Territory Manager

4 months ago

Montréal QC, Canada Boehringer Ingelheim Animal Health Canada Inc. Full time

**The Position**:
The Territory Manager in Animal Health utilizes Customer Experience Excellence skills, territory & account management, along with business planning capabilities to execute our strategies to maximize performance within the assigned territory. The Territory Manager works with customers, decision makers and cross-functional partners to manage accounts/clinics, understand needs/drivers, build customer value and maintain business relationships as a partner to offer innovative solutions in biologics and specialty pharmaceuticals for companion animals, beef and dairy cattle, equine, swine and avian.

This opportunity is within the Pet business unit and will support Montreal and Montérégie.

**Responsibilities**:
**Sales Performance**
- Meet overall annual net sales objectives for key growth products and portfolio via demand generation within assigned geography. Track progress against goals on a monthly basis. Account for promotional spending (rebates, free goods, promotional items, etc).

**Selling Skills and Ability**
- Uses the Customer Experience Excellence (CXE) model to engage customers, understand needs, build value and advance the sale. Positions products based on Plan of Action (POA) and customer insights.
- Fosters a positive working relationship with individual customers and accounts/clinics.
- Leverages multi-channel and close-loop marketing (CLM) tools and resources with targeted/segmented customers.

**Business and Technical Knowledge**
- Demonstrate an understanding of BIAH products, competitors and clinical studies, as well as current and emerging animal health industry trends.
- Employs Technical Services Veterinarian(s) to increase product/disease and clinical knowledge.
- Collaborates with TSV(s)to address customer perspective and/or add-value. Shares insights & competitor activity through appropriate channels with relevant stakeholders
- Leverages business tools (CRM/Impact Vet/Sales Reports) to assess/understand market, product, account/customer and overall territory dynamics and opportunities.

**Territory and Account Management**
- Adheres to communication requirements and effectively manages time and territory management. Follows-up with customers and cross-functional partners in a timely manner. Develops and reviews customer/business plans and leverages available business tools.
- Records learnings/insights and call objectives in CRM. Leverages pre/post-call process to enhance customer engagement and impact territory performance. Maintains account/customer data/information in CRM. Manages expenses & regional events (direct promotion) budgets.
- Identifies decision-makers and influencers within accounts/clinics and develops a working relationship. Shares learnings/insights with team members, manager and cross-functional partners. Identifies business opportunities and together with manager/brand team undertakes calculated risks.

**Teamwork and Collaboration**
- Exhibits behaviors that demonstrate BI Values and AAI Culture (Accountability, Agility and Intrapreneurship). Demonstrates a growth mindset, is self
- directed and open to coaching/feedback.
- Plans, organizes and collaborates with team members, manager and cross-functional partners. Identifies opportunities and brings forward solutions to address customer needs and respond to challenges.
- Prepares for and actively participates in local, regional and national meetings. Shares best practices with team and cross-functional partners. Participates in brand champion and strategy meetings as required.
- Demonstrates leadership - leads by example, a role model.

**Ethical and Industry Standards**

Demonstrates high ethical and professional standards with all business contacts in order to maintain BIAH excellent reputation within the industry. Compliance with CAHI Code of Conduct and other related BIAH SOPs.

This position is **field-based.**

Field-based roles require employees to be located in the area/region where their role is based to be close to our customers.

**Requirements**:

- Bachelor's degree
- History of successful performance in previous roles.
- Minimum of 3 years sales experience, preferably in the Animal Health industry.
- AAI (Accountability, Agility and Intrapreneurship (Elements of how We Work at BIAH)
- Business acumen - Account management
- Business Planning & customer prioritization skills
- Account Management experience or understanding.
- Strong presentation skills including oral, written and interpersonal communication.
- Analytical skills including computer and technology skills; Outlook, MS Office, smart phone and CRM tools.
- Well-developed selling and negotiation skills
- Self-Directed with a growth mindset
- Collaborative team player
- Fluent in social media trends and understanding of the power of social media.
- Understanding of the power of social media in business
- Ability to travel (overnights required)
- Must possess a valid provincial driver’s license (based on location of assigne

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