Territory Manager, Companion Animal - Washington, DC

Overview

The success of a company depends on the passionate people we partner with. Together, let's share our talents. As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing, producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet. We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.

Our vision "Together, Beyond Animal Health" emphasizes that the health and wellbeing of people, animals and our planet are interlinked. Ceva is committed to a One Health approach. Ceva supports Diversity, Equity and Inclusion and will make reasonable accommodations throughout the interview process. To request an accommodation, please contact a member of the Ceva Talent Acquisition team.

Location:

Washington, DC

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

Commission: $0-$70,000

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 a consultative-focused sales approach to improve the health and well-being of pets across the nation.

Ceva Territory Managers do more than just sell. They provide innovative products and solutions to support the local veterinarian and the communities that surround them. Through every interaction they strive 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 solutions minded, and leads with passion while understanding the daily challenges of customers. They offer collaborative solutions to meet those challenges and drive sales through consultative relationships.

• 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 and meetings with critical account staff, makes sales presentations, closes on business, and takes orders. Utilizes Sales Force Effectiveness principles and advances the sales process in each call. Responsible for all business activities in an assigned territory.
  • Develops a sales plan to meet monthly, quarterly, and annual sales objectives; analyzes current sales revenue, market share, competitive activity, and opportunity. Tracks progress and adapts as needed to ensure success. Follows territory route and segmentation to maximize opportunities and selling time, builds revenue with existing customers, and prospect for new business. Increases share of wallet with each customer call.
• Managing Sales Results and Outcomes
  • Contributes to the team effort by achieving related sales results as needed through advocacy of strategic products.
• Impact and Influence
  • Creates confidence in the Ceva product range and influences the healthcare team to recommend Ceva products.
  • Conducts technical product and medical discussions with veterinary clients. Resolves customer complaints by investigating problems and presenting solutions.
  • Attends and coordinates events such as local VMAs, Key Opinion Leader dinners, conferences, and trade shows.
• Developing and Preserving Relationships
  • Builds long-term strategic relationships with veterinarians and key decision makers within clinics.
  • Identifies customer needs and provides solutions. Builds relationships with clinic staff including veterinarians, technicians, managers, and front-office staff.
  • Increases dispensing through staff trainings, promotions, incentives, and contests; develops and implements clinic-level programs to grow market share.
  • Collaborates with Distribution Sales Representatives (DSRs) and coordinates ride-alongs to maximize opportunities. Communicates professionally with Regional Manager, DSRs, Marketing, and Strategic Accounts.
• Market Insight Generation
  • Gathers and shares competitor information from customer visits and market observations. Recommends changes based on results and developments.
• Negotiating
  • Negotiates with key buyers per Ceva's policy and collaborates with the Regional Manager for larger practices or group purchasing organizations.
• Reporting
  • Completes administrative and sales reporting duties, weekly expenses and territory reports, and manages expense budgets within guidelines. Uses CRM to track call notes and sales activity.
• Core and Technical Competencies
  • Shapes solutions out of complexity, customer focus, collaboration with empathy, engagement and development, ambition and…