Territory Manager

Hello Job Seekers!

Are you a high performing salesperson looking for your next challenge? We are partnering with our top client in the veterinary field to find their next Sales Manager for their Delaware/Maryland Territory! The organization has awesome culture, offers unlimited PTO, a company car, and a competitive compensation package. If you have a sales background in the veterinary or human health field, apply today!

Job Purpose:

The Territory Sales Manager will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists, and other offerings. The TSM will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.

Essential Duties

· Create and implement territory coverage plans for optimal account coverage. Conduct 85% in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.

· Increase the Diagnostic revenue growth for both Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services year over year through new account acquisition and existing account upgrades and development

· Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.

· Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan

· Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business.

· Demonstrates and believes in lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.

· Coordinate daily support activities and customer activities at meetings as assigned.

· Maintains Salesforce (CRM) customer and business date and other system records accurately and thoroughly.

· Identify, target, and acquire new business opportunities.

· Negotiates and implements mutually beneficial contractual relationships for customers and the company.

· Adheres to typical pricing guidelines and seeks exceptions only when they maintain mutuality.

· Utilize approved sales collateral to support promotional and territorial needs.

· Partner with cross-functional teams and internal resources to co-promote full portfolio of services and products.

· Collaborates with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound/Cuattro, AIS, and Reference Lab services.

· Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.

· Completes these and other job duties in accordance with the Conduct and Ethics policies.

· Provide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars.

· Conduct quarterly business reviews (or as directed) for current clients.

· Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions, within SDX portfolio

· Coordinate daily support activities and customer activities at meetings as assigned.

· Complete administrative duties as required, including timely, daily forecasting and updating of the CRM with all sales activities.

Learn and maintain competitive knowledge within the diagnostics and animal healthcare space

· Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars.

· Identifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs.

· Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.

· Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.

· Build and maintain relationships with referral sources to establish a solid base of new business opportunities.

· Cooperates and collaborates with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.

· Shares important insights and competitive market information to regional and senior leadership.

Education and Experience

· Bachelors degree (Animal Health, Biological Sciences, Lab Sciences or Business-related field) preferred

· 3 years of successful field sales experience. Experience in Veterinary Diagnostics is preferred.

· Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals.

· Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.

· Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.

Proficient with Microsoft Office suite and CMS, such as Salesforce and ability to quickly learn new technologies used to support sales.

Job Type: Full-time

Pay: $72,000.00 - $90,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Life insurance
• Paid time off
• Travel reimbursement
• Vision insurance

Schedule:

• Day shift
• Monday to Friday

Application Question(s):

• Are you comfortable with traveling up to 85% of the time?

Experience:

• Veterinary, Healthcare, or Related Sales: 3 years (Preferred)

Work Location: On the road

Salary : $72,000 - $90,000