Job Summary

The Territory Manager is responsible for the maintenance and expansion of assigned customer base within an assigned territory for pharmaceuticals, supplies, products, & programs. This includes achieving annual sales, revenue, and gross profit goals within a specified territory.

Essential Functions

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.

Generation of Sales

Regularly call on mixed-practice veterinarians, agricultural retailers, and/or producers within a defined sales territory to achieve budgeted sales volume and other established goals.

Retain and further develop established customer accounts and develop new customer accounts to increase market share.

Partner with customers to understand their business needs and requirements in order to proactively recommend specific products and solutions.

Provide impeccable support:  respond to customer queries, answer questions and solve problems in a timely fashion.

Identify trends in customer satisfaction.

Verify price and terms in accordance with standard procedures and customer profitability profiles.

Partner with the sales support functions in order to grow the territory.

Territory Growth

Must meet forecasted goals.

Maintain a current knowledge of the industry, consumer preferences, company products, programs, market conditions, and competition. 

Gain understanding of and adhere to Accounts Receivables policies and practices.

Ensure accuracy in customer orders and territory records, document all customer interactions and potential sales opportunities, and maintain accurate financial documentation. 

Utilize sales and financial reports as needed to grow the territory. 

Must maintain acceptable driving record.

The Territory Manager may perform other duties as assigned.

Job Qualifications

Required Qualifications

Associate degree in Business and/or Animal Health, or equivalent combination of education and experience.

Exceptional customer service and organization skills.

Self-motivated

Ability to analyze financial information

Skillful negotiation and presentation abilities

Accuracy and strong attention to detail.

Effective verbal, written, and interpersonal communication skills. 

General computer proficiency including knowledge of MS Office

Preferred Qualifications

At least 3 years of experience in animal health/agriculture or sales

Proficiency in SAP or related ERP

Working Conditions

Physical Demands

Lifting or Carrying, occasional, up to 50 pounds

Sitting or Standing, majority of work day

Reading and sight, requires frequent review of customer information

Operate a computer of other office devices

Talking and hearing, position involves frequent communication with customers, inside staff, etc, and requires ability to understand and effectively exchange accurate information

Environmental Factors

This position requires traveling to business locations.

Travel and On-call

This position requires travel in a regional area.  Percentage of travel varies based on the territory.

This position is paid on a commission basis.