The Opportunity The
Territory Sales Manager (TSM) plays a critical role in driving growth across an assigned territory by acquiring new business opportunities and expanding existing relationships. This is a strategic opportunity for a hunter-minded sales professional who thrives on creating opportunities, leveraging data to guide decision-making, and taking full ownership of a defined geographic market. The TSM is a trusted advisor to veterinary professionals, practice managers and key-decision markers - helping them discover value in our solutions while deepening market presence.
So, what will you be doing? This role has a broad and varied scope and the successful candidate will have responsibility for duties including:
Key Responsibilities - Grow existing territory through strong selling skills and strategic territory planning
- Create and execute a territory optimization strategy to maximize reach, efficiency and impact
- Build long-term relationships with customers by delivering value through products, services and education
- Use data to assess territory potential, identify whitespace, and prioritize high opportunity accounts
- Manage full cycle sales process from prospecting and initial meetings to product positioning and close
- Maintain CRM hygiene by tracking activity, results and critical market insights
- Build and maintain strong relationships with key veterinarians and opinion leaders.
- Provide input/feedback to management on marketing programs, marketing materials and distributor promotions.
- Maintain and manage positive, strong relationships with key Distributor Representatives
- Uses knowledge and understanding of the medical, operational, and business side of veterinary practice to increase sales.
- Willing to travel extensively throughout assigned territory and to regional and national events
Here at Dechra we pride ourselves on being an inclusive employer and we embrace candidates from all walks of life. We're particularly excited to hear from those who have/are:
- Minimum 3 years of success in field sales, territory management, or b2b account development
- Proven experience and success in full cycle sales with consistent overachievement of targets while managing key relationships in a field-based environment
- Proficient with Salesforce and Microsoft Office
- To be successful, you must be a proactive, self-motivated seller with a deep commitment to performance, efficiency, and territory development.
- A strong focus on territory optimization, activity planning and discipline will be essential to maximize results.
- Sales hunter mentality with a desire to win with a desire to be at the top of the leaderboard
- Data-driven thinker who tracks KPIs and learns from activity metrics
- Accountable to your individual results while embracing coaching and continuous improvement
- Thrives in fast-paced environment with daily call/email targets.
- Self-starter: thrives with autonomy, motivated by hitting or exceeding goals and growth targets.
- Curious & Consultative: Asks the right questions and tailors solutions leveraging internal partners and selling tactics.
- Must have a valid driver's license and be willing to travel regularly within the territory
- Travel - 25 to 50%
- Must be located in a major city within the territory footprint
As a people first values-based culture, we provide free weekly wellness sessions focused on our employee's physical and mental wellbeing, and flexible work arrangements . We offer a generous employer 401k match and an other incentives for long-term financial wellness. Our full array of health, financial and voluntary benefit programs are what you would expect from a recognized Best Place to Work .
