(Archived) Territory Sales Manager

Main activities:

• 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

Area of accountability no.2: Territory Management

Main activities:

• 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

• Expected results: Territory activity and strategies drive sales and relationships

Area of accountability no.3: Product, Selling Model and Industry Knowledge

Main activities:

• 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

Area of accountability no.4: Data Resource Management

Main 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

Job-related skills required to complete activities

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

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

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

Career pre-requisites:

1 – 2 years experience in an animal health or human health field