Business Development Manager (PRO Channel)

Job Description

Job Purpose/Overview

1. Develop sustained collaborative relationship with customer (Breeder & Animal Shelter) through identifying business opportunities via increase product distribution;
2. Develop business plan to accelerate successful puppy & kitten recruitment, and deliver KPI which contributes to overall growth of the Company;
3. Transfer Royal Canin Health Nutrition knowledge with education plan to recruit pet owners through trade partner (PRO).

Key Responsibilities

1. Breeder and shelter visitation in accordance to work plan and provide competitive market intelligence back to Management. Spending 80% of work time traveling and visiting customers.
2. Ensure targets are met through consistent delivery of successful puppy/kitten recruitment and Net Sales Value (NSV); Build forecast on the demand coming from PRO Customers.
3. Optimizes value and promotional metrics to continually add to customer value; Ensure the achievement of quantitative and qualitative objectives.
4. Conduct regular field audits.
5. Create PRO Continuous Education Plan to increase Breeders & Shelters capability through Scientific & Business Education, through seminars, Small Group Discussion and partnership with associations.
6. Analyzing the territory’s potential and developing prospective customers to meet the target of account coverage rate, distribution rate and active account rate.
7. Periodic update on individual scorecard and conduct quarterly business reviews with immediate supervisor to adjust the action plan.
8. Look for opportunities of development within the strategy.
9. Identify training needs and schedule sessions with Scientific Communications department to organize trainings, workshops on Royal Canin Diet & Nutrition.
10. Liaise with Customer Service Officer to ensure customer obtain all documents accurately during order processing and account opening.

Context and Scope

1. To grow overall assigned area by developing the category in PRO. The role has to ensure the effective distribution and coverage and build excellence in visibility by deploying effective marketing and nutrition recommendations.
2. To build engagement with expected 200+ breeder & shelter customers to provide support and services to become PRO Partner of 1st choice.
3. Collaborate with PRO stakeholders to increase Breeder’s image amongst pet owner and continuously driving demand to PSR & VET.

Job Title: Business Development Manager (PRO Channel)

Segment/Business Unit: Royal Canin

Function: Sales

Zone/Grade/Job Level: B4

Location/Site:

Line Manager’s Name: PRO Sales & Marketing Manager

Date: 01/08/2024

Job Specifications/Qualifications

1. Education & Professional Qualification: Bachelor’s Degree in Science background or equivalent; Have Breeding certification or experience as a Breeder/Kennel is a plus.
2. Knowledge/Experience: Excellent communication (both written & oral) in English; Computer literate, proficient in Microsoft Excel; 1-2 years’ experience in a multinational consumer goods company (FMCG) / nutrition / veterinary / healthcare / pharmaceutical industry; Sales and customer service experience preferred.
3. Possess valid driver’s license. Willing to travel extensively.

Level of role: Individual Contributor • Delivers Consistent Results • Creates Collaborative Relationships

Key Supporting Competencies

1. Customer Focus – Is dedicated to meeting the expectations & requirements of internal & external customers.
2. Drive for Results – Can be counted on to exceed goals successfully; Is constantly & consistently one of the top performers.
3. Planning – Can accurately scope out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.
4. Conflict Management – Steps up to conflicts, seeing them as opportunities; reads situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation with minimum noise.

Key Functional Competencies & Technical Skills

1. Selling (Advanced) - Able to persuade and influence action from the Customer by understanding their needs and then articulating product benefits, value propositions and business solutions to meet those needs.
2. Negotiating - The ability to use appropriate techniques and strategies to narrow the differences and close/reach a mutually beneficial sales agreement that gains Customer acceptance and commitment.
3. Financial and analytical acumen - The ability to apply financial rigor, budget discipline and analytical concepts to make sound judgments, quick decisions and practices with full company and industry knowledge.
4. In-call effectiveness – Able to execute a structured and effective field sales with ongoing measurement for continual improvement.

Key Functional Competencies & Technical Skills (continued)

1. Leveraging insights to action – Able to analyze a wide range of knowledge and data into insight that creates foresight and recommended action which delivers business opportunities for the company and our Customers.
2. Building winning relationships – Able to build strategic alignment with our Customers through developing and leveraging.
3. Category and shopper acumen - The ability to understand and apply shopper needs and behaviors and the fundamentals of category management to drive and inform category management initiatives and Customer solutions.