Territory Sales Manager

6 months ago

Cambridge, Canada Virbac Full time

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.
- Area of accountability no.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 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

Area of accountability no.2: Territory Management
- Develops and executes a territory business reviews 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

Area of accountability no.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

Area of accountability no.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
- Applies selling tools to analyze territory to increase sales and build stronger customer relationships

Expected results: Territory management leading to customer satisfaction and achievement of sales goals

Territory Sales Manager

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 or marketing role (combination of both ideal)
- Animal Health Industry strongly preferred
- Experience in evidence based medicine / scientific / medical device sales strongly preferred
- Past B2B sales experience
- Must live within territory and willing to make appointments throughout the entire territory
- Work hours may includ

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