Senior Companion Animal Territory Representative - (Delaware/ Maryland Eastern Shore)

MSD•Rahway, MD

2d•$96,200 - $151,400•Remote

About The Position

The Senior Companion Animal Territory Representative is responsible for serving the Delaware/Maryland Eastern Shore territory. The representative works face to face with veterinary clinics, shelter facilities, and corporate account customers to understand their needs and sell the company’s Animal Health Companion Animal product portfolio. The role supports customer strategies and pull-through activities, identifies opportunities, and demonstrates the value and technical innovation of Animal Health products and services. Sales employees are strongly preferred to reside within their territory, though residence up to 20 miles from the territory border is allowed. The representative serves as the primary contact for assigned customers, develops territory and account plans, builds relationships with customer decision-makers, and collaborates with national and corporate account teams, distribution field partners, other species teams, regional colleagues, leadership, and Field Professional Services. The position includes analyzing sales results, managing expenses within budget, providing or identifying customer education and training resources, maintaining knowledge of products and industry trends, and meeting agreed learning and development objectives. This is a remote role with 50% travel, including overnight travel and some weekend activity. A valid driver's license is required. The position is regular employee status, with no relocation or visa sponsorship. The compensation range for the primary Delaware location is $96,200–$151,400, with eligibility for an annual bonus and long-term incentive, if applicable. Benefits include medical, dental, vision, and other insurance; retirement benefits including a 401(k); paid holidays; vacation; and compassionate and sick days.

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.
Understanding of how the position contributes to business goals and willingness to adapt processes to meet customer needs.
Ability to independently understand evolving customer needs and expectations and use knowledge of customer organizations and culture to drive results.
Ability to apply selling techniques, manage multiple customers and accounts at different sales-process stages, and articulate product value using approved resources.
Ability to independently identify, develop, and manage a mix of accounts within a territory, including complex accounts, and create 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 driver's 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 a way that is meaningful and relevant to each customer, tailoring discussions to customer 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 needs.
Develop customer strategies for interactions, relationships, solutions, partner involvement, and offerings that create sales opportunities and account growth.
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 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 Animal Health programs and services that address customer needs and provide education and training opportunities.
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.