Livestock Health Territory Sales Manager (Iowa, Nebraska, South Dakota)

Area of responsibility 1: Territory Results

• Executes SMART objectives and goals for sales activity

• Measures and tracks to consistently achieve sales goals

• Utilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationships

• Gain adoption of new products and services in target accounts

Expected results: Achieve and exceed sales, budget, and launch goals

Area of responsibility 2: Territory Management

• Seek, develop and maintain strong customer relationships in assigned territory in order to drive sales and exceed profitability goals

• Develop effective call cycles to reach appropriate customers with frequency

• Use CRM database and customer knowledge to segment customers and build focus on high potential veterinary practices

• Use all sales methodologies (inside sales, distributors, buying groups, TSV, etc.) to build and extend customer relationships

• Seek additional customer relationships at conferences, producer meetings, consulting veterinary practices and veterinary colleges

• Report goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashion

• Be viewed as a business partner

Expected results: Territory activity and strategies drive sales and relationships

Area of responsibility 3: Product, Selling Model and Industry Knowledge

• Articulates technical knowledge of Virbac product portfolio as well as competitor products

• Actively engages distributors, building relationships and providing training when necessary

• Persuasively communicates product features and benefits to veterinary customers, producers and distributors in order to gain commitment and preference for Virbac products and services.

• Conduct on-site educational seminars to communicate and gain commitment to use and sell Virbac products

Expected results: Ensure timely and accurate two-way information flow between customers, the market and corporate departments

Area of responsibility 4: Data Resource Management

• Records sales activity and customer data in CRM database accurately and in a timely manner

• Collects and analyzes customer and market data to uncover opportunities to maximize sales

• Identifies and focuses sales activities on high potential veterinary practices

• Utilizes Daily Sales APP, CRM and CRM Dashboards to plan, segment and prioritize

Expected results: Efficient and effective territory management leading to customer segmentation, customer partners and achievement of sales goals

Skills

• Bachelors Degree preferred or years equivalent experience

• Solid technical sales experience

• Demonstrate customer focus

• Ability to solve problems and communicate solutions

• Communicate effectively

• Manage execution showing drive and results orientation

• Establish efficient plans

• Analyze problems and situations

• Make sound and courageous decisions

• Demonstrate ability to adapt and develop personal skills

Additional

• Preparation - set clear objectives for every call; break down work into process steps; see the task at hand for customers and co-workers and engage in a thought out plan to complete in a timely manner; accurately estimate length of time/ number of visits and difficulty needed to complete task; measure performance against goals and evaluate results

• Questioning - question strategically; utilize needs based questions; cause customer to think in a new direction

• Listening - listen attentively, actively, patiently; ask insightful questions and restate for clarity even if not in agreement; identify customer’s Core Drivers and Communication Styles

• Presentation/ Communication/ Skills - effectively prepare for and deliver a presentation; able to present on a variety of Virbac products

• Problem Solving - analyze a situation and come up with a solution; customer and corporate-based

• Strong understanding of swine production.

• Relationships with beef producers such as large feedlots, stockers, with vet supplies and mixed/beef vet practices & vet consultant

• Ability to work across multiple levels from senior level management to production.