(Archived) Territory Sales Manager

As a Territory Sales Manager at Virbac, your goal will be 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.

You will drive the trial of, usage of and recommendation for Virbac products, and drive preference for the Virbac products and services

The main activates of this Territory Sales Manager position are:

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 return to commerce and new products in target accounts
• Expected results: Achieve and exceed sales, budget, and launch/re-launch goals

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 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

Product, Selling Model and Industry Knowledge

• 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

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

Skill Required:

1. 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
2. Questioning-question strategically; utilize needs based questions; cause customer to think in a new direction
3. 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
4. Presentation/ Communication/ Skills- effectively prepare for and deliver a presentation; able to present on a variety of Virbac products
5. Problem Solving- analyze a situation and come up with a solution; customer and corporate-based
6. Closing Skills- Make smaller closes looking for agreement throughout; read situation and close at appropriate time

Qualifications:

Bachelor’s degree

3-5 years experience in a selling or marketing role

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