Territory Manager, Companion Animal - Albany, NY

Job Summary and Purpose

The Ceva Territory Manager is a vibrant, self-motivated, results-oriented sales driver. This position involves building strong relationships with veterinary professionals, understanding their needs, and providing solutions through Ceva's product lines. Ceva Territory Managers exemplify our core values of customer passion, entrepreneurial spirit, innovation, and solidarity through their consultative-focused sales approach to improve the health and well-being of pets across nation.

Responsibilities and Key Duties

Preparing and Executing the Sales Plan

• Manages and prioritizes all activities to meet territory objectives according to the defined account segmentation.
• Completes pre-call planning, clinic-by clinic, with a clear objective for each sales call.
• Schedules appointments, meetings with critical account staff, makes sales presentations, closes on business, and takes orders. Utilizes Sales Force Effectiveness principles and prepares to advance the sales process in each call.
• Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity.
• Develops and follows territory route and segmentation to maximize opportunities and selling time, maintaining, and building revenue with existing customers while prospecting for new business.

Managing Sales Results and Outcomes

• Contributes to the team effort by accomplishing related sales results as needed through the advocacy of strategic products.

Impact and Influence

• Creates a high-level of confidence in the Ceva product range.
• Influences the entire healthcare team to recommend and sell Ceva products to clients. Changes behaviors at the practice level through education and impact. Effectively holds technical product and medical conversations at veterinary products.
• Resolves customer complaints by investigating problems, developing solutions, making recommendations to management.
• Attends and coordinates events such as local VMAs, Key Opinion Leader (KOL) dinners, conferences, and tradeshows.

Developing and Preserving Relationships

• Builds long-term strategic relationships and interacts with veterinarians and key decision makers within veterinary clinics.
• Identifies customer needs and provides solutions to meet those needs. Builds effective relationships and partnerships with entire clinic staff, including veterinarians, veterinary technicians, practice managers, front-office staff, and others.
• Increases dispensing through staff trainings, promotional activities, incentives, and contests for clinic staff.
• Partners, influences, and leverages a surrogate sales force of Distribution Sales Representatives (DSRs). Enhances DSR knowledge of Ceva products and value through training.
• Communicates broadly in a professional manner and often with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff.

Market Insight Generation

• Collects and shares impressions and information about competitors by gathering current marketplace information.
• Recommends changes in products, services, and policies by evaluating results and competitive developments.

Negotiating

• Negotiates with key decision-making buyers according to Ceva's commercial policy. Collaborates with Regional Manager to facilitate negotiations with larger multiple-doctor practices or group purchasing organizations.

Reporting

• Completes administrative and sales reporting duties as required. Completes weekly expense and territory reports. Effectively manages expense budgets within the required guidelines.
• Utilizes the CRM tool to maintain call notes and track sales activity and investment in medical education programs.
• Reports the general market environment with competitors, customer details or changes.

Core Competencies

• Shapes solutions out of complexity
• Customer focus
• Collaborates with empathy
• Engages and develops
• Drives ambition and accountability
• Influences others

Technical / Functional Competencies

• Planning and Organization
• Customer Knowledge
• Product Knowledge
• Prospection & Qualifying
• Sales Call Discovery, Positioning and Presenting
• Objection Handling
• Negotiation & Closing Skills