Virbac
Livestock Health Territory Sales Manager
Virbac, Westlake, Texas, United States,
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
Area of responsibility 1: Territory ResultsExecutes SMART objectives and goals for sales activityMeasures and tracks to consistently achieve sales goalsUtilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationshipsGain adoption of new products and services in target accountsExpected 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 goalsDevelop effective call cycles to reach appropriate customers with frequencyUse CRM database and customer knowledge to segment customers and build focus on high potential veterinary practicesUse all sales methodologies (inside sales, distributors, buying groups, TSV, etc.) to build and extend customer relationshipsSeek additional customer relationships at conferences, producer meetings, consulting veterinary practices and veterinary collegesReport goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashionBe viewed as a business partnerExpected 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 productsActively engages distributors, building relationships and providing training when necessaryPersuasively 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 productsExpected 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 mannerCollects and analyzes customer and market data to uncover opportunities to maximize salesIdentifies and focuses sales activities on high potential veterinary practicesUtilizes 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 goal s
Skills
Bachelors Degree preferred or 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
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!
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
Area of responsibility 1: Territory ResultsExecutes SMART objectives and goals for sales activityMeasures and tracks to consistently achieve sales goalsUtilize selling tools (database, reports, competitive presence) to analyze territory and uncover opportunities that lead to increased sales and stronger customer relationshipsGain adoption of new products and services in target accountsExpected 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 goalsDevelop effective call cycles to reach appropriate customers with frequencyUse CRM database and customer knowledge to segment customers and build focus on high potential veterinary practicesUse all sales methodologies (inside sales, distributors, buying groups, TSV, etc.) to build and extend customer relationshipsSeek additional customer relationships at conferences, producer meetings, consulting veterinary practices and veterinary collegesReport goals, sales activities, market information and customer data under established communication methods and channels in a regular and timely fashionBe viewed as a business partnerExpected 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 productsActively engages distributors, building relationships and providing training when necessaryPersuasively 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 productsExpected 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 mannerCollects and analyzes customer and market data to uncover opportunities to maximize salesIdentifies and focuses sales activities on high potential veterinary practicesUtilizes 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 goal s
Skills
Bachelors Degree preferred or 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
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!