Technical Sales Representative - North Luzon

At Elanco (NYSE: 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!

Primary Function

SELLING

Scientific Knowledge

• Applies knowledge of therapeutic areas/disease states
• Applies Elanco product and competitive knowledge
• Uses sales aids, clinical data and reprints effectively
• Understands the Elanco organization

Customer Knowledge and Relationships

• Understands local healthcare systems
• Understands types of customers
• Follows ethical and legal guidelines (i.e. Good Promotional Practices)
• Stays current on competitor’s products
• Applies product knowledge to achieve goals
• Leverages each interaction with customers through professionalism, respect, integrity, expertise, relationships and passion (Every Interaction Matters)
• Uses “Insights” to adjust to the personality type, prescribing habits, etc. of customer
• Introduces additional compounds to the customer
• Knows the customer’s business
• Builds relationships with gatekeepers who can influence the customer
• Actively seeks customer feedback
• Addresses customer questions, concerns and complaints promptly and accurately
• Shares effective techniques and product marketing strategies with team members

Execute the Sales Call

• Analyzes information, set objectives, uses appropriate resources
• Gains access to customers
• Effectively engages customer by using a high ground opener
• Actively listens to customers to understand and meet their needs
• Delivers core messages based on customer needs, insights and segments
• Meets and overcomes competitive threats
• Effectively handles customer objections
• Uses appropriate closing/negotiation techniques
• Ends the call at the appropriate moment
• Collaborates with colleagues to leverage our collective understanding and interaction with the customer
• Plans, delivers and evaluates sales presentations
• Records details of the sales call and prepares next call objective
• Follow-up with customer on commitments
• Balances product portfolio with customers
• Implements marketing programs with quality

Account Management

• Understands customer priorities and how those priorities impact their decision making
• Understands how patients flow through the account/institution and in the healthcare system
• Develops customers into advocates/internal champions or speakers
• Identifies and sells to multiple customers (specialty, subspecialty)
• Identifies, develops and leverages relationships with internal and external resources
• Understands the reimbursement structures in which the account does business
• Builds advocacy within the account to assure access and availability
• Develops broad and deep contacts with customers within the account
• Uses account selling concepts and account planning tools to sell strategically within the account
• Builds and maintain business relationships to deliver high quality customer service

Primary Accountabilities/Responsibilities

Territory Analysis

• Manages territory using Elanco Field Marketing Process metrics for maximum return
• Identifies business growth opportunities and makes appropriate sales forecasts
• Identifies relevant customer sales and territory market information
• Manages territory budget effectively
• Manage RD sales, product inventory and receivables

Implementation

• Develops a 90-day Territory Action Plan using target list of customers and related customer profile data
• Creates routing plans using Elanco Field Marketing Process metrics – targeting, frequency, message and program goals
• Identifies and secures needed resources
• Implements and monitors progress of the plan
• Evaluates and adjusts action plans to ensure achievement of sales goals
• Completes administrative tasks in an accurate and timely fashion
• Act as liaison between Regional Distributors and Elanco and customers and Elanco
• Ensure to follow various sales training techniques by integrating SFE and CVS processes. In order to succeed and deliver positive results aligned to Elanco mandate and processes.
• Execute SFE and CVS Plan to organized and track activities required to support and improve key clients

Minimum Qualification (education, experience and/or training, required certifications):

Education/Experience

Graduate of any four year course preferably business or science course. Degree in Veterinary Medicine, Animal Science or any related course is an advantage

Skills and Knowledge:

Specific Knowledge

• With at least three years sales experience with proven track record
• Computer literate (Windows based Application, financial software)
• Good oral and written communication and presentation skills
• Good interpersonal and leadership skills
• Good analytical, organizational and planning skills
• Basic mathematical operations and marketing knowledge and creativity skills

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