Sales Manager Details | Phibro Animal Health

Overview

POSITION TITLE:

Regional Sales Manager

DEPARTMENT:
Sales

POSITION

REPORTS TO:

Phibro-Tech Director of Sales

WORK SCHEDULE:

Monday – Friday (with ability to flex as needed)

COMPANY OVERVIEW:

Phibro Animal Health Corporation is a publicly traded organization with a rich history spanning nearly 100 years of service. The Company is a global manufacturer of medicated feed additives, feed ingredients, advanced nutrition solutions and vaccines. Phibro’s revenues are in excess of $1.3 Billion, and are supported by over 2000 employees worldwide.

Phibro-Tech, Inc. is part of Phibro Animal Health’s Performance Products division, located in Santa Fe Springs, California. Since 1984 Phibro-Tech has served the environmental, electronic, semiconductor and water treatment industries by taking in their used materials, recycling them and using those materials to manufacture new products. Phibro-Tech helps all Californians stay safe, healthy and sustainable.

POSITION DETAILS:

Responsible to profitably grow the Environmental Recovery Services (ERS) business and to maximize the profitability of the California Water Technologies (CWT) business by optimizing the product mix to fill the existing plant capacity.

Role will create demand and add value through consultative and technical selling with key influencers and decision-makers. Specific responsibilities include but are not limited to:

• Lead the sales efforts within assigned territory
  • Prospect for and develop new customers
  • Support and retain current customers
  • Seek out opportunities to grow and expand current customer business with current product growth or by adding additional products.
• Utilize Phibro resources and training to develop strong working knowledge of product portfolio
  • Know the scientific principles behind each product and their application
  • Position features and benefits to meet customer needs, increase sales and Phibro results.
• Manage own time and utilize Phibro resources to develop and prioritize customer and prospect objectives to grow sales per assigned budget.
• Must be able to understand the science behind each product within Phibro portfolio and be able to communicate the benefits of each to each customer segment.
• Must be able to effectively communicate the benefits of each product within Phibro portfolio against competitive products and competitive company services
• Achieve budgeted sales and gross margin for Phibro Products in assigned geography
• Participate in development of sales strategy and plans for the region he/she supports.
• Provide input to appropriate Species Business Manager(s), Product Director(s) and Area Sales Manager for:
  • Key competitor activities and sales positioning & pricing.
  • Needs for differentiated customer services to grow and maximize gross margin contribution.
  • Report on industry and customer trends within assigned area
• Proactive use of Phibro’s CRM system.
  • Manage assigned customer and influencer database
  • Routinely update with new information and keep customer and competitor information current.
  • Proactively use to execute sales and marketing strategies and tactics to grow sales

• Accountable
• Collaborative
• Committed
• Communicating Effectively
• Demonstrating Initiative
• Displaying Confidence and Composure
• Displaying Technical Expertise
• Driving for Results
• Establishing Relationships
• Interacting with People at Different Levels
• Interpersonal Skills / Communication
• Leveraging Opportunities
• Making a Strong Impression
• Managing Time
• Negotiating Agreements
• Presenting and Public Speaking
• Prioritizing and Organizing Work
• Problem Solving
• Serving Customers
• Showing Caring and Understanding
• Showing Community and Social Responsibility
• Supporting Organizational Goals
• Trustworthy

Skills:

Proven ability to work effectively in a team environment. Must have proven sales skills and previous contact with clients and their operation. Must have proven sales skills. Develop and maintain relationships with internal and external clients. Able to plan and set priorities for accomplishing tasks and goals. A motivated self-starter, work well in groups and demonstrate excellent customer service. Ability to travel as necessary.

Must have business acumen, energy and drive,…