Territory Manager

Korn Ferry has partnered with our client on their search for Territory Manager.

Job Summary and Purpose:

The Company Territory Manager is a vibrant, self-motivated, results-oriented sales driver. This position involves building strong relationships with veterinary professionals, understanding their needs, and providing solutions through the company's product lines. The company Territory Managers exemplify our core values of customer passion, entrepreneurial spirit, innovation, and solidarity through their consultative-focused sales approach to improve the health and well-being of pets across nation.

The Company Territory Managers do more than just sell. They are passionate about providing innovative products and solutions to support the local veterinarian and the communities that surround them. Through every interaction, conversation, and connection they strive to exude our Together, Beyond Animal Health mission to strengthen the human-animal bond and combat zoonotic diseases.

The ideal candidate is driven, proactive, professional and solutions minded influencer. They lead with passion and seek to understand the daily challenges of our customers. They offer collaborative solutions to meet those challenges. The ideal candidate drives sales, by driving consultative relationships.

Responsibilities and Key Duties:

Preparing and Executing the Sales Plan

• Manages and prioritizes all activities to meet territory objectives according to the defined account segmentation.
• Completes pre-call planning, clinic-by clinic, with a clear objective for each sales call.
• Schedules appointments, meetings with critical account staff, makes sales presentations, closes on business, and takes orders. Utilizes Sales Force Effectiveness principles and prepares to advance the sales process in each call. Responsible for all business activities in an assigned territory.
• Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity. Tracks and measures progress against that plan, adapting as needed to ensure success. Develops and follows territory route and segmentation to maximize opportunities and selling time, maintaining, and building revenue with existing customers while prospecting for new business. Increases share of wallet with each customer call.

Managing Sales Results and Outcomes

• Contributes to the team effort by accomplishing related sales results as needed through the advocacy of strategic products.

Impact and Influence

• Creates a high-level of confidence in the company product range
• Influences the entire healthcare team to recommend and sell the company products to clients. Changes behaviors at the practice level through education and impact. Effectively holds technical product and medical conversations at veterinary products.
• Resolves customer complaints by investigating problems, developing solutions, making recommendations to management.
• Attends and coordinates events such as local VMAs, Key Opinion Leader (KOL) dinners, conferences, and tradeshows.

Developing and Preserving Relationships

• Builds long-term strategic relationships and interacts with veterinarians and key decision makers within veterinary clinics.
• Identifies customer needs and provides solutions to meet those needs. Builds effective relationships and partnerships with entire clinic staff, including veterinarians, veterinary technicians, practice managers, front-office staff, and others.
• Increases dispensing through staff trainings, promotional activities, incentives, and contests for clinic staff. Takes responsibility for developing and implementing programs at the clinic level. Increases market share and share of wallet in clinics with a goal of growing the overall category.
• Partners, influences, and leverages a surrogate sales force of Distribution Sales Representatives (DSRs). Enhances DSR knowledge of the company products and value through training. Plans and identifies where DSR support is needed. Uncovers opportunities and wins DSR support to maximize those opportunities. Provides values to DSRs. Schedules and facilitates ride-alongs with DSRs. Builds and enhances share of voice and wallet with distributor partners to drive the company business forward.
• Communicates broadly in a professional manner and often with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff. Communication is multi-channel, responsive and frequent in nature, while exhibiting willingness to accept and incorporate feedback.

Market Insight Generation

• Collects and shares impressions and information about competitors by gathering current marketplace information. Shares the information collected during customer visits.
• Recommends changes in products, services, and policies by evaluating results and competitive developments.

Negotiating

• Negotiates with key decision-making buyers according to the company’s commercial policy. Collaborates with Regional Manager to facilitate negotiations with larger multiple-doctor practices or group purchasing organizations.

Reporting

• Completes administrative and sales reporting duties as required. Completes weekly expense and territory reports. Effectively manages expense budgets within the required guidelines.
• Utilizes the CRM tool to maintain call notes and track sales activity and investment in medical education programs.
• Reports the general market environment with competitors, customer details or changes.

Core Competencies:

• Shapes solutions out of complexity
• Customer focus
• Collaborates with empathy
• Engages and develops
• Drives ambition and accountability.
• Influences others

Technical / Functional Competencies:

• Planning and Organization
• Customer Knowledge
• Product Knowledge
• Prospection & Qualifying
• Sales Call Discovery, Positioning and Presenting
• Objection Handling
• Negotiation & Closing Skills

Qualifications:

Education: Bachelor’s degree. Equivalent experience may be considered in lieu of bachelor’s degree.

Work Experience:

• 3-10 years proven track record in outside sales strongly preferred. At minimum, proven success in a fast-paced business-to-business sales environment.
• Uses analytics and insights to enhance decision-making and tactical execution.
• Follow-through and attention to detail.
• Ability to manage assigned expense budgets.
• Highly focused and results oriented, able to identify goals and priorities and resolve issues in initial stages.

Other: Must have an acceptable driving record. Must be willing and able to spend 8 hours per day in a vehicle.

Physical Requirements:

Ability to travel via plane or car for up to 8 hours per day. Must possess the ability to read, speak and understand English.

Working Conditions:

Primary work location is making sales calls within a veterinary clinic. Must be comfortable working around animals.

Travel Required:

Overnight travel required; the amount varies by territory.

This job description is intended to convey information essential to understanding the scope of the job and general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, duties, and responsibilities or working conditions associated with the job. This job description is not an employment contract. The company reserves the right to modify job duties and/or job descriptions at any time to meet the needs of the business.