Inside Sales Representative Area Centro Italia

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!

Position Description:

The role of the Inside Sales Representative is to work in conjunction with the Customer Facing Sales Team and support the product adoption curve of the customers by delivering and demonstrating the value of Elanco products to them. The Inside Sales Representative supports the sales of the assigned geography through annual partnership planning, driven by sales support actions, timely account follow-up and tool selection to meet the specific sales objectives.

The candidate must deal with all aspects of the commercial relationship: carry out prospecting actions, promote products and services, management of customer questions and dissatisfaction with Elanco products or services, forwarding those to the appropriate Elanco team when needed. The main purpose of the Inside Sales Representative is to generate sales directly or indirectly through remote calls and/or other virtual channels to one or more of the following types of customers: mainly veterinarians, but also pharmacists, over-the-counter players, etc.

Inside Sales Representative is held accountable for delivering sales results through the application of our Customer Value Selling (CVS) model, implementing agreed tactics and meeting identified KPI’s.

Functions, Duties, Tasks:

Remote Sales Activity

• Call and generate demand with identified accounts and influencers,
• Conduct remote customer meetings, implementing and executing marketing programs and value add customer initiatives,
• Utilize Veeva CRM to identify customer opportunities to bring value and increase touchpoints,
• Master the virtual communication platform of MS Teams/Zoom, phone, etc., to ensure effective sales interactions meeting customers’ needs, virtual learning, communication, and purchasing preferences,
• Disciplined reporting of all call reports, territory intelligence and detail customer information within designed CRM respecting defined KPIs,
• Develop and manage long term relationships with key target customers to uncover needs, identify opportunities and generate recommendations to achieve sales targets,
• Leverage multi-channel approach to remotely engage specific customers with customized content and offers,
• Participate in internal and external customer events/internal meetings when requested,
• Maintain effective communication within business unit (Commercial, Technical and team) and responds with agility to the needs of customers and supporting their peers.

Business Development

• Analyze and leverage territory data to accomplish Territory objectives. Work with Customer Facing Sales Team to advance or implement sales cycle tactics, increasing penetration and sales of targeted Elanco products,
• Continuously demonstrate Customer Value Selling aptitude,
• Complete all sales objectives and key sales metrics,
• Develop the client portfolio in alignment with local business strategy,
• Respond to customer requests/questions/complaints in order to support sales in accordance with our commercial policy,
• Optimize and increase in seasonal sales campaigns / Focus on the entire product range as well as products and seasonal product promotions.

Order Management

• Take orders and process them in accordance with our internal procedures,
• Make the administrative follow-up of the orders taken,
• Provide 'after-sales service': answers to questions or referral to ad hoc teams (sales/technical or marketing),
• Monitor average prices and price scales within the internal price list,
• Implement prices including price increases in the market.

Elanco Product Knowledge

• Technically proficient with targeted Elanco products and a broad knowledge of the complete portfolio and competitive products,
• Report any Pharmacovigilance case consistent with local regulations and adhere to all Elanco policies and procedures,
• Understand and display in-depth technical knowledge of Elanco’s product portfolio,
• Utilize internal resources (MKT/TC) to provide the best information to the veterinarian in an efficient manner to gain their trust,
• Ensures compliance with: Code of Conduct, Ethics and Compliance, Health, Safety and Environment policies, information and privacy protection regulations, FRAP and others related to their area of work.

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

• Degree in Veterinary Medicine or other degree in scientific disciplines (Biology, Chemistry, Pharmacy),
• 2 years sales experience, preferentially with tele-sales component, or animal health industry experience,
• Excellent interpersonal and communication skills,
• Ability to effectively present information in a succinct manner to a variety of audiences, over various communication platforms, and respond to questions,
• Strong learning agility, influence, and leadership Skills,
• Organizational and implementation skills,
• Ability to work independently and be results driven,
• Personal accountability with high initiative and sound work ethics,
• Knowledge of Office 365 applications.

Other Information:

• Ability to work in home office environment for extended periods,
• Limited overnight travel may be required, based on internal and external meeting business needs.

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.