Territory Manager

2 weeks ago

British Columbia, Canada Boehringer Ingelheim Full time

Territory Manager (Avian Business Unit - Animal Health) - Western Canada -2214620

**OUR COMPANY**

**THE POSITION**

The Territory Manager in Animal Health utilizes our BI Animal Health sales model, 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 Avian Business Unit.**

**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; Uses the BI Animal Health sales model to engage customers and, understand our customers’ needs; Positions products based on Plan of Action and customer insights; Fosters a positive working relationship with individual customers and accounts/clinics; Leverages multi-channel and close-loop marketing tools and resources with targeted/segmented customers.
- **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.
- **Effective use of 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 and maintains account/customer data/information in CRM; Leverages pre/post-call process to enhance customer engagement and impact territory performance; Manages expenses & regional events 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, role model.
- **Adherence to 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 Standard Operating Procedures.

**Requirements**:

- University 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)
- Fluent in social media trends and understanding of the power of social media in business.
- 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
- Ability to travel (overnights required)
- Must possess a valid provincial driver s license (based on location of assigned territory)
- **Must reside within assigned geographical te

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