Sr. Manager Sales, Animal Health & Feed Additive

About the Role
The Veterinary Products Sales team leader is responsible for overseeing a dynamic team focused on meeting and exceeding sales goals. The role includes hiring and developing talented individuals, training them in necessary sales techniques, and establishing new sales channel strategies alongside launching differentiated product items. Building and managing relationships with high-level category managers and executives at customer organizations is also a key responsibility.

Responsibilities

• Lead the Sales Team

  • Cultivate productive relationships with corporate and business unit heads to align the sales organization’s objectives with the company and Al Emar's business strategy through active participation in corporate strategic planning.
  • Define plans and strategies for developing business and achieving the company’s sales targets.
  • Provide detailed and accurate sales forecasting.
  • Manage the sales teams, operations, and resources to deliver profitable growth.

• Build an Effective Sales Organization

  • Ensure all key sales and sales management associates are held accountable for assigned results.
  • Define sales processes that drive desired sales outcomes and identify areas for improvement as needed.
  • Establish and govern the sales organization’s performance management system:
    • Set guiding principles for managing performance.
    • Review incentive programs with HR Corporate that motivate the sales team to achieve their targets.
    • Optimize allocation and use of assigned budgets.
    • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives.

• Build Key Customer Relationships and Partnerships

  • Identify and negotiate contracts with customers and distributors, ensuring performance metrics are met.
  • Define incentive programs to motivate distributors to achieve their sales targets.
  • Coordinate sales relationships and channel partners; some products may be sold through distributors.
  • Understand customer expectations and contribute to customer satisfaction.
  • Collaborate with Finance to define trade promotions.
  • Compile information and data related to customer and prospect interactions.
  • Monitor customer, market, and competitor activity, providing feedback to company leadership and other functions.
  • Maintain a close relationship with the Business Development function to plan and establish new sales categories and channel partners.
  • Manage key customer relationships and participate in closing strategic opportunities.
  • Travel for in-person meetings with customers and partners to develop key relationships.

Role Context
The Veterinary Products division operates in a continuously changing customer landscape and is among the few suppliers of Veterinary Products in the GCC region licensed to distribute leading global products. The division is responsible for coordinating sales performance across different customer segments to meet overall sales objectives.

Internal Communications

• Ongoing communication with the President regarding work-related issues.
• Continuous dialogue with the Sales team to remain informed about sales performance.
• Coordination with other internal departments such as HR and Finance.

External Communications

• Regular engagement with key customers and distributors to gauge their responses and resolve issues.

Resource Planning & Other Responsibilities

• Resource planning and allocation discussions.
• Input for pricing decisions.
• Decisions on distributor selection and prioritization of new markets.

Qualifications

• Bachelor's degree in Veterinary or Agricultural Sciences with over 15 years of sales experience in the relevant industry, or
• Master’s degree in Veterinary Sciences or Business with over 10 years of sales experience in the relevant industry.

Experience

• Deep knowledge of company products, competitor offerings, and market promotional activities conducted by competitors.
• A strong understanding of customer preferences and need gaps.
• Familiarity with major market geographies and new technological developments in the industry.
• Extensive domain expertise and strong relationships with high-level managers and buyers across major agriculture organizations.
• A proven track record of successful distribution builds for multiple product launches.
• Excellent verbal and written communication skills, complemented by the ability to build support for ideas and drive collaborative progress toward organizational goals.
• Adaptability and enthusiasm for a fast-paced, entrepreneurial culture within a mission-driven company.