Responsible for driving sales growth of IDEXX LPD Products in the direct markets and via distributors across the assigned countries within Central & Eastern Europe. This includes distributor’s network management & development, new account acquisition and existing account retention and development, through carrying out in-field training, kit demonstrations, seminars, workshops and webinars to customers and industry stakeholders to educate the livestock industry about the benefit of diagnostic testing. Provide technical support by responding to customer’s inquiries and complaints. Follow up, ensure and develop customer satisfaction.
Primary Duties and Responsibilities:
Actively promote all IDEXX products, in CEE markets by establishing partnerships where necessary and interacting with new and existing clients
Establish the strategic CEE sales direction & provide feedback to ensure implementation and achievement of business commitments for revenues, gross margin, operating expenses and customer service
Deliver monthly, quarterly and annual sales goals, within an expense budget reporting on a regular basis through use of analytical metrics on productivity and historical trending
Facilitate great customer service by aligning with other sales and support teams through SFDC and other tools
Provide input to sales, marketing and product development organisation on progress, milestones, new ideas and roadblocks to achieving sales goals, where relevant
Work with customer and product marketing and other functions to support advancements in strategic direction, new product definition and sales programs, product positioning, promotional initiatives, and sales force automation tools
Analyse the characteristics and trends of the market and help define customer needs for new or modified services
Fosters a culture for cooperation, best practice sharing, sales innovation and strong individual commitment to sales excellence
Select and manage distributors in compliance with the IDEXX ABC program
Expand distribution network in the CEE market.
Establish sales/marketing plans for each country with measurable goals to achieve sales target
Support distributors in major local exhibitions
Interact with the distribution team through regular “co-rides”, conference calls, local team meetings and other sales meetings where relevant to maximise sales effectiveness and territory potential
Monthly distributor check-in meetings and report
Organize and participate and/or facilitate sales/product training for the CEE region.
Represent IDEXX at veterinary trade shows
Any other duties as may be required or assigned, in relation to this position
Education:
Degree level preferred, with a veterinary/agricultural background. DVM a strong plus
Experience :
5-8 years of related business and sales experience required (preferably in medical devices or diagnostics environment) with a proven sales track record
Solid experience presenting at Congresses and Workshops
1-2 years distributor experience
Required Skills and Abilities :
Demonstrated ability to get results through others, and to leverage distribution sales management
Computer skills
Negotiation skills
Presentation and communication skills both verbal and written
Ability to analyse sales results and selling strategies, and find opportunities to improve
Assertive, competitive, driven for results
Able to manage multiple tasks
Able to work independently
Leadership skills
75% travel (2-3 weeks per month)
Extensive car and/or plane travel
