Regional Business Manager

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

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Job Purpose/Overview

The Regional Business Manager is responsible for leading a regional sales team to reach their sales targets individually and collectively as a team consistently. Designated to lead the sales of, but not limited to, Antech Diagnostic’s Reference Laboratory, In-house Diagnostics, Imaging, and Telemedicine equipment and services.  This role is responsible for recruiting, hiring, onboarding, coaching, mentoring, motivating, holding associates accountable, achieving and managing the sales forecast, identifying current market trends, and analyzing sales and business data.   

Essential Duties and Responsibilities

• Responsible for achieving the monthly, quarterly, and annual sales budgets across all lines of business for the region (RL, IHD, Imagining, Telemedicine, etc.)

• Manage the reporting, tracking, and forecasting of territory and regional revenue, growth, new business, renewals, and instrument placement/service business performance vs. goals for the region.

• Ensure the delivery of targets through individual recognition, performance review, and people management

• Conduct monthly/quarterly/annual performance reviews, succession planning, and disciplinary actions.

• Recruiting, hiring, onboarding, training, developing, and ongoing evaluation of direct reports

• Monitor and ensure compliance of all required customer and territory data and ongoing maintenance of SFDC

• Plan for the achievement of individual and divisional targets in alignment with the company strategies and policies

• Establish/validate sales objectives by projecting expected sales volume and forecasting and developing sales quotas for territories and the region

• Ensure documented customer interactions and maintain data related to activities, accounts and contracts

• Ensure the effectiveness of cross-selling activities by guiding and coaching sales associates

• Link individual performance goals for all direct reports to the regional and overall Antech business strategies.

• Implement and manage a sales reach and frequency coverage model that optimizes regional resources to grow revenue and share profitably.

• Conduct regularly scheduled ride-withs in-field at least 3 times per week.

• Developing a comprehensive regional business plan and field action plans to achieve goals and objectives

• Executing and managing against all SOPs

• Analyzing business opportunities and developing effective business strategies to increase revenues

• Support and drive accountability of overall corporate initiatives throughout the organization.

• Maintaining business relationships with key Clients in the Region

• Responsible for budget control, tracking, forecasting, and reporting

• Communicates key information to the senior leadership team, customer service, transportation, operations, etc., to enable customer satisfaction, client focused input to regional performance, programs, competitive insights, pricing dynamics, and market trends

• Recommend service and product enhancement to improve the sales potential and customer satisfaction

• Learn and implement the 5 Principles of MARS into your day-to-day activities, leadership, and team

• Complete project work or other duties as assigned

Education and Experience

• Bachelor’s Degree in Marketing/Business Administration/Animal Science or related field preferred

• Sales experience (3-5 Years) calling on veterinary practices/ relevant industry experience

• 2-5 years of field sales experience in Line Management

• 3-5 years of managerial experience as an Antech-Heska Regional Business Manager, showcasing consistent success.

Knowledge, Skills and Abilities