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Territory Sales Manager
2 weeks ago
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: Drive the sale of Virbac products in Central Canada.
Main activities:
- Set SMART objectives and goals for sales activity. Measure, track, analyze and adjust when appropriate to achieve sales goals.- Implement Virbac selling skills and techniques that lead to sales and stronger relationships- Utilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationships- Adhere to efficiencies that reduce costs and expenses (territory routing, judicious travel expenses,etc)- Track and report activity via Customer Relationship Management database, regular reports and territory records- Expected results: _
- Achieve and exceed sales and budget goals_
Area of accountability no.2: Customer Development
Main activities:
- Seek, develop and maintain strong customer relationships in assigned territory in order to drive sales and exceed profitability goals- Use database and customer knowledge to segment customers and build focus on high potential veterinary practices- Use all sales methodologies (inside sales, distributors, e-marketing, etc) to build and extend customer relationships- Seek additional customer relationships at conferences, distributor meetings, specialty practices and veterinary colleges- Expected results: _
- Drive customer preference for Virbac products and loyalty to the Virbac brand_
Area of accountability no.3: Communication
Main activities:
- Report goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashion- Persuasively communicate to veterinary customers and distributors in order to gain commitment and favor for Virbac products and services.- Serve as a source of significant and relevant competitor information for corporate departments- Conduct on-site educational seminars to communicate and gain commitment to use and sell Virbac products- Expected results: _
- Ensure timely and accurate two-way information flow between customers, the market and corporate departments_
Area of accountability no.4: Territory Management
Main activities:
- Record sales activity and customer data on CRM database accurately and in a timely manner- Collect and analyze customer and market data to uncover opportunities to maximize sales- Plan and route calls for maximum territory coverage- Identify and focus sales activities on high potential veterinary practices- Seek, model and incorporate best practices in sales and promotion efforts- Expected results: _
- Efficient and effective territory management leading to customer segmentation, customer partners and achievement of sales goals_
Area of accountability no.5: Maximize Virbac business in the distributor channel
Main activities:
- Work with Distributor management and representatives to communicate products features and benefits, promotions, and marketing information- Assist in implementing sales and marketing promotions with distributor representatives and local branch offices- Represent Virbac products, services and company to all local distribution personnel- Expected results: _
- Drive distributor share of voice (SOV), enhance distributor business and profitability_
Know-how: job-related skills required to complete activities
Behavior: interpersonal skills required to complete activities
Essential skills for the position:
Influence and persuade others to get ideas accepted. Demonstrate Customer Focus:
- Strong interpersonal skills in dealing with customers, establishing a reliable relationship with customers- Identifies issues related to customer and market needs.- Considers industry, market and other external business factors when managing business.
Communicate Effectively:
- Strong oral and written communication skills.- Develops and articulates a compelling position.- Build customer relationships by listening and presenting products and services that meeting customer needs.
Cross-Functional Relationships : which may impact the job’s activities
Daily contact with veterinary professionals in veteri
