Territory Manager, Companion Animal - Sarasota, Bradenton & Ft Myers, FL

Responsibilities and Key Duties

• 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.
• 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.
• Influences the entire healthcare team to recommend and sell Ceva products to clients.
• 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.
• Builds long-term strategic relationships and interacts with veterinarians and key decision makers within veterinary clinics.
• 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).
• Collects and shares impressions and information about competitors by gathering current marketplace information.
• Negotiates with key decision-making buyers according to Ceva’s commercial policy.
• Completes administrative and sales reporting duties as required.
• Utilizes the CRM tool to maintain call notes and track sales activity and investment in medical education programs.

Qualifications

• Bachelor’s degree. Equivalent experience may be considered in lieu of bachelor’s degree.
• 3-10 years proven track record in outside sales strongly preferred.
• At minimum, proven success in a fast-paced business-to-business sales environment.
• Uses analytics and insights to enhance decision-making and tactical execution.
• Follow-through and attention to detail.
• Ability to manage assigned expense budgets.
• Highly focused and results oriented, able to identify goals and priorities and resolve issues in initial stages.
• Must have an acceptable driving record.
• Must be willing and able to spend 8+ hours per day in a vehicle.
• Ability to travel via plane or car for up to 8 hours per day.
• Must possess the ability to read, speak and understand English.
• Must be comfortable working around animals.
• Overnight travel required; the amount varies by territory.