Virbac
Territory Sales Manager Position – Niagara / Central Ontario
Job Description
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 the Niagara and Central Ontario region including the Niagara Falls, Hamilton, Burlington, Brantford and Barrie areas.
Prefer candidates reside within the territory: in the area of Halton/Brant/Wentworth/Haldimand County.
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
● Uses 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 positivity and 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 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, 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 uses 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 selling 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 territory and willing to make appointments throughout the entire territory
●Work hours may include evenings, weekends and holidays
Add Your Talent to Ours!
To apply for this job email your details to lise.findlay@virbac.ca