Territory Sales Manager

2 weeks ago

Vancouver, Canada Ceva Animal Health Full time

At Ceva, we believe in preserving the vital bond between humans and animals. We strive to find innovative solutions that improve animal health and productivity while respecting animal welfare and supporting biodiversity. Together, we are building a new reference to create value beyond animal health.

Ceva Animal Health has been the fastest growing global animal healthcare company since our creation in 1999. Our expertise are focused on the research, development, production and marketing of pharmaceutical products and vaccines for the companion animal, poultry, ruminants and swine sectors. Although we have grown to become a global company, we’ve managed to retain the entrepreneurial spirit and dynamism of a small to medium-sized enterprise. From our unique ownership structure to the way our people provide service to customers, we are together, beyond animal health.

Here in Canada, we are growing and looking to add team members that embody our corporate values and objectives. When you work here, you’ll have the opportunity to create something new and work with a passionate team that is focused on providing innovative solutions for our customers.

**About the Position**

**Responsibilities**
- Take ownership of and be accountable for Ceva’s Companion Animal business with veterinary clinics located in Eastern Ontario. This territory services and generates demand for Ceva’s products/solutions with veterinary clinics located in BC
- Prepare yearly and quarterly sales plans which place a focus on high potential key accounts within the assigned sales territory. Sales plans should; recognize ROI, identify where business growth will come from and how success will be achieved.
- Manage and prioritize all activities to meet territory objectives according to account segmentation. Schedule appointments, meeting with critical account staff, delivers sales presentations, closes on business and takes orders. Follow Ceva’s selling model during call cycles, preparing for sales calls and outcomes in advance according to the defined process.
- Build long-term strategic relationships with key decision makers and decision influencers with veterinary clinics within the territory. Negotiate with key members within assigned accounts while always striving to achieve mutually beneficial outcomes for the customer and Ceva.
- Adhere to priority product focuses as they change throughout the year and implement Marketing campaigns and promotions as directed.
- Communicate broadly and often with Sales Manager, Marketing, BUM, Territory Managers and Customer Service to ensure alignment to key business objectives and to provide feedback on customer insights and market trends.
- Based on interactions with customers and market trends, provide input on marketing campaigns, product promotions and services.
- On an ongoing basis, evaluate selling initiatives and tactics and adjust to improve results were needed. Monitor competitive developments and incorporate necessary changes accordingly.
- Complete all required administrative tasks - call cycle planning, product knowledge, competitive intel, timely and accurate expense reporting, attending regularly scheduled sales meetings, etc..
- Maintain the customer database (CRM) and input customer and sales call information with as much detail as possible (segmentation, call preparation, selling process steps, sales, call output). Report on the general market environment with competitors, customers details or changes. Input all valuable and valid customer information into the CRM system in a timely manner.
- Influence the vets and other decision makers to recommend and sell Ceva products to clients. Change behaviors at the practice level through education and impact. Includes holding technical product and medical conversations at veterinary practices. Resolve customer complaints by investigating problems, developing solutions, making recommendations to management.

**About You**
- You have a working knowledge of consultative selling, including the ability to recognize high potential customers and how to build and grow relationships with targeted accounts
- You have a demonstrated ability to identify high yield customer opportunities, build relationships with high potential customers, keep customers warm and follow up
- You have a comfortability selling to customers both in person and remotely
- You are computer literate with a working knowledge of MS Office
- You have a lifelong learner mindset
- Ideally, you have previous experience in veterinary or pharmaceutical sales

**Your Credentials**
- You have a post-secondary degree/diploma in business, marketing, communications, or related field
- You have at least 2-5 years’ work experience in a consultative selling role with a proven track record of hitting/exceeding sales targets and building long term business relationships
- Ceva Animal Health - Canada is committed to accommodating any applicant with a disability, as required by law, during

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