Representante territorial de ventas
Merck
4 hours ago
On-site
United States
Sales
Senior Territory Representative interacts face to face with customers to understand needs and consult to offer solutions, working collaboratively in field sales teams.
This role is responsible for working within a territory to identify veterinary clinic, shelter facility, and corporate account customer needs by selling the Animal Health division’s Companion Animal product portfolio, supporting pull-through activities aligned to customer strategy, and demonstrating value and technical innovations. Requires understanding resources across the Animal Health division and Distribution Partners.
Territory: Northern, MI (including the Upper Peninsula). Preferred that sales employees reside within the territory; may live up to 20 miles from the territory border.
Essential Accountabilities:
- Communicate product portfolio value in a meaningful, relevant way to each customer; customize interactions based on customer needs.
- Serve as primary point of contact for assigned customers; meet with decision makers to understand practice/business model, key influencers, customer needs, and identify business opportunities.
- Develop customer strategy (interaction/relationship approach, solutions, partner involvement, and potential offerings) to drive sales opportunities and account growth.
- Develop territory and account plans for key customers; partner with National Account Managers, Corporate Account Team, and Distribution Field Partners to drive occupancy and sales growth.
- Collaborate across species teams to enhance knowledge of the Animal Health product portfolio.
- Share knowledge with regional team members to support growth and development.
- Analyze monthly sales results and manage expenses within budget guidelines.
- Identify and select programs/services to address customer needs and provide education & training opportunities.
- Work with leadership and Field Professional Services to develop and deliver relevant offerings.
- Stay current on Animal Health products, industry trends, and the competitor landscape.
- Communicate customer, industry, product, and market trends through the organization.
- Develop and meet learning and development objectives agreed upon with leadership.
Minimum Qualifications:
- Bachelor’s degree with at least 5 years of sales experience OR high school diploma with at least 10 years of sales (or equivalent) experience.
Required Skills/Abilities:
- Excellent interpersonal/communication and presentation skills.
- Motivation and focus on measurable, tangible results.
- Commitment to collaboration to resolve problems.
- Understanding of how role contributions impact business goals; willingness to adopt process changes to meet customer needs.
- Ability to independently understand evolving customer needs/expectations and apply knowledge of customer organization and culture to drive results.
- Effective selling techniques; manage multiple customers/accounts across stages of the sales process; articulate Animal Health product value using approved resources.
- Ability to independently identify, develop, and manage a diverse mix of accounts in a territory, including complex accounts; develop plans based on unique opportunities and customer needs.
- Proficient computer skills (Word, Excel, PowerPoint) and ability to use an iPad.
- Ability to work independently and as part of a team.
- Ability to travel overnight and do some weekend activity.
Preferred Skills & Abilities:
- Experience in the Animal Health industry.
- Knowledge of animal health biological and pharmaceutical products.
- Understanding/prior experience working with Distribution.
Required Skills (listed): Account Management; Adaptability; Industry Knowledge; Market Analysis; Product Knowledge; Sales Goal Achievement; Sales Presentations; Sales Reporting; Technical Product Sales
This role is responsible for working within a territory to identify veterinary clinic, shelter facility, and corporate account customer needs by selling the Animal Health division’s Companion Animal product portfolio, supporting pull-through activities aligned to customer strategy, and demonstrating value and technical innovations. Requires understanding resources across the Animal Health division and Distribution Partners.
Territory: Northern, MI (including the Upper Peninsula). Preferred that sales employees reside within the territory; may live up to 20 miles from the territory border.
Essential Accountabilities:
- Communicate product portfolio value in a meaningful, relevant way to each customer; customize interactions based on customer needs.
- Serve as primary point of contact for assigned customers; meet with decision makers to understand practice/business model, key influencers, customer needs, and identify business opportunities.
- Develop customer strategy (interaction/relationship approach, solutions, partner involvement, and potential offerings) to drive sales opportunities and account growth.
- Develop territory and account plans for key customers; partner with National Account Managers, Corporate Account Team, and Distribution Field Partners to drive occupancy and sales growth.
- Collaborate across species teams to enhance knowledge of the Animal Health product portfolio.
- Share knowledge with regional team members to support growth and development.
- Analyze monthly sales results and manage expenses within budget guidelines.
- Identify and select programs/services to address customer needs and provide education & training opportunities.
- Work with leadership and Field Professional Services to develop and deliver relevant offerings.
- Stay current on Animal Health products, industry trends, and the competitor landscape.
- Communicate customer, industry, product, and market trends through the organization.
- Develop and meet learning and development objectives agreed upon with leadership.
Minimum Qualifications:
- Bachelor’s degree with at least 5 years of sales experience OR high school diploma with at least 10 years of sales (or equivalent) experience.
Required Skills/Abilities:
- Excellent interpersonal/communication and presentation skills.
- Motivation and focus on measurable, tangible results.
- Commitment to collaboration to resolve problems.
- Understanding of how role contributions impact business goals; willingness to adopt process changes to meet customer needs.
- Ability to independently understand evolving customer needs/expectations and apply knowledge of customer organization and culture to drive results.
- Effective selling techniques; manage multiple customers/accounts across stages of the sales process; articulate Animal Health product value using approved resources.
- Ability to independently identify, develop, and manage a diverse mix of accounts in a territory, including complex accounts; develop plans based on unique opportunities and customer needs.
- Proficient computer skills (Word, Excel, PowerPoint) and ability to use an iPad.
- Ability to work independently and as part of a team.
- Ability to travel overnight and do some weekend activity.
Preferred Skills & Abilities:
- Experience in the Animal Health industry.
- Knowledge of animal health biological and pharmaceutical products.
- Understanding/prior experience working with Distribution.
Required Skills (listed): Account Management; Adaptability; Industry Knowledge; Market Analysis; Product Knowledge; Sales Goal Achievement; Sales Presentations; Sales Reporting; Technical Product Sales