Territory Manager, Companion Animal - Knoxville, TN
CEVA SANTE ANIMALE, Knoxville, TN, United States
The success of a company depends on the passionate people we partner with. Together, let's share our talents. As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing, producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet. We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife. Our “Together, Beyond Animal Health” vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach. Ceva Animal Heath is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team.
Location Knoxville, TN
Compensation Base Salary: $80,000-$110,000 per year
Commission: $0-$70,000
Job Summary and Purpose The Ceva Territory Manager is a vibrant, self-motivated, results-oriented sales driver. This position involves building strong relationships with veterinary professionals, understanding their needs, and providing solutions through Ceva's product lines. The role exemplifies our core values of customer passion, entrepreneurial spirit, innovation, and solidarity through a consultative-focused sales approach to improve the health and well-being of pets across the nation.
Territory Managers do more than just sell. They are passionate about providing innovative products and solutions to support the local veterinarian and the communities that surround them. Through every interaction they strive to exude our Together, Beyond Animal Health mission to strengthen the human-animal bond and combat zoonotic diseases.
The ideal candidate is driven, proactive, professional and solutions minded. They lead with passion and seek to understand the daily challenges of our customers, offering collaborative solutions to meet those challenges. The ideal candidate drives sales by building consultative relationships.
Responsibilities and Key Duties
Preparing and executing the sales plan: manage and prioritize all activities to meet territory objectives, complete pre-call planning, schedule appointments, make sales presentations, close business, and take orders. Utilize Sales Force Effectiveness principles and advance the sales process in each call. Responsible for all business activities in an assigned territory.
Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity; track progress and adapt as needed. Maintain territory route and segmentation to maximize opportunities and selling time; increase revenue with existing customers while prospecting for new business.
Managing sales results and outcomes: contribute to the team effort by accomplishing related sales results as needed through the advocacy of strategic products.
Impact and influence: build confidence in the Ceva product range, influence the healthcare team to recommend and sell Ceva products, and participate in educational conversations with veterinary products. Resolve customer complaints by investigating problems and developing solutions.
Developing and preserving relationships: build long-term strategic relationships with veterinarians and clinic staff; identify needs and provide solutions; increase dispensing through staff trainings, promotions, and programs at the clinic level. Partner with Distribution Sales Representatives (DSRs) and coordinate ride-alongs. Communicate professionally with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff.
Market insight generation: collect and share competitive marketplace information; recommend changes based on results and developments.
Negotiating: negotiate with key buyers according to Ceva’s policy and coordinate with the Regional Manager for larger practices or group purchasing organizations.
Reporting: complete administrative and sales reporting, manage expenses, and utilize CRM to track call notes and sales activity; report market conditions and competitors.
Core and Technical Competencies
Customer focus; collaboration with empathy; solution-oriented thinking; accountability.
Planning and Organization; Product Knowledge; Prospection & Qualifying; Sales Call Discovery, Positioning and Presenting; Objection Handling; Negotiation & Closing Skills.
Qualifications Education: Bachelor’s degree preferred or equivalent experience.
3-10 years of outside sales experience strongly preferred; at minimum, proven success in a fast-paced B2B environment.
Ability to use analytics for decision-making and tactical execution; strong follow-through and detail orientation.
Ability to manage assigned expense budgets; highly focused and results oriented.
Must have an acceptable driving record and the ability to spend 8+ hours per day in a vehicle.
Physical Requirements: Ability to travel by plane or car up to 8 hours per day. Must be able to read, speak and understand English.
Working Conditions: Primary work location is making sales calls within a veterinary clinic. Must be comfortable working around animals.
Travel Required: Overnight travel required; amount varies by territory.
Other: This description is not an employment contract. Ceva reserves the right to modify duties and descriptions as needed. VEVRAA Federal Contractor. Ceva is an equal opportunity employer and all qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, genetic information, disability status, protected veteran status, or any other characteristic protected by law.
Contact: Ceva Talent Acquisition for accommodations during the interview process.
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Location Knoxville, TN
Compensation Base Salary: $80,000-$110,000 per year
Commission: $0-$70,000
Job Summary and Purpose The Ceva Territory Manager is a vibrant, self-motivated, results-oriented sales driver. This position involves building strong relationships with veterinary professionals, understanding their needs, and providing solutions through Ceva's product lines. The role exemplifies our core values of customer passion, entrepreneurial spirit, innovation, and solidarity through a consultative-focused sales approach to improve the health and well-being of pets across the nation.
Territory Managers do more than just sell. They are passionate about providing innovative products and solutions to support the local veterinarian and the communities that surround them. Through every interaction they strive to exude our Together, Beyond Animal Health mission to strengthen the human-animal bond and combat zoonotic diseases.
The ideal candidate is driven, proactive, professional and solutions minded. They lead with passion and seek to understand the daily challenges of our customers, offering collaborative solutions to meet those challenges. The ideal candidate drives sales by building consultative relationships.
Responsibilities and Key Duties
Preparing and executing the sales plan: manage and prioritize all activities to meet territory objectives, complete pre-call planning, schedule appointments, make sales presentations, close business, and take orders. Utilize Sales Force Effectiveness principles and advance the sales process in each call. Responsible for all business activities in an assigned territory.
Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity; track progress and adapt as needed. Maintain territory route and segmentation to maximize opportunities and selling time; increase revenue with existing customers while prospecting for new business.
Managing sales results and outcomes: contribute to the team effort by accomplishing related sales results as needed through the advocacy of strategic products.
Impact and influence: build confidence in the Ceva product range, influence the healthcare team to recommend and sell Ceva products, and participate in educational conversations with veterinary products. Resolve customer complaints by investigating problems and developing solutions.
Developing and preserving relationships: build long-term strategic relationships with veterinarians and clinic staff; identify needs and provide solutions; increase dispensing through staff trainings, promotions, and programs at the clinic level. Partner with Distribution Sales Representatives (DSRs) and coordinate ride-alongs. Communicate professionally with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff.
Market insight generation: collect and share competitive marketplace information; recommend changes based on results and developments.
Negotiating: negotiate with key buyers according to Ceva’s policy and coordinate with the Regional Manager for larger practices or group purchasing organizations.
Reporting: complete administrative and sales reporting, manage expenses, and utilize CRM to track call notes and sales activity; report market conditions and competitors.
Core and Technical Competencies
Customer focus; collaboration with empathy; solution-oriented thinking; accountability.
Planning and Organization; Product Knowledge; Prospection & Qualifying; Sales Call Discovery, Positioning and Presenting; Objection Handling; Negotiation & Closing Skills.
Qualifications Education: Bachelor’s degree preferred or equivalent experience.
3-10 years of outside sales experience strongly preferred; at minimum, proven success in a fast-paced B2B environment.
Ability to use analytics for decision-making and tactical execution; strong follow-through and detail orientation.
Ability to manage assigned expense budgets; highly focused and results oriented.
Must have an acceptable driving record and the ability to spend 8+ hours per day in a vehicle.
Physical Requirements: Ability to travel by plane or car up to 8 hours per day. Must be able to read, speak and understand English.
Working Conditions: Primary work location is making sales calls within a veterinary clinic. Must be comfortable working around animals.
Travel Required: Overnight travel required; amount varies by territory.
Other: This description is not an employment contract. Ceva reserves the right to modify duties and descriptions as needed. VEVRAA Federal Contractor. Ceva is an equal opportunity employer and all qualified applicants will be considered without regard to race, color, religion, sex, national origin, age, genetic information, disability status, protected veteran status, or any other characteristic protected by law.
Contact: Ceva Talent Acquisition for accommodations during the interview process.
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