Companion Animal Senior Territory Manager – LA SOUTH

MSD•Los Angeles, CA

7d•$96,200 - $151,400•Remote

About The Position

The Senior Territory Manager covers the LA SOUTH territory and sells the Animal Health division’s Companion Animal product portfolio to veterinary clinics, shelter facilities, and corporate accounts. The role identifies customer needs, supports pull-through activities aligned with customer strategies, and communicates the value and technical innovations of the Animal Health division. The position uses available company and distribution-partner resources to meet customer needs. Sales employees are strongly preferred to live within their territory; employees may live up to 20 miles from the territory border. The Senior Territory Manager serves as the primary contact for assigned customers, develops account and territory strategies, and collaborates with National Account Managers, corporate account teams, distribution field partners, other species teams, leadership, and Field Professional Services. The role also analyzes sales results, manages expenses, delivers education and training opportunities, monitors product and industry trends, communicates market insights, and meets learning and development objectives agreed upon with leadership.

Requirements

High school diploma and at least 10 years of sales or equivalent experience, or a bachelor’s degree and at least 5 years of sales experience.
Excellent interpersonal, communication, and presentation skills.
Motivation and focus on achieving measurable, tangible results.
Commitment to collaboration as a normal way of working and resolving problems.
Ability to understand how the position contributes to business goals and willingness to adopt process changes to meet customer needs.
Ability to independently understand evolving customer needs and expectations and use knowledge of customer organizations and cultures to drive results.
Ability to apply selling techniques while managing multiple customers and accounts at different stages of the sales process and articulating product value using approved resources.
Ability to independently identify, develop, and manage a diverse mix of accounts in a territory, including complex accounts, and create plans based on opportunities and customer needs.
Proficient computer skills, including working knowledge of Word, Excel, and PowerPoint, and ability to use an iPad.
Ability to work independently and as part of a team.
Ability to travel overnight and participate in some weekend activity.
Valid driving license.

Nice To Haves

Sales experience and/or experience within the Animal Health industry.
Knowledge of animal health biological and pharmaceutical products.
Understanding of or prior experience working with distribution.
Multilingual fluency, particularly in Spanish.

Responsibilities

Communicate the product portfolio in ways that are meaningful and relevant to individual customers, tailoring discussions to customer needs.
Serve as the primary contact for assigned customers and meet with key personnel and decision makers to understand practices, business models, influencers, needs, and opportunities.
Develop customer strategies for interactions, relationships, solutions, partner involvement, and offerings that create sales opportunities and account growth.
Develop territory and account plans for key customers.
Partner with National Account Managers, the Corporate Account Team, and Distribution Field Partners to focus on key accounts and corporate-owned clinics and drive sales growth.
Collaborate across species teams to increase knowledge of the full Animal Health product portfolio.
Share knowledge with regional team members to support team growth and development.
Analyze monthly sales results and manage expenses within budget guidelines.
Select available Animal Health programs and services to address customer needs and provide account education and training.
Work with leadership and Field Professional Services to develop and deliver offerings that address customer needs.
Maintain current knowledge of Animal Health products, industry trends, and the competitive landscape.
Communicate relevant customer, industry, product, and market trends within the organization.
Develop and meet learning and development objectives agreed upon with leadership.