Territory Manager, Companion Animal

Location: St. Paul, MN or Southern Minnesota

Base Salary: $80,000-$110,000

Commission: $0-$70,000

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 the nation. They are passionate about providing innovative products and solutions to support the local veterinarian and the communities that surround them, striving to exude our Together, Beyond Animal Health mission to strengthen the human-animal bond and combat zoonotic diseases. The ideal candidate is driven, proactive, professional, and a solutions-minded influencer, offering collaborative solutions to meet the daily challenges of our customers.

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, makes sales presentations, closes on business, and takes orders. Responsible for all business activities in an assigned territory.

• Develops and follows a sales plan to meet monthly, quarterly, and annual sales objectives, tracking and measuring progress to ensure success.

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.

• 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 with veterinarians and key decision makers within veterinary clinics.

• Increases market share and share of wallet in clinics with a goal of growing the overall category.

• Partners with Distribution Sales Representatives (DSRs), enhancing their knowledge of Ceva products through training.

Market Insight Generation

• Collects and shares impressions and information about competitors and marketplace developments during customer visits.

Negotiating

• Negotiates with key decision-making buyers according to Ceva’s commercial policy.

Reporting

• Completes administrative and sales reporting duties as required, using CRM tools to maintain call notes and track sales activity.

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.

Qualifications:

• Education: Bachelor’s degree or equivalent experience.

• 3-10 years proven track record in outside sales strongly preferred.

• Other: Must have an acceptable driving record and be willing to spend 8+ hours per day in a vehicle.

Physical Requirements:

• Ability to travel via plane or car for up to 8 hours per day.

Working Conditions:

• Primary work location is making sales calls within a veterinary clinic.

Travel Required:

• Overnight travel required; the amount varies by territory.