Senior Ruminant Territory Sales Representative (Michigan- North of I96)

Role Summary

Senior Ruminant Territory Sales Representative – Michigan (North of I-96). The role covers the Michigan territory north of I-96; candidate must reside within the territory. The Sales Representative is a key member of the field sales team, responsible for understanding and identifying customer needs, selling Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that Animal Health is viewed as bringing value and technical innovations aligned to the Science of Healthier Animals. They will demonstrate an understanding of resources across Animal Health and our Distribution Partners and collaborate with field teams to support a customer-centric business model.

Responsibilities

• Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs
• Primary point of contact for assigned customers, meets with key personnel/decision makers to understand practice structure, business model, key influencers, customer needs and identifies business opportunities.
• Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Animal Health products and services.
• Develop territory and specific account plans for all assigned customers. Partners with National Account Managers, Corporate Account Team, Monitoring Technology Manager, Vet Clinics and other Distribution Field Partners to maintain strong focus on accounts to drive sales growth.
• Work collaboratively across all species teams to foster our approach to enhance knowledge of the entire Animal Health product portfolio.
• Shares with other team members within the region to foster growth and development within the team.
• Analyze sales results on a regular (monthly) basis and manage expenses within budget guidelines.
• Identifies and selects programs/services available within Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
• Works with leadership and Field Technical Services to develop and deliver relevant offerings that address desired customer needs.
• Develop current understanding of Animal Health products, industry trends and competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends.
• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Education

• Bachelor’s Degree

Qualifications

• Required: Minimum 3 years sales experience.
• Required: Experience with the Ruminant Industry
• Required: Excellent interpersonal/communication and presentation skills
• Required: Ability to adapt to a changing environment
• Required: Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad
• Required: Ability to work independently and as part of a team
• Required: Ability to travel overnight and some weekend activity
• Preferred: Business development & planning skills
• Preferred: Dairy Industry knowledge & experience
• Preferred: Sales &/or experience within the Animal Health Industry
• Preferred: Knowledge of animal health biological & pharmaceutical products
• Preferred: Understanding &/or prior experience working with distribution
• Preferred: Fluency in Spanish is preferred but not required

Skills

• Core Commercial Functional Competencies
• Customer Insights and Market Evaluation
• Strategic Business Management
• Product Knowledge & Portfolio Management
• Account Management
• Customer Engagement
• Market Access
• Regulatory & Compliance Knowledge
• Professional Competencies
• Business & Financial Acumen
• Working Across Boundaries
• Strategic Thinking
• Project Management
• Productive Communication
• Problem Solving
• Required Skills
• Account Management
• Adaptability
• Business Development
• Business Management
• Business Model Development
• Customer Experience Management
• Customer Management
• Customer Needs Analysis
• Customer Relationship Management (CRM)
• Customer Strategy
• Financial Management
• Inbound Phone Sales
• Industry Knowledge
• Interpersonal Relationships
• Lead Generation
• Management Process
• Market Analysis
• Market Trends
• Product Knowledge
• Sales Forecasting
• Sales Goal Achievement
• Sales Presentations
• Sales Reporting
• Sales Strategy Development

Additional Requirements

• Travel Requirements: Ability to travel overnight and some weekend activity