Senior Ruminant/Dairy Territory Sales Representative (California – Tulare, Kern, and Riverside/San Bernadino counties)

Job Description

Job Description

Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model. 

The Sales Representative is a key member of the field sales team and plays a critical role in supporting our customer centric business model.  This position is responsible for working in their respective territory to understand and identify customer needs, by selling our Animal Health, ID, and technology products, supporting pull-through activities relative to the customer strategy, and ensuring that Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals.   In addition, the Sales Representative demonstrates an understanding of the resources available across Animal Health and our Distribution Partners in all channels.

This role will cover the California – Tulare, Kern, and Riverside/San Bernadino counties. Must live in territory.

Key responsibilities may include, but are not limited to:

• Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs.

• Primary point of contact for assigned customers, meets with key personnel/decision makers to understand practice structure, business model, key influencers, 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 assigned customers.  Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on accounts to drive sales growth.  

• Work collaboratively across all species teams to foster our One of our company's approach to enhance knowledge of the entire animal health product portfolio (biopharma, ID, technology).

• Shares with other team members within the region to foster growth and development within the team.

• Analyze sales results on a regular (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 Field Technical Services to develop and deliver relevant offerings that address desired customer needs.

• Expand and develop current understanding of Animal Health products, industry trends and competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends. 

• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization with the help of daily/weekly/monthly CRM software reporting.

• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Education Minimum Requirement: 

• Bachelor’s degree (Animal Science, Agribusiness, Marketing or Business degrees preferred)

Required Experience and Skills**: 

• 5 years sales experience required, preferably in Dairy/Beef Segment

• 5+ years of relevant agriculture management experience

• Familiarity with the Dairy Industry or ability to quickly learn skills necessary to complete Dairy focused role.

• Excellent interpersonal/communication and presentation skills.

• Ability to adapt to a changing agricultural environment.

• Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.

• Ability to work independently and as part of a team, utilizing all resources to aid in sales efforts.  

• Ability to travel overnight and some weekend activity.

Preferred Experience and Skills:

• Business development & planning skills.

• Sales &/or experience within the Animal Health Industry.

• Knowledge and understanding of animal health biological & pharmaceutical products as well as animal identification & technology.