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Territory Manager - Animal Health

Company: Acquisition - MWI
Location: Providence
Posted on: August 18, 2019

Job Description:

The Territory Manager is responsible for generating sales of products and equipment to both existing veterinarians and new customers within an assigned sales territory. The Territory Manager plans and makes sales calls, and selects products and programs that motivate customers to buy products.

  • Call on target, current and prospective customers in order to generate sales, improve market share, and increase income for MWI.
  • Utilize the computer as a sales aid and be competent in the use of MWI e-mail, MWI promotions in Outlook, and the MWI Territory Manager website.
  • Seek to understand the needs of the veterinarian and clinic and, in turn, select products and services to satisfy those needs.
  • Establish appropriate relationships with veterinarians and clinics.
  • Review and utilize sales analysis and top supplier reports in pre and post call planning.
  • Prepare and maintain a written call cycle consistent with territory changes. Share information with ISR and Regional Manager. Call cycle information includes account number, name, location, and day of the week.
  • Stay current on the full line of products and services offered by MWI.
  • Demonstrate competency in MWI sales programs, promotions and products.
  • Establish account profiles for customers within territory.
  • Be responsive to communication from customers, MWI team members, and manufacturer representatives.
  • Detail and/or demonstrate new products and promotions for customers.
  • Ensure reporting is submitted timely.
  • Meet sales goals and budget numbers by territory and manufacturer.
  • Act as a resource to the customer in business matters dealing with such issues as inventory management, equipment and products.
  • Act as point person for customers on nearly all dealings with the company; work with MWI inside personnel to ensure customer issues are resolved.
  • Maintain vehicle in a professional manner.
  • Work closely with key vendors and Product Specialists.
  • Maintain adequate support material and detail aids in automobile.
  • Comply with other requests from MWI Regional Managers and leadership.
  • Participate in conference calls and meetings as request

    A bachelor's degree

    and one to three years of outside sales experience, preferably in animal health,

    are desired. Excellent interpersonal, presentation, and

    organizational skills and a proven ability to sell are necessary.

    A valid drivers' license and good driving record are mandatory.




    Effectively: Speaks effectively in

    individual or group situations (e.g., meetings, presentations, interviews)

    including appropriate nonverbal communications; able to recognize and present

    information to others; recognizes different methods for communicating the same

    information and selects the best method; strives for positive high impact



    Service: Is

    customer oriented, sensitive and responsive to customer needs and priorities;

    establishes effective working relationships with customers and gains their

    respect and loyalty; identifies and takes appropriate action on customer


    Know the

    Organization: Understands the company's

    objectives; knows the structure of the organization; works effectively within

    the organization to achieve results; works continuously to make linkages and

    build networks within the organization.

    Know the

    Customer and the Market: Knows customers in the market

    territory; keeps up to date on key competitors; understands and is responsive to

    the needs and expectations of relevant customer segments; establishes effective

    working relationships with customers to gain respect and loyalty; identifies

    opportunities presented by changes and shifts in the



    Quality Service: Defines quality service based

    on customer needs, wants, expectations and profitability; aligns actions

    accordingly; remains sensitive and responsive to both internal and external

    customers; builds distinctive predictable levels of service; resolves problems

    quickly and effectively.

    Know the


    Displays knowledge and proficiency in explaining, selling, and administering

    products; refers customers to appropriate resources within the



    Technological Expertise: Keeps informed of technological

    advances affecting the industry; recognizes/identifies appropriate and effective

    technological applications for use by the company; applies internal technology

    to effective advantage.


    Interpersonal Skills: Communicates in an open,

    straight forward, honest and respectful style; checks for message clarity;

    understands the effect the communication style has on others, including

    nonverbal communications; plans for and adapts to the wide variety of

    communication preferences and needs of others

Keywords: Acquisition - MWI, Providence , Territory Manager - Animal Health, Executive , Providence, Rhode Island

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