Territory Manager, Companion Animal - Albany, NY

CEVA SANTE ANIMALE•Albany, NY

5d•$80,000 - $110,000

About The Position

Ceva Animal Health is seeking a Territory Manager to build relationships with veterinary professionals and provide solutions through its companion-animal product lines. The role is responsible for sales growth across an assigned territory, using a consultative approach to understand customer needs and support the health and well-being of pets. The position is based on making sales calls within veterinary clinics and requires comfort working around animals, regular time in a vehicle, and overnight travel that varies by territory. The Territory Manager plans and executes territory sales activities, develops customer and distributor relationships, influences product recommendations through education, and monitors market and competitor activity. The role also includes negotiating with customers, managing expenses, and completing CRM and sales reporting. The stated base salary is $80,000–$110,000, with commission of $0–$70,000.

Requirements

Bachelor’s degree; equivalent experience may be considered in lieu of a bachelor’s degree.
At minimum, proven success in a fast-paced business-to-business sales environment.
Uses analytics and insights to improve decision-making and tactical execution.
Demonstrates follow-through and attention to detail.
Ability to manage assigned expense budgets.
Highly focused and results-oriented, with the ability to identify goals and priorities and resolve issues in their initial stages.
Acceptable driving record.
Willingness and ability to spend 8 or more hours per day in a vehicle.
Ability to travel by plane or car for up to 8 hours per day.
Ability to read, speak, and understand English.
Comfort working around animals.

Nice To Haves

Three to ten years of proven outside-sales experience is strongly preferred.

Responsibilities

Manage and prioritize territory activities to meet objectives according to account segmentation.
Plan clinic calls, set objectives, schedule appointments and meetings, make sales presentations, close business, and take orders.
Develop, track, and adapt sales plans to achieve monthly, quarterly, and annual objectives using revenue, market-share, competitive, and opportunity analysis.
Manage territory routes and prospect for new business while retaining existing customers and growing revenue and share of wallet.
Contribute to team sales results by advocating for strategic products.
Build confidence in Ceva products and influence veterinary healthcare teams through education and technical product and medical discussions.
Investigate and resolve customer complaints, develop solutions, and make recommendations to management.
Attend and coordinate local veterinary association events, key opinion leader dinners, conferences, and trade shows.
Develop strategic relationships with veterinarians, clinic decision makers, and clinic staff, and identify solutions to customer needs.
Increase product dispensing through staff training, promotional activities, incentives, contests, and clinic-level programs.
Train and support Distribution Sales Representatives, identify opportunities for their involvement, and coordinate ride-alongs.
Communicate regularly and professionally with the Regional Manager, distributors, Marketing, Strategic Accounts, and other staff, incorporating feedback.
Gather and share competitor and marketplace information, and recommend changes to products, services, or policies based on results and competitive developments.
Negotiate with key decision makers under Ceva commercial policy and collaborate with the Regional Manager on larger-practice or group-purchasing negotiations.
Complete sales and administrative reports, manage expenses within guidelines, use the CRM to record calls and sales activity, and report market and customer developments.