Animal Health, Planet Health - Join the Adventure at Virbac!

At Virbac, animal health is at the heart of everything we do, because we know that animal health is key to the health of the planet. We are a specialist animal health company with a strong focus on companion animals, livestock, veterinary pharmaceuticals, vaccines, and pet care for dogs and cats. We're officially a Great Place to Work®!

Perks for working with us are:

- Paid parental leave.

- Extra leave purchase options.

- Annual leave loading.

- Superannuation top-ups (with salary sacrifice and company matching opportunities too).

- Free animal health products every quarter.

About the Opportunity:

Reporting to the Commercial Director, this senior leadership role is responsible for achieving gross sales and margin budgets for our companion animal portfolio through both team leadership and direct management. The National Sales Manager will translate strategic commercial frameworks into actionable sales initiatives. By championing the Virbac culture and fostering professional, positive relationships, this role ensures a highly capable, accountable national sales force that adapts to market shifts and maximizes market share within the companion animal business unit. You will manage cross-functional relationships with internal stakeholders including the Executive Leadership Team (ELT), Marketing / Technical department, Finance/Accounts, HR, IT, Customer Service, and Warehouse, as well as external partners such as Customers, Key account contacts, B2B Partners, Industry Groups, and Government Bodies.

What You'll Be Accountable For:

- National Sales Leadership & Execution: Translate high-level strategy into actionable Sales and Marketing initiatives at the Business Unit level, providing high-level oversight of national sales targets to ensure direct reports deliver on gross sales and margin mandates. Partner with the broader commercial team to deliver competitive analysis, field insights, and pricing optimization,



while ensuring rigorous adherence to approved marketing plans and pricing strategies.

- People Leadership & Development: Manage performance on a national scale to lead, develop, and retain top talent. Adopt a "lead the leader" approach by mentoring Territory Managers to elevate their leadership capabilities, while maintaining rigorous standards that hold teams accountable for delivery and results. Identify capability gaps, create robust succession pipelines, and foster a safe, inclusive feedback culture.

- Internal & External Relationship Management: Cultivate and elevate strategic B2B partnerships, major retail accounts, vet practices, and influential industry ties. Represent Virbac Australia at key industry events to maintain high-level market visibility and build strategic networks.

- Strategic Account & Business Management: Collaborate with Key Account Managers to develop robust sales plans and identify new growth opportunities. Confirm accurate sales forecasts, coordinate with logistics and production, and monitor sales, margins, and expenses. Ensure cross-functional collaboration with Finance, Legal, Industrial Operations, IBD and HR for a commercially balanced and high compliance approach to business.

To be Successful in this role, you will have:

- Required Experience & Education:

- Minimum 7-10 years of relevant management experience, with a minimum 3 years as manager of a sales team.

- Proven commercial track record in regulated environments.

- Experience managing marketing and sales professionals; experience across industry markets is highly desired.

- Tertiary qualification (Scientific,



Marketing, or Business degree preferred).

- Job-Related Skills (Know-how):

- Expertise in translating high-level corporate strategies into actionable, milestone-based sales plans tailored for regional and national industry markets.

- Advanced proficiency in managing and interpreting financial metrics (Revenue, Margins, OPEX) to optimize territory budgets and drive overall profitability.

- Deep, technical understanding of the Companion Animal and animal health industry, including product lifecycles, competitive landscapes, and regulatory compliance.

- Proven capability in managing high-value B2B relationships, structuring complex commercial agreements, and executing joint growth plans with major retail accounts and wholesalers.

- Ability to utilize data-driven forecasting and analytics (CRM systems, PowerBI, and financial data) to accurately forecast sales volumes and analyze market trends.

- Expertise in deploying structured evaluation frameworks and tracking KPIs to drive performance management and staff development.

- IT proficiency: Google Suite, Excel, CRM, Workday, PowerBI.

- Interpersonal Skills (Behaviour):

- Accountability & Delivery: Hold self and others to ambitious performance goals, ensuring a culture of ownership.

- Ability to empower and motivate team members.

- Strategic Agility & Pivoting: Exhibit the resilience and mental flexibility to rapidly pivot commercial strategies in response to shifting market data or economic conditions.

- Manage execution showing drive and results orientation.

- Communicate effectively, foster dialogue, and build strong relationships.

If this chance feels like a good fit and you're excited about what we do-we'd love to hear from you. Research shows that people often hesitate to apply unless they meet every single requirement. At Virbac, we care more about your values, your mindset, and your passion than a perfect checklist.

📌 National Sales Manager (Sydney)
🏢 Virbac
📍 Sydney