About The Position
The Senior Companion Animal Territory Representative is responsible for working in the Delaware/Maryland Eastern Shore territory to identify the needs of veterinary clinics, shelters, and corporate accounts, and sell the Animal Health division’s Companion Animal product portfolio. The role supports customer strategies and pull-through activities, and demonstrates the value and technical innovation of Animal Health products and services. The representative also understands and draws on resources available through Animal Health and its distribution partners. Territory Representatives meet face to face with customers, learn about their needs, and consult on relevant solutions. The role works collaboratively with field sales teams and across species teams, and serves as the primary contact for assigned customers. The company strongly prefers that sales employees live within their territory, but permits residence up to 20 miles from the territory border. The position is remote, with 50% travel, including overnight travel and some weekend activity. A valid driver’s license is required. The role reports to leadership for learning and development objectives; a specific reporting title is not stated. This is a regular position with no relocation assistance or visa sponsorship.
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.
- Ability to understand the role’s contribution to business goals and adapt processes 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, manage multiple customers and accounts at different sales-process stages, and communicate 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 create plans based on account opportunities and customer needs.
- Proficiency with 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 way, tailoring discussions and interactions to each customer’s needs.
- Serve as the primary contact for assigned customers and meet with key personnel and decision makers to understand practice structure, business models, influencers, and customer needs.
- Identify business opportunities and develop customer strategies for interactions, relationships, solutions, partner involvement, and offerings that support sales opportunities and account growth.
- Develop territory plans and specific account plans for all key customers.
- Partner with National Account Managers, the Corporate Account Team, and Distribution Field Partners to support 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 foster team growth and development.
- Analyze monthly sales results and manage expenses within budget guidelines.
- Identify and select available Animal Health programs and services to address customer needs and provide education and training opportunities.
- Work with leadership and Field Professional Services to develop and deliver offerings relevant to customer needs.
- Maintain current knowledge of Animal Health products, industry trends, and competitors.
- Communicate relevant customer, industry, product, and market trends within the organization.
- Develop and meet learning and development objectives agreed upon with leadership.
Benefits
- Medical, dental, and vision healthcare benefits.
- Other insurance benefits for employees and family.
- Retirement benefits, including a 401(k).
- Paid holidays.
- Vacation.
- Compassionate and sick days.
- Eligible for an annual bonus and long-term incentive, if applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
