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Territory Sales Manager

Company: CTI Education Group
Location: Oregon
Posted on: February 23, 2021

Job Description:

Job Description - Territory Sales Manager (2020BR026) Job Description Territory Sales Manager Description Virbac, shaping the future of animal health
Founded in 1968 by a French veterinarian, Virbac is an independent pharmaceutical laboratory since always dedicated to animal health. Currently ranked 7th worldwide, the company is present in more than 100 countries, offering a comprehensive and practical range of products and services covering the majority of species and pathologies. Virbac innovation, based on both technological advances and listening to the customers, relies on reactive production facilities which meet the highest international quality standards. For nearly fifty years, these specific features have allowed the company to build a personalized relationship with veterinarians and farmers in every country. Through this privileged partnership, in which social, health and environmental issues come together, Virbac contributes, day after day, to shape the future of animal health.

Territory Sales Manager Mission To persuasively communicate the features and benefits of Virbac products and services to veterinary professionals in order to gain commitment to try, use, buy or recommend Virbac products and services. Drive trial of, usage of and recommendation for Virbac products

  • Drive preference for the Virbac products and services Qualifications Permanent Assignments-- Area of accountability no.1: Territory Results Main activities:
    • Set SMART objectives and goals for sales activity
    • Measures, tracks, and analyses activity, making adjustments when appropriate to consistently achieve and sometimes exceed sales goals
    • Utilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationships
    • Gain adoption of return to commerce and new products in target accounts; share success stories across regional lines to help with company-wide success in RTC and new product launches Expected results: Achieve and exceed sales, budget, and launch/re-launch goals Area of accountability no.2: Territory Management Main activities:
      • Seek, develop and maintain strong customer relationships in assigned territory in order to drive sales and exceed profitability goals
      • Develop effective call cycles to reach appropriate customers with frequency and uncover new opportunities
      • Use database and customer knowledge to segment customers and build focus on high potential veterinary practices
      • Use all sales methodologies (inside sales, distributors, buying groups, KAM, TSV, etc.) to build and extend customer relationships
      • Seek additional customer relationships at conferences, distributor meetings, specialty practices and veterinary colleges
      • Report goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashion
      • Be viewed as a business partner Expected results: Territory activity and strategies drive sales and relationships Area of accountability no.3: Product, Selling Model and Industry Knowledge Main activities:
        • Master and demonstrate Virbac 6 C's Sales Model, Communication Styles and Core Drivers to drive sales and stronger relationships
        • Master technical knowledge of Virbac product portfolio as well as competitor products
        • Actively engage distributors, building relationships and providing training and participating in meetings when necessary
        • Persuasively communicate to veterinary customers and distributors in order to gain commitment and preference for Virbac products and services.
        • Relays significant and relevant competitor information for corporate departments
        • Conduct on-site educational seminars to communicate and gain commitment to use and sell Virbac products
        • Understand current industry trends and competitor activity to develop a plan
        • Participate on Product Launch Team
        • Under guidance of Tech Services Vet or Sales Consultant, deliver new product training to TSM Expected results: Ensure timely and accurate two-way information flow between customers, the market and corporate departments Area of accountability no.4: Data Resource Management Main activities:
          • Record sales activity and customer data including Core Drivers and Communication Styles in CRM database accurately and in a timely manner
          • Collect and analyze customer and market data to uncover opportunities to maximize sales
          • Identify and focus sales activities on high potential veterinary practices
          • Utilize Daily Sales App, CRM and CRM Dashboards to plan, segment and prioritize Expected results: Efficient and effective territory management leading to customer segmentation, customer partners and achievement of sales goals Know-how : job-related skills required to complete activities
            • Preparation- set clear objectives for every call; break down work into process steps; see the task at hand for customers and co-workers and engage in a thought out plan to complete in a timely manner; accurately estimate length of time/ number of visits and difficulty needed to complete task; measure performance against goals and evaluates results; have appropriate materials for every call according to spotlight products ; assist region in strategy for product launch
            • Questioning-question strategically; utilize needs based questions; cause customer to think in a new direction
            • Listening- listen attentively, actively, patiently; ask insightful questions and restate for clarity even if not in agreement; identify and adjust to customer's Core Drivers and Communication Styles
            • Presentation/ Communication/ Skills- effectively prepare for and deliver a presentation to small and large groups; facilitate discussions; present on a variety of Virbac products; solicit feedback on effectiveness of presentation; make adjustments on the fly when a presentation is not effective
            • Problem Solving- analyze a situation and come up with a solution; know where to go for answers and solutions; customer and corporate-based
            • Closing Skills- Make smaller closes looking for agreement throughout the sales call; read situations and close at appropriate times; consistently gain commitment Behavior : interpersonal skills required to complete activities Validated Skills Model: MANAGER
              • Demonstrate Customer Focus
              • Communicate Effectively
              • Manage execution showing drive and results orientation
              • Analyze problems and situations
              • Make sound and courageous decisions
              • Demonstrate ability to adapt and develop personal skills Cross-Functional Relationships : which may impact the job's activities 1. Daily contact with veterinary professionals in veterinary practices. Exposure to dogs and cats is regular and continual. 2. Contact with second tier customers such as distributor management, distributor representatives (inside and outside) 3. Contact with Virbac sales management, sales support and inside sales representatives. Contact with other Virbac Departments (marketing, technical services). Context and Environment : main threats and/or opportunities that impact the job; level of autonomy of the job 1. Threat: continued weakness or worsening of the national economy 2. Opportunity: sales expansion plans over next three years will result in a dynamic territory, but will enable TM to focus on smaller number of customers 3. Successful candidates in this position will exhibit a degree of autonomy in self-motivation, self-reliance and independent thinking in order to achieve sales goals. Communication with peers and managers is important, as is adhering to company policies and procedures. Optional : Training / Experience necessary to fulfill the job Educational level or equivalent experience: Bachelor's Degree required Total number of years' experience required to fulfill the role: 3 - 5 years experience in a selling or marketing role 1 - 2 years experience in an animal health or human health field You're willing to join a dynamic team in a growing company ? Virbac is committed for several years to promote diversity and equal opportunities especially on the issue of disability. All positions are open to people experiencing disability.

Keywords: CTI Education Group, Saint Joseph , Territory Sales Manager, Sales , Oregon, Missouri

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