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(Archived) Territory Sales Manager
This position is for the Eugene Oregon area.
To persuasively communicate the features and benefits of Virbac products and services to veterinary professionals in order to gain commitment to try, use, buy or recommend Virbac products and services.
• Drive trial of, usage of and recommendation for Virbac products
• Drive preference for the Virbac products and services
Area of accountability no.1: Territory Results
Area of accountability no.2: Territory Management
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 return to commerce and new products in target accounts
Expected results: Achieve and exceed sales, budget, and launch/re-launch goals
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 database and customer knowledge to segment customers and build focus on high potential veterinary practices
Use all sales methodologies (inside sales, distributors, buying groups, KAM, TSV, etc.) to build and extend customer relationships
Seek additional customer relationships at conferences, distributor meetings, specialty 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
Area of accountability no.3: Product, Selling Model and Industry Knowledge
Expected results: Territory activity and strategies drive sales and relationships
Area of accountability no.4: Data Resource Management
Executes Virbac 6 C’s Sales Model, Communication Styles and Core Drivers to drive to sales and stronger relationships
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 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
Job-related skills required to complete activities
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
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 evaluates 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 Closing Skills- Make smaller closes looking for agreement throughout; read situation and close at appropriate time
Behavior: interpersonal skills required to complete activities
Demonstrate Customer Focus
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
Cross-Functional Relationships : which may impact the job’s activities
Daily contact with veterinary professionals in veterinary practices. Exposure to dogs and cats is regular and continual.
Contact with second tier customers such as distributor management, distributor representatives (inside and outside)
Contact with Virbac sales management, sales support and inside sales representatives.
Contact with other Virbac Departments (marketing, technical services).
Context and Environment: main threats and/or opportunities that impact the job; level of autonomy of the job
Threat: continued weakness or worsening of the national economy
Opportunity: sales expansion plans over next three years will result in a dynamic territory, but will enable TM to focus on smaller number of customers Successful candidates in this position will exhibit a degree of autonomy in self-motivation, self-reliance and independent thinking in order to achieve sales goals. Communication with peers and managers is important, as is adhering to company policies and procedures.
Educational level or equivalent experience:
Bachelor’s Degree required
Total number of years' experience required to fulfil the role:
3 – 5 years experience in a selling or marketing role
1 – 2 years experience in an animal health or human health field
Roanoke, Texas, United States