Livestock Health Territory Sales Manager (Iowa, Nebraska, South Dakota)

Experiencing together a unique human adventure Animal health is key to the health of the planet. Working at Virbac means taking part in a unique human adventure in which the engagement of each individual contributes to its evolution. Encouraging internal mobility between positions and countries, offering individual development plans and building a partnership based on trust between managers and employees are as many perspectives of motivation for our teams. We also offer them a work environment conducive to exploring new territories and balancing their professional and personal lives. Finally, fostering their engagement to animal health also means listening to them and helping them to acquire new skills, preparing them for the challenges of tomorrow and encouraging them to contribute to an ever more responsible approach to our business. To persuasively communicate the features and benefits of Virbac products and services to cattle producers, vet supplies and veterinarians in order to gain commitment to try, use, buy or recommend Virbac products and services. - Drive trial of, usage of and recommendation for Virbac products - Drive preference for the Virbac products and services Territory: Iowa, Nebraska, South Dakota. Area of responsibility 1: Territory Results Executes SMART objectives and goals for sales activity Measures and tracks to consistently achieve sales goals Utilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationships Gain adoption of new products and services in target accounts Expected results: Achieve and exceed sales, budget, and launch goals Area of responsibility 2: Territory Management Seek, develop and maintain strong customer relationships in assigned territory in order to drive sales and exceed profitability goals Develop effective call cycles to reach appropriate customers with frequency Use CRM database and customer knowledge to segment customers and build focus on high potential veterinary practices Use all sales methodologies (inside sales, distributors, buying groups, TSV, etc.) to build and extend customer relationships Seek additional customer relationships at conferences, producer meetings, consulting veterinary practices and veterinary colleges Report goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashion Be viewed as a business partner Expected results: Territory activity and strategies drive sales and relationships Area of responsibility 3: Product, Selling Model and Industry Knowledge Articulates technical knowledge of Virbac product portfolio as well as competitor products Actively engages distributors, building relationships and providing training when necessary Persuasively communicates product features and benefits to veterinary customers, producers and distributors in order to gain commitment and preference for Virbac products and services. Conduct on-site educational seminars to communicate and gain commitment to use and sell Virbac products Expected results: Ensure timely and accurate two-way information flow between customers, the market and corporate departments Area of responsibility 4: Data Resource Management Records sales activity and customer data in CRM database accurately and in a timely manner Collects and analyzes customer and market data to uncover opportunities to maximize sales Identifies and focuses sales activities on high potential veterinary practices Utilizes Daily Sales APP, CRM and CRM Dashboards to plan, segment and prioritize Expected results: Efficient and effective territory management leading to customer segmentation, customer partners and achievement of sales goals Skills Bachelors Degree preferred or years equivalent experience Solid technical sales experience Demonstrate customer focus Ability to solve problems and communicate solutions Communicate effectively Manage execution showing drive and results orientation Establish efficient plans Analyze problems and situations Make sound and courageous decisions Demonstrate ability to adapt and develop personal skills Additional Preparation - set clear objectives for every call; break down work into process steps; see the task at hand for customers and co-workers and engage in a thought out plan to complete in a timely manner; accurately estimate length of time/ number of visits and difficulty needed to complete task; measure performance against goals and evaluate results Questioning - question strategically; utilize needs based questions; cause customer to think in a new direction Listening - listen attentively, actively, patiently; ask insightful questions and restate for clarity even if not in agreement; identify customer’s Core Drivers and Communication Styles Presentation/ Communication/ Skills - effectively prepare for and deliver a presentation; able to present on a variety of Virbac products Problem Solving - analyze a situation and come up with a solution; customer and corporate-based Strong understanding of swine production. Relationships with beef producers such as large feedlots, stockers, with vet supplies and mixed/beef vet practices & vet consultant Ability to work across multiple levels from senior level management to production. Virbac provides numerous career opportunities, thanks to the diversity of its jobs and their international dimension. Joining Virbac means joining dynamic teams ambitious for success. Add Your Talent to Ours! Introduce yourself to our recruiters and we'll get in touch if there's a role that seems like a good match! Focusing on animal health, from the beginning At Virbac, we provide innovative solutions to veterinarians, farmers and animal owners in more than 100 countries around the world. Covering more than 50 species, our range of products and services enables to diagnose, prevent and treat the majority of pathologies. Every day, we are committed to improving animals’ quality of life and to shaping together the future of animal health. Read more