Territory Sales Manager – Greater Toronto Area

3 months ago

Cambridge, Canada Virbac Full time
Territory Sales Manager – Greater Toronto Area

Experiencing together a unique human adventure

Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans, and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.

The Territory Sales Manager leverages resources and business planning to drive the business in their respective territory. The Territory Sales Manager works with veterinary customers as a valued partner to offer solutions that meet their needs. The ideal candidate will have a strong work ethic and adaptable mindset that can help them achieve optimal sales results in the territory. The ability to effectively manage a territory in a fast-paced environment is required by a self-motivated individual. Daily travel in the field is required to drive business in a territory that covers the Greater Toronto Ontario region bordering Highway 400 and Vaughan to Oshawa and to the shore of Lake Simcoe in the Keswick area. Prefer candidates are required to reside within the territory.

Areas of Accountability

1. Territory Results
● Highly self-motivated and results-oriented salesperson that executes SMART objectives.
● Drives strong sales activity throughout the entire territory by utilizing available resources.
● Solution oriented and develops territory and specific account plans.
● Utilizes strong business acumen to gain adoption of new products in target accounts.
● Professional salesperson that is self-motivated and focused on obtaining high sales results.
● Demonstrates positivity and enthusiasm for building and growing a business and professional relationships.
● Maintains momentum when faced with temporary setbacks.
● Exhibits initiative by taking advantage of opportunities.
● Receives and incorporates feedback from leadership to improve results.
● Works in a professional manner with high integrity and work ethic in collaboration with colleagues.
● Consistently completes administrative tasks such as SalesForce and Concur reporting on time.
Expected results: Achieve and exceed yearly assigned goals and objectives.

2. Territory Management
● Develops and executes a territory business review to achieve goals by improving access and sales.
● Promotes a highly technical and innovative product portfolio to a sophisticated audience.
● Demonstrates tenacity, constantly prospecting territory to deepen relationships and grow sales.
● Grows network through conferences, specialty practices, and veterinary colleges.
● Reports goals, sales activities, market information data frequently and in a timely fashion.
● Makes information available to relevant stakeholders.
● Consistently meets field activity expectations.
Expected results: Territory activity and strategies drive sales and relationships.

3. Communication Skills
● Executes commercial insights to educate, tailor and take charge of sales conversations and closes sales.
● Demonstrates strong communication skills that articulate technical knowledge of Virbac portfolio and competition.
● Demonstrates active listening skills to understand the customer needs and wants.
● Continuously uses the Cambridge Calgary Communication guide and most of the 70 defined communication skills.
● Communicates features and benefits to persuade commitment to Virbac products.
● Demonstrates relationship-savviness and self-awareness while intentionally building networks internally and externally.
● Closes consistently to exceed performance objectives, going above a service call mindset.
● Conducts educational presentations to gain commitment to use and sell Virbac products.
Expected results: Ensure timely and accurate two-way communication between cross-functional partners.

4. Resource Management
● Records sales activity and customer data in Salesforce database accurately and in a timely manner.
● Constantly utilizes SalesForce to plan, segment and prioritize.
● Uses data to understand trends and insights to identify opportunities.
● Analyzes sales results on a bi-monthly basis and manages expenses within budget guidelines.
● Hosts and attends events such as local VMAs, KOL dinners, conferences, including virtual events, etc.
● Applies selling tools to analyze territory to increase sales and build stronger customer relationships.
● Uses data and customer knowledge to segment territory and builds focus on high potential customers.
Expected results: Territory management leading to customer satisfaction and achievement of sales goals.

Education & Experience:
● Bachelor’s Degree or RVT strongly preferred.
● Minimum 2 years of professional level experience with proven success in fast-paced environment.
● Preferred 2+ years experience in a selling role: Animal Health Industry strongly preferred; experience in evidence-based medicine/scientific/medical device sales strongly preferred; past B2B sales experience.
● Proficient in learning new computer applications and experience with GSuite or MS Office.
● Must live within territory and willing to make appointments throughout the entire territory.
● Work hours may include evenings, weekends, and holidays.

Virbac provides numerous career opportunities, thanks to the diversity of its jobs and their international dimension. Joining Virbac means joining dynamic teams ambitious for success. Add Your Talent to Ours

Get in touch

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About Us

Focusing on animal health, from the beginning

At Virbac, we provide innovative solutions to veterinarians, farmers, and animal owners in more than 100 countries around the world. Covering more than 50 species, our range of products and services enables to diagnose, prevent and treat the majority of pathologies. Every day, we are committed to improving animals’ quality of life and to shaping together the future of animal health.

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