Role Description
Our Senior Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. We work collaboratively in field sales teams and play a critical role in supporting our customer centric business model.
This position is responsible for working in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, by selling our Company's Animal Health (AH) division, Companion Animal product portfolio, supporting pull-through activities relative to the customer strategy, and ensuring that our Company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. In addition, the Senior Territory Representative demonstrates an understanding of the resources available across our Company's Animal Health division and our Distribution Partners.
This role will cover the Springfield, MA territory. It is strongly preferred that our sales employees reside within the territory which they cover, however, we will allow sales employees to live up to 20 miles from the territory border.
Essential Accountabilities
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Communicates about our product portfolio in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs.
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Primary point of contact for assigned customers, meet with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs and identifies business opportunities.
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Develops customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customers resulting in sales opportunities and account sales growth of Animal Health products and services.
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Develops territory and specific account plans for all key customers. Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts and corporate owned clinics to drive occupancy and sales growth.
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Works collaboratively across all species teams to foster our Company's approach to enhance knowledge of the entire Animal Health product portfolio.
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Shares with other team members within the region to foster growth and development within the team.
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Analyzes monthly sales results and manage expenses within budget guidelines.
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Identifies and selects programs/services available within Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
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Works with leadership and Field Professional Services to develop and deliver relevant offerings that address desired customer’s needs.
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Develops current understanding of Animal Health products, industry trends and competitor landscape.
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Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
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Responsible for developing and meeting learning and development objectives agreed upon with leadership.
Qualifications
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High school diploma with at least 10 years of sales or equivalent experience OR Bachelor’s degree with at least 5 years of sales experience.
Requirements
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Excellent interpersonal/communication and presentation skills.
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Demonstrated motivation and focus on achieving measurable, tangible results.
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Commitment to collaboration as the normal mode of working and resolving problems.
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Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes to meet customer needs.
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Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive results.
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Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of Animal Health products using approved resources.
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Demonstrated ability to identify, develop and manage a mix of accounts independently within a territory, including some complex accounts, and to develop plans based on unique opportunities and customer needs.
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Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
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Ability to work both independently and as part of a team.
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Ability to travel overnight and some weekend activity.
Preferred Skills & Abilities
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Sales experience and/or experience within the Animal Health Industry.
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Knowledge of animal health biological and pharmaceutical products.
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Understanding or prior experience working with distribution.
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Multi-lingual fluency preferred, particularly in Spanish.
Benefits
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Comprehensive package of benefits including medical, dental, vision healthcare and other insurance benefits (for employee and family).
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Retirement benefits, including 401(k).
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Paid holidays, vacation, and compassionate and sick days.
