Territory Sales Manager

Duties

Collecting & Analyzing Market Data/ Generating Market Insights

• Collect and share any relevant information about Competitors, etc. with the Sales and Management team.
• Share information collected during Customer visits with the Sales team.
• Recommend changes in products, services, and policies after evaluating the results and Competitor developments.

Managing Customer Needs, Relationships and Market Penetration

• Challenges customer beliefs in order to drive behavioural changes and help them grow their business.

Preparing & Executing the Sales Plan

• Develops and maintains effective / collaborative relationships with the Swine Industry’s veterinary services, live production, and executives, through the management, oversight, and the administration of all sales and service aspects related to Ceva’s Canada livestock business.
• Co-develop, along with the Sales and BU Managers, annual sales forecasts for the key brands / products with the customer key decision-makers for production and budget purposes.
• Manage and prioritize activities, in order to meet Territory Objectives in accordance with the Territory segmentation.
• Schedule appointments and meetings with Critical Account staff, create Sales presentations, close on business, and take Customer orders, as needed.
• Prepare for sales in advance, according to the defined Sales Process.
• Differentiates Ceva offers to contribute to Ceva’s market leadership and market penetration and to create mutual growth based on customer needs.

Developing & Preserving Relationships

• Interact with, and build, long-term strategic relationships with the Veterinarians and Key Decision-Makers within Veterinary practices, promoting to them the mutual benefit of doing so.
• Challenges customer beliefs in order to drive behavioural changes and help them grow their business.
• Investigate Customer problems, in order to develop potential value-added business opportunities.
• Executes Ceva solutions with appropriate resources, listens to customer feedback and drives customer satisfaction.
• Quantify the impact of customer problems and share it with them, positioning Ceva solutions in a way that demonstrates they can help mitigate the impact.
• Ensures close collaboration among the Ceva teams supporting territory Key Accounts, to include Veterinary Services, Customer Supply Services and Autogenous services.

Negotiating

• Negotiate with local Buyers in accordance with the Commercial Policy.
• Collaborate with the Business Unit Manager, when negotiating with bigger Buying Groups.

Communicating & Reporting

• Complete any required administrative tasks.
• Keep the Customer database updated.
• Complete accurate call reports in the CRM.
• Report on the general market environment with Competitors, and Customers, and highlight any significant changes.

Managing Sales Results & Outcomes

• Contribute to the team effort by accomplishing targeted results via the development of strategic products.

Impact & Influence: Creating a High Level of Confidence in Products

• Influence Veterinarians and other Key Decision-Makers in recommending and selling Ceva products to Clients.
• Change the behaviors at Veterinary practice level via education and by creating an impact (e.g., by holding technical product and medical conversations and/or presentations at Veterinary practices.)
• Resolve Customer complaints by investigating problems, developing solutions and making recommendations to the Management team.
• Complete other duties as required.

Your profile:

About You

• You have a post secondary education in Animal Science, Swine or Ruminant Nutrition/Production, Marketing, Business Management, or associated discipline.
• You have demonstrated successful commercial technical sales experience, with specific experience in managing Veterinarian and Nutritionist relationships.
• You have at least 5 years of first-hand experience in swine or ruminant production or allied industry sales and technical job functions.
• You are a clear English communicator with the ability to interface with Veterinarians and other industry professionals to answer customer inquiries
• You have a demonstrated ability to translate sales objectives into specific customer objectives to achieve sales targets.
• You have a technical understanding of biologicals.
• You are entrepreneurial and innovative and you create customer-centric solutions.
• You are willing to travel approximately 50% of the time.

Ceva Animal Health - Canada is committed to accommodating any applicant with a disability, as required by law, during the recruitment, assessment and selection process. Please notify us if you require accommodation.

We are an equal opportunity employer and consider all qualified applicants equally without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability status.