Inside Sales Representative (Eastern Time Zone)

Account Representative

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. Because when it comes to animal health, no one sees it like we do.

Our Account Representatives interact with our customers virtually, understand their needs, and consult to offer the right solutions within our Canine and Feline product portfolios. We work collaboratively as a team and play a critical role in supporting our customer centric business model.

This position is responsible for working with accounts in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, by selling our Company's Animal Health (AH) division products, supporting pull-through activities relative to the customer strategy, and ensuring that our Company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. In addition, the Account Representative demonstrates an understanding of the resources available across our Company's Animal Health division and our Distribution Partners.

This position is remote, the territory is the Low Country USA. The successful candidate must reside in the Eastern or Central US time zones.

Essential Accountabilities:

• Demonstrates an ability to quickly connect and build rapport.
• Ability to thrive in a digital environment using MS Office, MS Teams, Outlook and Salesforce.
• Primary point of contact for assigned customers, connect with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs and identifies business opportunities.
• Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Animal Health products and services.
• Develop territory and specific account plans for all key customers. Partners with National Account Managers, Corporate Account Team, and Distribution Partners to maintain strong focus on key accounts and corporate owned clinics to drive occupancy and sales growth.
• Work collaboratively across all species teams to foster our Company's approach to enhance knowledge of the entire Animal Health product portfolio.
• Shares with other team members within the region to foster growth and development within the team.
• Analyze sales results on a monthly basis and manage expenses within budget guidelines.
• Identifies and selects programs/services available within Animal Health's available resources to address customer needs and provide education & training opportunities to accounts.
• Works with leadership and Professional Services to develop and deliver relevant offerings that address desired customer needs.
• Develop current understanding of Animal Health products, industry trends and competitor landscape.
• Develop knowledge of our omni-channel demand generation tools and how to leverage these tools to drive positive outcomes.
• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Scope and Context:

• This position is an individual contributor role.

Education:

• High school diploma required.
• Bachelor's Degree preferred.

Required Skills/Abilities:

• Three (3)+ years of customer service / inside sales / sales experience and/or experience working in the animal health industry.
• Excellent interpersonal/communication and presentation skills
• Demonstrated motivation and focus on achieving measurable, tangible results.
• Commitment to collaboration as the normal mode of working and resolving problems.
• Demonstrated understanding of positions' contribution to the business goals and willingness to adopt changes to current processes to meet customer needs.
• Demonstrated ability to independently understand customers' evolving needs and expectations and combines with knowledge of customers' organization and culture to drive results.
• Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of Animal Health products using approved resources.
• Demonstrated ability to identify, develop and manage a mix of accounts independently within a territory, including some complex accounts, and to develop plans based on unique opportunities and customer needs.
• Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
• Ability to work independently and also as part of a team
• Ability to travel for sales meetings, trainings, and other business needs

Preferred Skills/Abilities:

• Experience selling animal health products
• Knowledge of animal health biological and pharmaceutical products.
• Understanding or past experience working with distribution.
• Multi-lingual fluency preferred, particularly in Spanish.