Companion Animal Senior Territory Manager - Jacksonville, FL

MSD•Rahway, NJ

4d•Remote

About The Position

The Senior Territory Manager builds face-to-face relationships with veterinary clinics, shelters, and corporate account customers, identifies their needs, and sells the Animal Health division’s Companion Animal product portfolio. The role supports pull-through activities and customer strategies, demonstrates the value and technical innovation of Animal Health products, and draws on available company and distribution partner resources. The territory covers northern Jacksonville, Florida, and parts of southeast Georgia. Sales employees are strongly preferred to reside within their territory, though residence up to 20 miles beyond the territory border is allowed. The position develops customer, territory, and account plans; manages relationships and sales opportunities; collaborates with regional colleagues, national and corporate account teams, distribution partners, leadership, and Field Professional Services; and stays informed about products, industry trends, competitors, and customer needs. The role analyzes monthly sales results, manages expenses within budget, and meets learning and development objectives agreed upon with leadership. This is a remote, first-shift role with 50% travel, including overnight travel and some weekend activity. A valid driver’s license is required.

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 in working and resolving problems.
Understanding of how the position contributes to business goals and willingness to adopt process changes to meet customer needs.
Ability to independently understand customers’ evolving needs and expectations and use knowledge of their organizations and cultures to drive results.
Ability to apply selling techniques effectively, manage multiple customers and accounts at different stages of the sales process, and articulate the value of Animal Health products using approved resources.
Ability to independently identify, develop, and manage a mix of accounts within a territory, including complex accounts, and develop plans based on customer needs and opportunities.
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 engage 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 about the product portfolio in ways that are meaningful and relevant to individual customers, tailoring discussions to their needs.
Serve as the primary point of contact for assigned customers and meet with key personnel and decision-makers to understand practice structure, business models, influencers, and customer needs, and to identify business opportunities.
Develop customer strategies for interactions, relationships, solutions, partner involvement, and offerings that create sales opportunities and grow account sales of Animal Health products and services.
Develop territory and specific 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 occupancy and sales growth.
Collaborate across species teams to promote 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.
Identify and select Animal Health programs and services to address customer needs and provide education and training opportunities to accounts.
Work with leadership and Field Professional Services to develop and deliver relevant 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.