Territory Manager, Companion Animal - Memphis, TN

Territory Manager, Companion Animal – Memphis, TN

Locations:
Memphis, TN;
Little Rock, AR;
Fayetteville, AR;
Jackson, MS

Base Salary: $80,000 – $110,000 USD

Commission: $0 – $70,000 USD

Ceva Territory Manager is a self‑motivated, results‑oriented sales driver responsible for building and maintaining strong relationships with veterinary professionals, understanding their needs, and providing solutions through Ceva’s product lines. The role exemplifies core values of customer passion, entrepreneurial spirit, innovation, and solidarity, contributing to the health and well‑being of companion animals across the nation.

• Manages and prioritizes all activities to meet territory objectives according to defined account segmentation.
• Completes pre‑call planning clinic‑by‑clinic, with a clear objective for each sales call.
• Schedules appointments and meetings with critical account staff, makes sales presentations, closes on business, and takes orders. Utilizes Sales Force Effectiveness principles to advance the sales process in each call. Responsible for all business activities in an assigned territory.
• Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity. Tracks and measures progress against that plan and adapts as needed. Develops and follows territory route and segmentation to maximize opportunities and selling time, maintaining and building revenue with existing customers while prospecting for new business. Increases share of wallet with each customer call.

• Contributes to the team effort by accomplishing related sales results as needed through the advocacy of strategic products.

• Builds confidence in the Ceva product range among veterinary professionals.
• Influences the entire healthcare team to recommend and sell Ceva products to clients, changing behaviours at the practice level through education and technical product conversations.
• Resolves customer complaints by investigating problems, developing solutions, and making recommendations to management.
• Attends and coordinates events such as local VMAs, Key Opinion Leader dinners, conferences, and trade shows.

• Builds long‑term strategic relationships with veterinarians and key decision makers within veterinary clinics.
• Identifies customer needs and provides solutions. Builds effective relationships with all clinic staff, including veterinarians, technicians, practice managers, and front‑office staff.
• Increases dispensing through staff training, promotional activities, incentives, and contests for clinic staff. Develops and implements clinic‑level programs to increase market share and share of wallet.
• Partners with and leverages a surrogate sales force of Distribution Sales Representatives (DSRs). Enhances DSR knowledge of Ceva products and value through training and scheduling ride‑alongs. Builds share of voice and wallet with distributor partners to drive business forward.
• Communicates professionally and frequently with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff, incorporating feedback.

• Collects and shares information about competitors by gathering current marketplace data during customer visits.
• Recommends changes in products, services, and policies based on evaluation of results and competitive developments.

• Negociates with key decision‑makers according to Ceva’s commercial policy, collaborating with Regional Manager for larger practices or group purchasing organizations.

• Completes administrative and sales reporting duties, including weekly expense and territory reports, managing expense budgets within guidelines.
• Uses CRM to maintain call notes and track sales activity and investment in medical education programs.
• Reports on general market environment with competitor, customer details, or changes.

• Shapes solutions out of complexity.
• Customer focus.
• Collaborates with empathy.
• Engages…