A technical and sales position representing and supporting the IDEXX LPD products to our distribution partners located in North Africa, the Middle East, and Mediterranean Countries. The overall goal of the position is to help maximize the impact of the distribution sales channel on IDEXX revenue and profit.
Success in this role is achieved by training and motivating inside and field distributor representatives, by developing or customizing selling and training programs, and supporting our partners from an administrative and logistical perspective. Assisting in the analysis of key performance metrics is also a key success factor.
This position requires extensive travel. Goals are achieved through a thorough knowledge of our products and programs and distributor strengths and weaknesses. A clear understanding is required of the different geographies and market potential in order to evaluate and deliver new growth opportunities.
PRIMARY DUTIES AND RESPONSIBILITIES:
- Make sure distributors reach their sales targets.
- Jointly develop and communicate to the Regional sales and distributor management the strategic business plans and quarterly tactical plans for IDEXX products or services in the distributor market.
- Track and communicate quarterly and annual goals followed by monthly metrics to sales management.
- Collaborate in the development of regulatory and marketing program in alignment with Europe wide goals and strategies in order to reach optimal market potential.
- Develop a training plan for each assignment distribution company, and coordinate IDEXX product training, including regional and in-house training in order to align sales optimization.
- Setting up workshops and seminar to educate the market on benefit of diagnostics in conjunction with the regional distributor and/or IDEXX consultant to drive sales.
- Serve as a product/process interface for distribution by providing information and solutions to questions and problems as part of the distributor relationship management.
- Work cross functional with regulatory to gain product registrations, approvals, and selling licenses.
- Support marketing and sales programs and promotional materials for assigned companies in conjunction with IDEXX product and marketing managers.
- Work cross-functional with EMEA/Regional management to implement strategies.
- Conduct regular travel to train, develop and measure the impact of distributors in order to drive behavior towards overall goals and strategy.
- Work with legal to implement and updated distributor contracts.
- Monitor distribution/corporate account performance against goals and report to senior management.
- Serve as a product/process interface for distribution by providing information and solutions to questions and problems.
- Develop IDEXX representatives’ technical and sales skills in leveraging distribution.
- Other related duties as assigned.
Desired Skills and Experience
MINIMUM QUALIFICATIONS
EDUCATION: a veterinary degree is essential
EXPERIENCE: Minimum of 4 to 6 years in the veterinary industry. Previous technical support experience preferred, with proven record of success.
REQUIRED SKILLS AND ABILITIES:
- Demonstrated ability to get results through others.
- Fluent in Arabic, English and at least 1 other language.
- Computer skills.
- Negotiation skills.
- Presentation and communication skills both verbal and written.
- Ability to analyze sales results and selling strategies.
- Assertive, competitive, driven for results.
- Able to manage multiple tasks.
- Able to work independently.
- Independent thinker using initiative and analysis to “sell” strategic recommendations.
PHYSICAL DEMANDS: Up to 70% travel required, able to carry laptop and work extended hours.
WORK ENVIRONMENT: Home office based in the UAE region, close to an international airport.
THIS POSITION REPORTS TO: Regional Sales Manager.
No unsolicited Employment Agency resumes are accepted.
