Territory Manager

United Animal Health Sheridan, IN
Territory Manager – NW Iowa / SW Minnesota

Position Title: Territory Manager

Department/Group: Sales/ANH

Position Reports To: Managing Director-Territory Teams

FLSA Classification: Exempt

Approx. # of People Supervised: 0

Job Grade: 7

Purpose of Position:

The Territory Manager (TM) is responsible for achieving maximum sales profitability, growth and account penetration within an assigned geography and/or market segment by effectively selling UAH products and/or related services. Personally contacts and secures new business accounts/customers.

Core Job Responsibilities/Duties:

Sales Skills

* Demonstrates an understanding of customer needs by expanding basic product knowledge to enhance services and assist in growing their business. Maintains up-to- date working knowledge of company products (Nutrition, Ovugel, Microbials, PrairiE Systems Technologies), the competition and markets.

* Consistently call on accounts in assigned market segments:

* All accounts within one's assigned geography with an equivalent of lessthan 10K sows worth of production unless otherwise assigned by MD-Territory Teams

* Strong results driven attitude.

* Mastery of selling skills including listening & inquiry, tactically questioning, being situationally responsive; politically agile.

* Consistently meets (year-over-year) and often exceeds sales targets; grows market share; sells entire portfolio to achieve goals.

Relationship Skills

* Builds effective, long-term relationships.

* Demonstrates ability to work as a team with various stakeholders and across multiplebehavioral styles.

* Self-aware and capable to adapt actions to positively influence team members or customers.

* Collaborative, team player, i.e., facilitating customer and team meetings, shares and role models best practices.

Business Acumen

* Manage account forecasts/projections, sales budgets, expenses and promotional budgets and tracks expenses to control costs and operate within targeted goals.

* Analyzes and leverages territory data to accomplish market growth objectives.

* Works with Managing Director-Territory Teams and implements Sales Plans.

Additional Job Responsibilities / Duties:

* Advocates for new products and services offered by UAH and masters new product knowledge and services through partnering with Product Management team.

* Research sources for developing prospective customers and for information to determine their potential.

* Develop clear and effective written proposals/quotations for current and prospective customers; partner with respective headquarters departments.

* Expedite resolution of customer problems and complaints.

* Coordinate sales effort with marketing, sales management, finance, supply chain-logistics and technical service groups.

* Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment.

* Provide Managing Director-Territory Teams with oral and/or written reports on customer needs, problems, interests, competitive activities, and potential for new products and services; provide weekly reporting of pipeline and forecast using identified automation tool.

* Keep abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.

* Participate in trade shows.

* Continually learn about new products and improve selling skills. TM is required to attend all UAH sponsored training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.

* Assist in the development of a sales plan/strategy and implementation of that plan.

* Other duties and responsibilities, as assigned.

Typical Work Environment

* Majority of work is conducted in a safe environment such as a vehicle, farm, swine facility, or home office. A significant amount of time is spent driving to customers and touring customer facilities.

Minimum Job Qualification Requirements:

Education/Training:

* BS Degree in agriculture or other relevant major or equivalent professional experience.

* Business management course work or equivalent professional experience.

Relevant Job Experience:

* 2+ years direct sales experience, preferably agriculture

* 2+ years of experience/understanding of livestock production preferred.

* 2+ years of experience in business management and sales planning

Specialized Job/Technical Knowledge:

* Utilize full UAH portfolio to provide solutions growing our business and driving value for our customers

* Knowledge of swine economics, sales & marketing principles

* General knowledge of swine nutrition

* Microsoft and Solid Computer Usage skills (Excel, Word, & Power Point)

* Knowledge of Business Management and Leadership principles

Non-Technical Skills and Abilities:

* Champion of UAH Culture

* Self-starter, team player

* Possess ability to determine and set direction

* Excellent interpersonal skills and ability to adapt to various personalities

* Professional verbal and written communications skills

* Ability to lead, motivate, and contribute to a team atmosphere

* Effective problem solving

* Excellent time management and organizational skills

* Confident presentation and selling skills

* Energetic, enthusiastic, determined and goal-oriented

Licenses/Certification:

* Valid driver operator license

Physical Requirements:

* Ability to lift up to 50 lbs. occasionally

* Ability to do occasional overnight travel via air or driving

Safety Requirements:

* Follow all company safety procedures and regulations

Additional Preferred Qualifications:

* Must reside within boundaries of the territory.

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