Companion Animal Senior Territory Representative - Springfield, MA

Job Description

For over 130 years, we have pioneered groundbreaking science. Today, we are driven by continuous innovation to develop breakthrough medicines, vaccines, and technology. Rooted in direct experience on the farm and in the clinic, we work hand in hand with our customers every step of the way.

Our singular focus is to empower those who care for animals, helping them manage their vital responsibility with confidence. When it comes to animal health, no one sees it like we do.

This position is for a Senior Territory Representative who will work in the Springfield, MA territory. The role involves interacting face-to-face with veterinary clinics, shelters, and corporate accounts, selling our Animal Health (AH) division and Companion Animal product portfolio, supporting pull‑through activities, and ensuring our division is viewed as bringing value and technical innovation aligned with our focus: “The Science of Healthier Animals.”

• Communicates about the product portfolio in a meaningful and relevant way; customizes discussions based on customer needs.
• Primary point of contact for assigned customers; meets with key personnel to understand practice structure, business model, and key influencers.
• Develops customer strategy outlining interactions, solutions, partner involvement, and potential offerings that result in sales opportunities and account growth.
• Creates territory and account plans for key customers, partnering with National Account Managers, Corporate Account Team, and Distribution Field Partners.
• Collaborates across species teams to enhance knowledge of the entire Animal Health product portfolio.
• Shares insights with regional team to foster growth.
• Analyzes monthly sales results and manages expenses within budget.
• Identifies programs and services to address customer needs and provide education & training opportunities.
• Works with leadership and Field Professional Services to develop and deliver relevant offerings.
• Keeps up-to-date with Animal Health products, industry trends, and competitor landscape.
• Communicates customer, industry, product, and market trends throughout the organization.
• Develops and meets learning and development objectives with leadership.

• High school diploma with at least 10 years of sales or equivalent experience.
• OR Bachelor’s degree with at least 5 years of sales experience.

• Excellent interpersonal, communication, and presentation skills.
• Demonstrated motivation and focus on measurable, tangible results.
• Commitment to collaboration as the normal mode of working and resolving problems.
• Understanding of the position’s contribution to business goals and willingness to adopt changes in current processes.
• Ability to independently understand evolving customer needs and combine knowledge of customers’ organization and culture to drive results.
• Effective application of selling techniques while managing multiple customers at different stages of the sales process.
• Ability to identify, develop, and manage a mix of accounts independently, including complex accounts.
• Proficient computer skills, working knowledge of Word, Excel, PowerPoint, and the ability to use an iPad.
• Ability to work independently and as part of a team.
• Ability to travel overnight and some weekend activity.

• Sales experience and/or experience within the Animal Health Industry.
• Knowledge of animal health biological and pharmaceutical products.
• Experience working with distribution.
• Multilingual fluency preferred, particularly in Spanish.

Territory:
Springfield, MA (may reside up to 20 miles from the border). Travel: 50% overnight and weekend activity. Remote:
Flexible work arrangement available. Valid driving license is required.

Salary range: $96,200.00 – $. The successful candidate will be eligible for an annual bonus and long‑term incentive if applicable. Benefits include medical, dental, vision, and other insurance benefits for employee and family, retirement benefits (401(k)), paid holidays, vacation, and compassionate and sick days.

We are an Equal Employment Opportunity Employer and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities.