We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.
Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs.
The Target Pay Range for this position is $76,000 to $96,000 annually. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget.
This posting is for an existing vacancy within our organization.
Our recruitment process may include use of Artificial-intelligence (AI) Tools.
Job Purpose/Overview
The Territory Manager will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Vetsource Ecommerce offerings. The Territory Manager will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.
Essential Duties and Responsibilities
Create and implement territory coverage plans for optimal account coverage. Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
Increase the Ecommerce revenue growth year over year through new account acquisition and existing account upgrades and optimization
Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan
Provide Ecommerce education, training, support, and service, including consultation at staff in-service and veterinarian seminars.
Identifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs.
Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
Cooperates and collaborates with Customer Care, Operations, Technical Development and Customer Success Representatives, to secure leads and identify customer needs.
Shares important insights and competitive market information to market and senior leadership.
Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business.
Demonstrates and believes in Vetsource’s Ecommerce solutions to ensure the long term viability of veterinary practices.
Coordinate daily support activities and customer activities at meetings as assigned.
Maintains Salesforce (CRM) customer and business data and other system records accurately and thoroughly.
Identify, target, and acquire new business opportunities.
Negotiates and implements mutually beneficial contractual relationships for customers and the company.
Adheres to typical pricing guidelines and seek exceptions only when they maintain mutuality.
Utilize approved sales collateral to support promotional and territorial needs.
Collaborates with Product Owner(s) to identify critical opportunities where practitioners are ready to implement the platform, and provides ongoing feedback about potential enhancements to be added to the product backlog.
Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
Completes these and other job duties in accordance with Mars Five Principles of Mars and Conduct and Ethics policies.
Provide product support and service, including consultation at staff in-services and veterinarian seminars.
Conduct quarterly business reviews (or as directed) for current clients.
Assist in establishing Vetsource as the leader in Ecommerce for Canadian Veterinarians.
Coordinate daily support activities and customer activities at meetings as assigned.
Complete administrative duties as required, including timely, daily forecasting and updating of CRM with all sales activities.
Learn and maintain competitive knowledge within the Ecommerce and animal healthcare space.
Education and Experience
Bachelors degree (Animal Science or Commerce) preferred
5+ years of successful field sales experience. Experience in Veterinary Industry is preferred.
Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals.
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.
Proficient with Microsoft Office suite and CRM’s, such as Salesforce and ability to quickly learn new technologies used to support sales.
Knowledge, Skills and Abilities
Strong sales and closing skills
Strong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers
Strong interpersonal skills and the ability to build strong client relationships and loyalty to Vetsource
Must be professionally mature and able to adapt to independent and team-oriented environment
Ability to close new business within short sales cycles
Ability to execute sales strategies in a complex, multi-faceted, fast-paced environment
Ability to train peers in the day-to-day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew business contracts.
Ability to use data to inform the leadership team of regional high-priority opportunities.
Ability to differentiate core business offerings to separate Vetsource from competitors’ offerings.
Must possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results
Must have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks
Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities
Must have the ability to work well under time constraints
Must have the ability to take own initiative and work independently.
Must be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology.
Must have flexible and adaptable attitude to cope with fast fast-changing and complex environment
Must be able to maintain confidentiality and use confidential information appropriately
Must be able to organize and schedule work effectively and effectively adapt to changing priorities
Must be insurable and must maintain a valid driver’s license.
Travel by vehicle up to 85% of the time within assigned territory, including overnight travel.
Ability to drive up to 4 hours consecutively and overnight travel is required
Travel
Will there be notable travel in this position? Yes . Percent of time: up to 85%
Working Conditions
The associate is regularly required to apply manual dexterity, including hand/wrist flexibility, for computer keyboarding. The associate frequently is required to sit for extended periods of time, stand, walk, and reach with hands and arms. The associate is frequently required to hear and speak to use the telephone, make presentations and communicate with people in an office or virtual environment. The associate is occasionally required to sit and stoop, bend, kneel, or crouch. The associate must occasionally lift and/or move up to 15 pounds. The associate will primarily work in a typical office environment or a remote home office. The noise level in the work environment is usually moderate. The associate will be required to use a computer, spreadsheets, database management, email, video conferencing and the Internet. The associate is frequently required to use a calculator; fax, copy machine, and phone system. The associate must occasionally use media equipment such as an overhead projector, PowerPoint, and Microsoft Teams. Environment where pets are present
About Antech
Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.
Note to Search Firms/Agencies
Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.
