Territory Sales Manager

6 months ago

Cambridge, Canada Virbac Full time
This territory covers the Southwestern Region, including Grey-Bruce, Windsor, London, and the Kitchener Waterloo areas

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 

Persistent 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

Area of accountability no.2: Territory Management

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, distributor meetings, specialty practices and veterinary colleges

Reports goals, sales activities, market information and customer data frequently and in a timely fashion

Makes information available to relevant stakeholders 

Consistently meets field activity expectations 

Area of accountability no.3: Product, Selling Model and Industry Knowledge

Executes Commercial Insights to Teach, Tailor and Take Control of sales conversations and closes sales

Demonstrates strong communication skills that articulate technical knowledge of Virbac portfolio and competition

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 

Area of accountability no.4: Resource Management

Records sales activity and customer data in CRM database accurately and in a timely manner

Constantly utilizes SalesForce to plan, segment and prioritize

Teamplayer that utilizes key partners (NAMs, KAMs, Field Vets, and Distributors) 

Uses data to understand trends and insights to identify opportunities

Analyzes sales results on a 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

Education & Experience:

Bachelor’s Degree 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 

Proficient in learning new computer applications and experience with GSuite or MS Office

Must live within territory and willing to make appointments throughout the entire territory

Work hours may include evenings, weekends and holidays

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