Territory Manager Job at Antech Diagnostics (Toronto)

Job Description

The Territory Manager will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Vetsource Ecommerce offerings. The Territory Manager will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.

Job Responsibility

Manage territory market share, book of business, and growth goals by promoting, selling, and supporting Vetsource Ecommerce offerings
Serve as an advisor, leader, and technical expert to support peer mentorships and support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues
Create and implement territory coverage plans for optimal account coverage
Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets
Increase the Ecommerce revenue growth year over year through new account acquisition and existing account upgrades and optimization
Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process
Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan
Provide Ecommerce education, training, support, and service, including consultation at staff in-service and veterinarian seminars
Identifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs
Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization
Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings
Build and maintain relationships with referral sources to establish a solid base of new business opportunities
Cooperates and collaborates with Customer Care, Operations, Technical Development and Customer Success Representatives, to secure leads and identify customer needs
Shares important insights and competitive market information to market and senior leadership
Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business
Demonstrates and believes in Vetsource's Ecommerce solutions to ensure the long term viability of veterinary practices
Coordinate daily support activities and customer activities at meetings as assigned
Maintains Salesforce (CRM) customer and business data and other system records accurately and thoroughly
Identify, target, and acquire new business opportunities
Negotiates and implements mutually beneficial contractual relationships for customers and the company
Adheres to typical pricing guidelines and seek exceptions only when they maintain mutuality
Utilize approved sales collateral to support promotional and territorial needs
Collaborates with Product Owner(s) to identify critical opportunities where practitioners are ready to implement the platform, and provides ongoing feedback about potential enhancements to be added to the product backlog
Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities
Completes these and other job duties in accordance with Mars Five Principles of Mars and Conduct and Ethics policies
Provide product support and service, including consultation at staff in-services and veterinarian seminars
Conduct quarterly business reviews (or as directed) for current clients
Assist in establishing Vetsource as the leader in Ecommerce for Canadian Veterinarians
Complete administrative duties as required, including timely, daily forecasting and updating of CRM with all sales activities
Learn and maintain competitive knowledge within the Ecommerce and animal healthcare space

Requirements

Bachelors degree (Animal Science or Commerce) preferred
5+ years of successful field sales experience
Experience in Veterinary Industry is preferred
Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors
Excellent interpersonal, communication, negotiation skills
team oriented
conceptual/consultative sales skills
Proficient with Microsoft Office suite and CRM's, such as Salesforce and ability to quickly learn new technologies used to support sales
Strong sales and closing skills
Strong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers
Strong interpersonal skills and the ability to build strong client relationships and loyalty to Vetsource
Must be professionally mature and able to adapt to independent and team-oriented environment
Ability to close new business within short sales cycles
Ability to execute sales strategies in a complex, multi-faceted, fast-paced environment
Ability to train peers in the day-to-day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew business contracts
Ability to use data to inform the leadership team of regional high-priority opportunities
Ability to differentiate core business offerings to separate Vetsource from competitors' offerings
Must possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results
Must have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks
Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities
Must have the ability to work well under time constraints
Must have the ability to take own initiative and work independently
Must be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology
Must have flexible and adaptable attitude to cope with fast-changing and complex environment
Must be able to maintain confidentiality and use confidential information appropriately
Must be able to organize and schedule work effectively and effectively adapt to changing priorities
Must be insurable and must maintain a valid driver's license
Travel by vehicle up to 85% of the time within assigned territory, including overnight travel
Ability to drive up to 4 hours consecutively and overnight travel is required

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