Position Description:Elanco is seeking dynamic and results-oriented Business Development Managers to identify, cultivate, and secure new strategic partnerships and growth opportunities within their
assigned Western Canadian region of the animal health market. This role is critical for expanding Elanco's market presence, driving revenue growth, and diversifying our portfolio through innovative collaborations. The successful candidate will possess a deep understanding of the regional industry landscape, exceptional negotiation skills, and a proven ability to translate market insights into actionable business strategies.
This position requires up to 50% travel within the assigned region (Western Canada).Functions, Duties, Tasks:- Leadership: Demonstrates engagement, teamwork, accountability, action, and Elanco values. Takes an active role in Regional Leadership Teams, supports a coaching culture, acts in accordance with Elanco strategy, and holds self and others accountable for delivering account plans and adhering to Elanco values and behaviours.
- Customer Value Selling (CVS): Proficient in planning, engaging, identifying needs, providing solutions, closing, and evaluating at both regional and account levels. Excels in prioritisation & targeting, account planning, sales measurement, possesses deep customer insight, and can coach others on CVS processes.
- Value Proposition Selling: Skilled in customer negotiations, coordinating Elanco resources, consistently building winning offers, and enhancing customer experience. Pre-establishes and measures value, creates strong internal and external networks to facilitate delivery of innovative solutions for customers, and proactively seeks customer feedback.
- Industry Expertise: Possesses deep understanding of customer's business context, enabling recognition of risks and opportunities. Proficient in customer segmentation, product and disease knowledge, and issue management. Identifies future customer needs based on industry trends, and develops tool kit accordingly. Proactive approach to anticipating and resolving customer issues. Uses industry knowledge to influence Elanco strategy.
- Business Expertise: Demonstrates strong business acumen and proficiency in designated business planning processes and tools. Develops comprehensive business plans for each account (including SMART objectives, Decision Makers, Accountability) involving Technical Consultants, Sales Professionals, District Sales Managers and other key stakeholders, and uses a good understanding of Elanco KPIs to make commercial decisions.
- Conduct comprehensive market research and analysis to identify new business opportunities, emerging trends, and potential strategic partners (e.g., veterinary groups Core Competencies, distributors, technology providers, key opinion leaders) within the assigned Canadian region.
Evaluate potential partnerships for strategic fit, financial viability, and alignment with Elanco's long-term goals, leveraging
Industry Expertise to identify future customer needs and influence strategy.
Partnership Development & Management:- Initiate, build, and nurture strong relationships with key stakeholders and decision-makers in target organizations within the assigned region, applying Customer Value Selling (CVS) principles.
- Lead the entire business development lifecycle from initial contact, proposal development, negotiation, to contract finalization, utilizing Value Proposition Selling to create winning offers and measure value.
- Develop and present compelling business cases and proposals that articulate value propositions for both Elanco and potential partners.
- Manage ongoing relationships with established partners to ensure mutual success and identify opportunities for expansion.
Market Expansion & Revenue Growth:- Develop and execute strategic business plans to achieve ambitious revenue targets and market share growth for the assigned region, demonstrating strong Business Expertise in planning and management.
- Identify and penetrate new market segments or channels for existing and future Elanco products within the assigned region.
- Collaborate closely with internal teams (Sales, Marketing, Legal, Finance, R&D) to ensure seamless integration of new partnerships and initiatives, embodying Leadership and cross-functional collaboration.
- Provide commercial support for largest independent accounts and legal entity opportunity accounts.
Reporting & Forecasting:- Maintain a robust pipeline of opportunities and provide regular updates on progress, challenges, and forecasts.
- Monitor industry developments, competitive activities, and market dynamics to inform strategic adjustments, utilizing Industry Expertise and Business Expertise for data analysis and commercial decisions.
Minimum Qualification (education, experience and/or training, required certifications):- Education: Bachelor's degree in Business Administration, Marketing, Life Sciences, or a related field. An MBA or advanced degree is an asset.
Experience:- Minimum of 7 years of progressive experience in business development, strategic sales, or key account management, with a proven track record of identifying and securing significant new business.
- Demonstrated experience within the animal health, pharmaceutical, or related life sciences industry is highly preferred.
- Experience in negotiating complex contracts and managing strategic partnerships.
Additional Preferences:- Exceptional strategic thinking and analytical skills, with the ability to translate complex data into actionable insights, directly supporting Business Expertise and Industry Expertise.
- Superior negotiation, presentation, and communication skills (both written and verbal), essential for Value Proposition Selling and CVS.
- Strong financial acumen and understanding of P&L implications of business decisions, critical for Business Expertise.
Additional Information: - Field time expectation is 2-3 days per week
- Travel time is expected to be up to 50%
- Based: Vancouver or Calgary
- Territory: Western Canada
- Existing open vacancy
What Elanco Offers- An opportunity to drive significant growth and shape the future of animal health in Canada.
- A dynamic and collaborative work environment within a global leader in animal health.
- Opportunities for professional development and career advancement.
- Competitive compensation package, including performance-based incentives and comprehensive benefits.
Elanco Benefits and Perks:The expected base salary for this position ranges from $77,800 to $129,600. The actual base salary offered may vary based on the successful candidate's qualifications, including education and experience. Additionally, Elanco offers a comprehensive benefit program to eligible employees. The compensation package is subject to change, and the actual base salary could be higher or lower than the range described above.
- Competitive Corporate Bonus program
- Comprehensive health and dental insurance plan options
- Retirement savings program
- Employee Stock Purchase Plan
- Holiday closure
- Fleet program
- High value recognition programs
