Business Development Manager - East Victoria
Established in 1989, Gribbles Veterinary Pathology has grown to provide veterinary diagnostic and analytical services throughout Australia. We are a veterinary pathology laboratory that is passionate about the health of animals and providing an effective, reliable, and efficient diagnostic service. We are committed to providing animal health professionals with a quality pathology service that delivers excellence, meets the needs of their practice, and supports the health and well-being of animals. The business is a subsidiary of Australian Clinical Labs, a publicly listed business with strong growth aspirations.
About The Opportunity
An exciting opportunity has arisen to assist the growth and development of this emerging business within the group. Reporting to the Commercial Sales Manager, the Business Development Manager is responsible for Business Development across East Victoria. This role will be revenue and growth focused with strong customer engagement through collaboration with the operational leaders in the Veterinary laboratories. You will also be responsible for maintaining the existing clients in the region, while exploring new opportunities and being a key customer relationship manager for some of our Regional and Corporate Animal Health clients across Australia.
Your Key Responsibilities
Manage and grow veterinary accounts by promoting the services of Gribbles Veterinary Pathology. Travel to clients in both the metro and regional areas of the territory as per territory plan. This may involve an overnight stay for some areas.
Actively participate in team, area, and organisational meetings; engaging with others to provide a cohesive and sustainable service delivery.
Create an environment in which team members work collaboratively to achieve goals.
Ensure compliance with legislative, regulatory, accreditation, and organisational policy requirements.
Ensure a validated response to customer queries and complaints in a timely manner.
Combine communication, customer service, and technical skills, using discretion and judgment to adapt and transfer skills to different situations.
Monitor and report on Key Performance Indicators.
Requirements
A degree in Science or Business-related disciplines.
Previous experience in territory management including retaining, growing, and maximizing existing clients, ideally within the animal health industry.
You will be expected to plan your own work schedule to service all client needs, develop client contacts and touchpoints, and record all activities providing transparency and information across the team.
Sales Skills
Clarify specific needs of potential clients:
Clients' needs are accurately assessed against the services able to be provided by the company.
Client details are recorded clearly and accurately in the required format.
Possible objections identified, anticipated, and action taken.
Identify, engage, and develop KOLs for Gribbles.
All client interactions and follow-ups to be completed in a professional and timely manner, and in the best interests of Gribbles.
Provide Information On Current Service Provision
Features and benefits of the service/products are clearly described and related to the clients' needs.
Knowledge of the use and application of relevant services.
Effective presentation skills used to demonstrate products to clients.
Where appropriate, provide information on Gribbles products not currently used by the client.
Comprehensive competitor analysis: develop knowledge on competitive products, activities, behaviours, etc. to enable differentiation with Gribbles' product offering.
Maintain ongoing industry, company, and product learning.
Achieve Business Growth Targets and Budgets
Identify and secure competitive business opportunities.
Clients advised of complementary services according to clients' identified needs.
Identify future opportunities beyond current sales projects.
Achieve Sales Budget For Territory
Achieve and exceed sales, margin, and episode targets set for the year.
Monitor Achievement Of Sales Targets
Feedback provided to management on sales performance in relation to sales targets and planning.
Sharing of ideas for new business opportunities in pursuit of sales targets.
Assist with the development/execution of marketing strategies:
Support marketing department initiatives to brainstorm ideas for promotional activities.
Help arrange and attend company-sponsored events.
Assist in the implementation of new promotional activities.
Identify practices for EDI results connection.
Provide accurate and timely feedback to manager on client response to promotional activities.
Administration
Maintain Files For Existing Businesses
All requested reports and paperwork are completed accurately and within designated timelines.
Documents are dispatched to nominated personnel.
Documents requiring corrections or amendments are identified and promptly actioned.
Process Documentation And Compose Reports
Territory business planning completed and maintained.
Sales expenses completed accurately and given to manager within 4 weeks of being incurred.
Proposals for new business opportunities are prepared and presented to manager with appropriate recommendations.
Other duties as required as part of the needs of the business.
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