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.
The Territory Sales Manager leverages resources and business planning to drive the business in their respective territory. The Territory Sales Manager works with veterinary customers as a valued partner to offer solutions that meet their needs. The ideal candidate will have a strong work ethic and adaptable mindset that can help them achieve optimal sales results in the territory. The ability to effectively manage a territory in a fast paced environment is required by a self-motivated individual. Daily travel in the field is required to drive business in a territory that covers Central Ontario and Niagara Peninsula.
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
Professional 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, specialty practices and veterinary colleges
Reports goals, sales activities, market information 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: Communication Skills
Executes commercial Insights to educate, tailor and take charge of sales conversations and closes sales
Demonstrates strong communication skills that articulate technical knowledge of Virbac portfolio and competition
Demonstrates active listening skills to understand the customer needs and wants
Continuously uses the Cambridge Calgary Communication guide and most of the 70 defined communication skills
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 Salesforce database accurately and in a timely manner
Constantly utilizes SalesForce to plan, segment and prioritize
Uses data to understand trends and insights to identify opportunities
Analyzes sales results on a bi-monthly basis and manages expenses within budget guidelines
Hosts and attends events such as local VMAs, KOL dinners, conferences, including virtual events, 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
Applies selling tools to analyze territory to increase sales and build stronger customer relationships
Expected results: Territory management leading to customer satisfaction and achievement of sales goals
Education & Experience:
Bachelor’s Degree or RVT strongly preferred
Minimum 2 years of professional level experience with proven success in fast-paced environment
Preferred 2+ years experience in a sales role
Animal Health Industry strongly preferred
Experience in evidence based medicine / scientific / medical device sales strongly preferred
Past B2B sales experience
Proficient in learning new computer applications and experience with GSuite or MS Office
Must live within the territory and be willing to make appointments throughout the entire territory (Central Ontario, Niagara Peninsula)
Work hours may include evenings, weekends and holidays
Bilingual English/French is an asset
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