Territory Sales Manager - South West Michigan, Northern Indiana

Experiencing together a unique human adventure

Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business.

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.

Territory: South West Michigan Northern Indiana

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

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

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