing their business.
• Continuously reinforce knowledge of the cattle industry to develop an in-depth knowledge of customer’s business operations and develop account plans and sales forecasts for the territory, implement sales cycle tactics and support the achievement of Elanco’s strategic goals.
• Provide territory sales and market insights to support bottom-up business planning and quarterly reviews.
• Follow the principles of Customer Value Selling (CVS) and Strategic Account Management (SAM) to enable and/or reinforce customer relationships.
• Conduct and facilitate both virtual and in-person customer and industry meetings, training sessions, seminars, and other value-added services.
• Implement and execute marketing programs and customer initiatives.
• Represent Elanco in a professional manner with customers and industry stakeholders, build trust and credibility.
• Report all Suspected Adverse Events and Product Complaints to the Pharmacovigilance Team and adhere to all Elanco policies and procedures.

Basic Minimum Requirments:

• Bachelor’s Degree, preferred Ag. Science, Animal Health or Business, or an equivalent work experience in a relevant scientific or technical field and an Agriculture College diploma.
• 2 years sales experience in a team-oriented environment.
• Excellent interpersonal, influence and communication skills.
• Exemplary team and individual work ethics.
• Personal accountability: driven, action-oriented and disciplined. Able to work independently, set priorities, manage multiple tasks and remain focused.
• Strong business acumen and negotiation skills. Results driven, with strong analytical and problem-solving skills.
• Fluent English language skills (oral and written)
• Knowledge of PC package tools, including but not limited to: word-processing (Word), Spreadsheets (Excel) and Presentations (PowerPoint). Comfortable in the virtual world of Teams, Zoom, phone, etc., to ensure effective sales interactions meet customers’ virtual learning, communication, and purchasing preferences.
• Valid driver operator license in the province where the role is located.

Additional Preferences:

• Passion for animal health and/or agricultural business, and a good understanding of cattle production
• University Degree, preferred Ag. Science, Animal Health, or Business.
• Experience in livestock production, nutrition, and/or health management will be valued.
• Prior knowledge of Sales Competency Models and Customer Relationship Management (CRM) systems.

Additional Information:

• Based in Southern Alberta.
• Significant time in field/with customers (65%). Overnight travel will be required.
• Opportunity for occasional travel nationally or internationally.
• Candidates must be legally eligible to work in Canada.

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Elanco is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status