Business Development Manager – Melbourne and West 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 Role
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 Melbourne and Western 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 be a key customer relationship manager for some of our Regional and Corporate Animal Health clients across Australia.
This role includes:
- Manage and grow veterinary accounts by promoting the services of Gribbles Veterinary Pathology.
- Travel to clients in both the metro and regionals areas of the territory as per territory plan. This may involve an overnight stay for some areas.
- Actively participating 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
- Ensures 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.
- Monitoring and reporting of Key Performance Indicators
You will be expected to plan your own work schedule to service all client’s 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:
- Client’s 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 KOL’s 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 client’s 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 Gribble’s product offering
- Maintain ongoing industry, company and product learning
Commercial and selling skills including but not limited to:
- Strategic and territory planning
- Analysis of information to develop proposals and provide reasoned recommendations
- Uncovering, qualifying and meeting client’s needs
- Overcoming objectives and negotiation skills
- Ability to influence clients and driving commercially viable outcomes
- Ability to learn, disseminate and articulate product knowledge and key benefits
- Ability to organize, prioritise and meet key business objectives
Achieve business growth targets and budgets
Maximise sales opportunities:
- Identify and secure competitive business opportunities
- Clients advised of complementary services according to client's identified need
- Identify future opportunities beyond current sales project
Achieve sales budget for territory:
Achieve and exceed sales, margin and episode targets set for 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.
About You
You are a business developer with a background in animal health or a good understanding of the animal pharmaceutical or pathology sectors.
To be considered for the role you will need to possess the following:
- Excellent communication skills: both written and verbal, ability to effectively and professionally communicate with employees, peers, medical professionals and the general public.
- Be able to develop successful business relationships, including networking, and have excellent customer service skills, acting as an advocate for Gribbles.
- Self-management: invites feedback on own behaviour and impact; uses new knowledge or information about self to build a broader understanding of own behaviour and the impact it has on others; understands strong emotional reactions and seeks ways to effectively manage them.
- Project Management: initiating, planning, executing, controlling, and closing a beneficial added project to achieve specific goals and meet specific success criteria
- Creativity and innovation: generate new ideas, draws on a range of information sources to identify new ways of doing things, actively influences events and promotes ideas, translates creative ideas into workplace improvements, reflects on experience and is open to new ways to improve practice
- Understanding the importance of accuracy, with the demonstration of high personal standards and attention to detail.
- Have the presence and confidence to present findings and facilitate meetings with clients and be capable of influencing outcomes
- Excellent understanding of computers and technology relevant to the role.
- Demonstrates a strong ability to analyse problems through critical analysis and uses initiative to meet and resolve these problems and challenges.
Qualifications and Experience
- 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.
We are offering an excellent opportunity to work with a motivated team in a dynamic, growing work environment. Interested?
For a confidential discussion or to request an information pack, please call Steve Hockey, Director at Predictus Search on 0452 525547 or 02 8067 8521 or email your current resume with details of your current package and a covering letter to him at steve@predictussearch.com
quoting reference A000315.
All applicants must have a legal right to work in Australia and we welcome all applicants including Aboriginal and Torres Strait Islander people, people from different cultural backgrounds and people with disabilities.