Territory Sales Manager- Chattanooga, Knoxville, TN

About the role

Virbac is dedicated to animal health as a key component of planetary health. The company promotes internal mobility, individual development plans, and a partnership based on trust between managers and employees. The role offers a work environment that balances professional and personal lives while fostering engagement, skill acquisition, and a responsible approach to business.

Responsibilities

• Territory Results
  • Execute SMART objectives and drive strong sales activity throughout the territory.
  • Develop territory and specific account plans using strong business acumen.
  • Adopt new products in target accounts and maintain momentum despite setbacks.
  • Incorporate leadership feedback, work with high integrity, and complete administrative tasks (SalesForce, Concur) on time.
  • Achieve and exceed yearly assigned goals and objectives.
• Territory Management
  • Develop and execute territory business reviews to improve access and sales.
  • Promote a highly technical and innovative product portfolio to sophisticated audiences.
  • Prospect continuously, deepen relationships, and grow sales through conferences, distributor meetings, specialty practices, and veterinary colleges.
  • Report goals, sales activities, market information, and customer data promptly.
  • Meet field activity expectations, driving sales and relationships.
• Product, Selling Model, and Industry Knowledge
  • Execute Commercial Insights to teach, tailor, and control sales conversations and close sales.
  • Communicate technical knowledge of the Virbac portfolio and competition effectively.
  • Articulate features and benefits to persuade commitment to Virbac products.
  • Build internal and external networks with relationship‑savviness and self‑awareness.
  • Conduct educational presentations to gain product commitment.
  • Ensure timely, accurate two‑way communication between cross‑functional partners.
• Resource Management
  • Record sales activity and customer data accurately in the CRM database.
  • Utilize SalesForce to plan, segment, and prioritize territory activities.
  • Collaborate with key partners (NAMs, KAMs, Field Vets, Distributors) as a team player.
  • Analyze sales results monthly, manage expenses within budget, and use data to identify opportunities.
  • Host and attend events such as local VMAs, KOL dinners, and conferences.
  • Apply selling tools to increase sales and strengthen customer relationships.
  • Segment territory based on data and focus on high‑potential customers.

Requirements

• Bachelor’s degree (strongly preferred).
• 6+ years of experience in a selling or marketing role with proven success in fast‑paced environments.
• Experience in the animal health industry (strongly preferred).
• Experience in scientific or medical device sales (strongly preferred).
• Past B2B sales experience.
• Must reside within the territory and be willing to travel throughout the entire area.
• Proficiency with new computer applications; experience with G Suite or Microsoft Office.

Skills

• Strong communication and presentation abilities.
• Technical knowledge of Virbac’s product portfolio and competitive landscape.
• Data‑driven analysis to identify trends, opportunities, and to segment territory.
• Self‑motivation, persistence, and ability to exceed sales targets.
• Collaboration and relationship‑building with internal and external stakeholders.
• Effective use of CRM tools (SalesForce) and expense reporting (Concur).

Schedule

Work hours may include evenings, weekends, and holidays.