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
Area of accountability no.2: Territory Management
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
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
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, 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
Education & Experience:
Bachelor’s Degree strongly preferred
Minimum 2 years of professional level experience with proven success in fast-paced environment
Preferred 2+ years experience in a selling or marketing role (combination of both ideal)
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
Territory Sales Manager - Southwestern Ontario • Cambridge, Canada
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