Territory Sales Manager

Highly motivated and results-oriented Territory Sales Manager with a strong business acumen and a passion for building relationships and growing sales. This role requires a self-starter who can effectively manage a territory, drive sales activity, and consistently exceed assigned goals. The ideal candidate will possess strong communication and technical skills, a commitment to professional integrity, and the ability to leverage data and resources to maximize sales and customer satisfaction.

 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

Expected results: Achieve and exceed yearly assigned goals and objectives

Area of accountability  no.2:  Territory Management

• Develops and executes 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 

Expected results:  Territory activity and strategies drive sales and relationships

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 

Expected results:  Ensure timely and accurate two-way communication between cross functional partners

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 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

Expected results:  Territory management leading to customer satisfaction and achievement of sales goals

Education & Experience:

• Bachelor’s Degree strongly preferred

• 6+ years experience in a selling or marketing role with proven success in fast paced environments

  • Animal Health Industry strongly preferred

  • Experience in scientific or medical device sales strongly preferred

  • Past B2B sales experience 

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

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

• Work hours may include evenings, weekends and holidays