Territory Manager, Western Ontario

JOB TITLE: Territory Manager, Western Ontario

REPORTS TO: VP Sales

DEPARTMENT: Sales

LOCATION: Ontario

Heska Canada is part of an international technology-based capital equipment company targeted for today’s modern Veterinarian. Veterinarians are quick to recognize the advantage that our diagnostic equipment can provide to the overall improvement of animal health. Due to high product demand, we are looking for a qualified sales professional to take on the territory management for our Diagnostic equipment in Western Ontario with a large, diverse base of veterinary establishments. We offer outstanding inside sales and applications support combined with an opportunity to work with a dedicated, professional, best-in-class team and rewards for excellence in sales and service.

If you are a hunter-closer who is eager to be a stakeholder in a highly reputable growing organization, we want to hear from you! Heska Canada offers a competitive salary package and generous uncapped commission plan. We offer a full benefit package including medical and dental, car allowance and T2200.

JOB SUMMARY:The Territory Manager is responsible for effective sales and positioning of a technical, clinical, operational and financial solution to meet the customer’s diagnostic needs within the Western Ontario Veterinary market.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Sales Management: 85% of position responsibility

• Obtains a minimum of five written quotes per week.
• Manages, grows and services account base.
• Provides regular and accurate forecasts to ensure effective service delivery.
• Consistently represents Heska in a professional manner including, but not limited to trade shows, courses, business travel, meetings, calls and internal communication.
• Schedules a minimum of three documented in-clinic, phone or webinar demonstrations per week.
• Prospects and drives new business opportunities in the market.
• Builds and maintains an expert knowledge on industry technology and products for Heska and competitors.
• Sells a minimum of three units per month and nine units per quarter.
• Consistently meets or exceeds minimum sales targets.
• Identifies, qualifies and closes leads and sales opportunities on a timely and consistent basis.

Sales Administration: 10% of position responsibility

• Regularly populates company information systems.
• Manages travel costs responsibly and submits timely expense reports.

Other duties as assigned: 5% of position responsibility

EDUCATION AND/OR EXPERIENCE:

• Minimum 3 years’ experience in Sales, preferably in veterinary.
• Bachelor’s degree in Business or related field preferred or equivalent related experience.
• Capital equipment experience a strong plus.

KNOWLEDGE, SKILLS AND ABILITIES:

• Strong internal and external customer focus.
• Ability to convey a professional and positive image and attitude and demonstrates commitment to continued professional growth and development.
• Working knowledge of veterinarian, medical Information Technology (IT) and/or clinical diagnostic environment.
• Ability to speak effectively before groups of customers.
• Commitment to Heska’s Promise and Creed.
• Excellent interpersonal skills including patience, ability to listen and ability to provide a positive experience with all interactions.
• Ability to adapt and be flexible in a variety of situations.
• Proficient in oral and written communications, both internally and externally; excellent presentation skills.
• Goal-oriented professional with strong relationship building and closing skills.
• Intermediate computer skills in a Microsoft Office environment. Must include Excel and demonstrated skills in CRM (Customer Relationship Management) software.
• Excellent organizational skills and commitment to timely follow-up and issue resolution.

INTELLECTUAL DEMANDS:

• Ability to read, analyze and interpret documents such as general business periodicals, professional journals, governmental regulations, policies, procedure manuals.
• Ability to effectively present information to internal and external customers, managers and public groups.
• The intellectual demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Ability to respond effectively to sensitive inquiries or complaints.
• Ability to work with mathematical concepts such as commissions, percentages, and basic algebra.

PHYSICAL DEMANDS:

• Requires prolonged sitting, some bending, stooping and stretching.Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, photocopier, telephone, calculator and other office equipment. Requires normal range of hearing and vision to record, prepare and communicate appropriate reports.
• Maintains a flexible work schedule to meet the demands of covering multiple time zones.
• Position requires up to 75% travel, and must be located within 1 hour driving distance to a major airport.
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Requires manual dexterity to operate computer, keyboard, calculator, copier machine and other office equipment.Requires eyesight correctable to 20/20 to read numbers, reports, and computer terminals.Requires hearing within normal range for telephone use.
• Must be able to drive an automobile, stand for long periods of time, sit for long periods of time, and the ability to lift up to 40 lbs.

WORK ENVIRONMENT:

• The noise level in the work environment is usually quiet to moderate.
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Typical home office or Veterinary clinic environment.