Companion Animal Senior Territory Manager - Jacksonville, FL

MSD•Rahway, NJ

1d•$96,200 - $151,400•Remote

About The Position

The Senior Territory Manager is responsible for working across the assigned territory to understand the needs of veterinary clinics, shelter facilities, and corporate accounts. The role sells the company's Animal Health Companion Animal product portfolio, supports customer-strategy pull-through activities, and demonstrates the value and technical innovation of the Animal Health division. The manager also applies knowledge of resources available through the division and its distribution partners. The territory covers northern Jacksonville, Florida, and areas of southeast Georgia. Sales employees are strongly preferred to live within their assigned territory, though employees may live up to 20 miles from the territory border. This is a remote role with 50% travel.

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 the normal way of working and resolving problems.
Understanding of the position's contribution to business goals and willingness to adopt process changes to meet customer needs.
Ability to independently understand evolving customer needs and expectations and combine that understanding with knowledge of customer organizations and cultures to drive results.
Ability to apply selling techniques while managing multiple customers and accounts at different sales-process stages and articulating product value 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 participate in some weekend activity.
Valid driving license.

Nice To Haves

Sales experience and/or experience in 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 a meaningful and relevant way, tailoring discussions and interactions to each customer's needs.
Serve as the primary point of contact for assigned customers; meet with key personnel and decision-makers to understand practice structure, business models, key influencers, and customer needs, and identify business opportunities.
Develop customer strategies for interactions, relationships, solutions, partner involvement, and potential offerings that generate 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 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.
Select Animal Health programs and services that address customer needs and provide education and training opportunities to accounts.
Work with leadership and Field Professional Services to develop and deliver offerings that address customer needs.
Maintain current understanding of Animal Health products, industry trends, and the competitive landscape.
Communicate relevant customer, industry, product, and market trends throughout the organization.
Develop and meet learning and development objectives agreed upon with leadership.