Territory Sales Manager
Responsibilities of the role include managing and driving sales within a defined territory. The position focuses on results, relationship building, and effective use of sales tools and data.
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.
Territory Management
- Develops and executes a territory business review 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.
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 the Virbac portfolio and its 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.
Resource Management
- Records sales activity and customer data in the CRM database accurately and in a timely manner.
- Constantly utilizes SalesForce to plan, segment, and prioritize.
- Works as a team player 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 the 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.
- Experience in the animal health industry strongly preferred.
- Experience in scientific or medical device sales strongly preferred.
- Past B2B sales experience.
- Must live within territory and be 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.
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