Territory Manager - Swine

MSD•Irving, TX

2d•Remote

About The Position

The Territory Manager is an individual contributor and key member of the field sales team, responsible for supporting the company’s customer-centric business model. The role serves customers in an assigned swine territory by identifying customer needs, selling Animal Health products, supporting customer-strategy pull-through activities, and demonstrating the value and technical innovation of the company’s Animal Health portfolio. The territory includes Arkansas, Texas, Oklahoma, Kansas, Colorado, Utah, and Missouri. The position requires living within the assigned territory and approximately 75% travel; relocation is provided. The Territory Manager develops customer and account strategies and plans, builds relationships with decision-makers, identifies sales opportunities, and grows account sales. The role works with national and corporate account teams, distribution partners, other species teams, leadership, and Field Technical Services to provide relevant products, programs, education, and training. It also analyzes sales results and expenses, shares customer and market insights, develops product and industry knowledge, and meets learning and development objectives agreed upon with leadership. The position requires substantial Animal Health sales experience, including required swine industry sales experience, strong customer engagement and communication skills, and the ability to manage accounts and territory plans independently. Overnight travel and some weekend activity are required. The position is remote, with a stated primary location of Irving, Texas. Compensation for that primary location is $117,000–$184,200 base salary, with eligibility for an annual bonus and long-term incentive, if applicable.

Requirements

High school diploma and 12 years of Animal Health sales experience, or a bachelor's degree and 8 years of Animal Health sales experience.
Swine industry sales experience.
Strong interpersonal, communication, and presentation skills.
Ability to achieve measurable results and use data resources and analytical problem-solving tools to resolve customer issues.
Ability to work independently and as part of a team, and to share relevant information and leverage team members’ strengths.
Ability to adapt to process changes and champion innovative technologies to meet customer needs.
Ability to understand evolving customer needs and organizational culture and use that understanding to identify strategic opportunities and deliver sustainable results.
In-depth knowledge of effective selling techniques and the ability to explain the value and use of products using approved resources.
Ability to independently identify, develop, and manage a diverse mix of accounts and set customer plans and goals based on account priority and customer needs.
Proficiency with Word, Excel, and PowerPoint, and ability to use an iPad.
Ability to travel overnight and participate in some weekend activity.
Ability to live within the assigned territory and travel approximately 75% within it.

Nice To Haves

Fluency in English and Spanish.
Knowledge of animal health biological and pharmaceutical products.
Understanding of or past experience working with distribution.

Responsibilities

Communicate product information in ways that are meaningful and relevant to individual customers, tailoring discussions to customer needs.
Serve as the primary point of contact for assigned customers and meet with decision-makers to understand their practices, business models, influencers, and needs.
Develop customer strategies that define relationship and interaction plans, solutions, partner involvement, and potential offerings to create sales opportunities and grow account sales.
Develop territory and account plans for assigned customers.
Partner with National Account Managers, the Corporate Account Team, and Distribution Field Partners to maintain account focus and drive sales growth.
Collaborate across species teams to improve knowledge of the full product portfolio and share information that supports team development.
Analyze monthly sales results and manage expenses within budget guidelines.
Select available programs and services to address customer needs and provide education and training opportunities.
Work with leadership and Field Technical Services to develop and deliver offerings that address customer needs.
Build understanding of company products, industry trends, competitors, business models, and customer influence networks, and share relevant information with stakeholders.
Communicate relevant customer, industry, product, and market trends throughout the organization.
Develop and meet learning and development objectives agreed upon with leadership.