Territory Manager

Your Missions Location: North New Jersey Base Salary: $85,000-$110,000 per year Commission: $0-$40,000 Job Summary And Purpose The Ceva Territory Manager is a vibrant, self‑motivated, results‑oriented sales driver. This position involves building strong relationships with veterinary professionals, understanding their needs, and providing solutions through Ceva's product lines. Ceva Territory Managers exemplify our core values of customer passion, entrepreneurial spirit, innovation, and solidarity through a consultative‑focused sales approach to improve the health and well‑being of pets across the nation. They are passionate about delivering innovative products and solutions to support local veterinarians and the communities they serve, striving to embody our "Together, Beyond Animal Health" mission to strengthen the human‑animal bond and combat zoonotic diseases. The ideal candidate is proactive, professional, solutions‑oriented, and drives sales through consultative relationships. Responsibilities And Key Duties Preparing and Executing the Sales Plan Manages and prioritizes all activities to meet territory objectives according to the 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 business, and takes orders. Utilizes Sales Force Effectiveness principles and prepares 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, adapting as needed to ensure success. Builds revenue with existing customers while prospecting for new business and increases share of wallet with each customer call. Managing Sales Results and Outcomes Contributes to the team effort by accomplishing related sales results as needed through the advocacy of strategic products. Impact and Influence Creates a high level of confidence in the Ceva product range. Influences the entire healthcare team to recommend and sell Ceva products to clients, changing behaviors at the practice level through education and impact. Effectively holds technical product and medical conversations at veterinary practices. Resolves customer complaints by investigating problems and developing solutions. Attends and coordinates events such as local VMAs, Key Opinion Leader dinners, conferences, and tradeshows. Developing and Preserving Relationships Builds long‑term strategic relationships and interacts with veterinarians and key decision makers within veterinary clinics. Identifies customer needs and provides solutions to meet those needs, building effective relationships with entire clinic staff, including veterinarians, veterinary technicians, practice managers, and front‑office staff. Increases dispensing through staff trainings, promotional activities, incentives, and contests for clinic staff. Takes responsibility for developing and implementing programs at the clinic level, increasing market share and share of wallet in clinics. Partners with, influences, and leverages a surrogate sales force of Distribution Sales Representatives (DSRs). Enhances DSR knowledge of Ceva products and value through training. Plans and identifies where DSR support is needed, uncovering opportunities and winning DSR support to maximize those opportunities. Communicates broadly in a professional manner and often with Regional Manager, DSRs, Marketing, Strategic Accounts, and other staff. Communication is multi‑channel, responsive, and frequent, while exhibiting willingness to accept and incorporate feedback. Market Insight Generation Collects and shares impressions and information about competitors by gathering current marketplace information during customer visits. Recommends changes in products, services, and policies by evaluating results and competitive developments. Negotiating Negotiates with key decision‑making buyers according to Ceva’s commercial policy. Collaborates with Regional Manager to facilitate negotiations with larger multiple‑doctor practices or group purchasing organizations. Reporting Completes administrative and sales reporting duties as required, including weekly expense and territory reports. Effectively manages expense budgets within required guidelines. Utilizes the CRM tool to maintain call notes and track sales activity and investment in medical education programs. Reports the general market environment with competitors, customer details or changes. Core Competencies Shapes solutions out of complexity Customer focus Collaborates with empathy Engages and develops Drives ambition and accountability Influences others Technical / Functional Competencies Planning and Organization Customer Knowledge Product Knowledge Prospection & Qualifying Sales Call Discovery, Positioning and Presenting Objection Handling Negotiation & Closing Skills Qualifications Education: Bachelor’s degree (or equivalent experience in lieu of a Bachelor’s degree). Work Experience 3–10 years proven track record in outside sales strongly preferred. At minimum, proven success in a fast‑paced business‑to‑business sales environment. Uses analytics and insights to enhance decision‑making and tactical execution. Follow‑through and attention to detail. Ability to manage assigned expense budgets. Highly focused and results oriented, able to identify goals and priorities and resolve issues early. Additional Requirements Must have an acceptable driving record. Must be willing and able to spend 8+ hours per day in a vehicle. Physical Requirements Ability to travel via plane or car for up to 8 hours per day. Must possess the ability to read, speak and understand English. Working Conditions Primary work location is making sales calls within a veterinary clinic. Must be comfortable working around animals. Travel Required Overnight travel required; the amount varies by territory. Employment Information VEVRAA Federal Contractor Ceva is an equal opportunity employer and all qualified applicants will be considered for employment without regard to race, color, religion, sex, national origin, age, genetic information, actual or perceived sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law. Ceva encourages men and women, members of all racial and ethnic groups, individuals with disabilities and veterans to apply. #J-18808-Ljbffr