Territory Sales Manager - South West Michigan, Northern Indiana

Territory Sales Manager

Highly motivated and results-oriented Territory Sales Manager with a strong business acumen and a passion for building relationships and growing sales. This role requires a self-starter who can effectively manage a territory, drive sales activity, and consistently exceed assigned goals.

• Strong communication and technical skills
• A commitment to professional integrity
• The ability to leverage data and resources to maximize sales and customer satisfaction

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

• 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, 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 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
• 6+ years experience in a selling or marketing role with proven success in fast paced environments
• Animal Health Industry strongly preferred
• Experience in scientific or medical device sales strongly preferred
• Past B2B sales experience
• Must live within territory and willing to make appointments throughout the entire territory
• Proficient in learning new computer applications and experience with GSuite or MS Office