W.F. Young, Inc.
Livestock Health Territory Sales Manager (Iowa, Nebraska, South Dakota)
W.F. Young, Inc., Granite Heights, Wisconsin, 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
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! #J-18808-Ljbffr
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! #J-18808-Ljbffr