Dairy Senior Territory Representative (Texas Panhandle)

Job Description

Summary of the Job:

Our company's Animal Health is a leading animal health company with an exceptionally strong brand and reputation among beef and dairy producers, veterinarians, and nutritionists.  The Senior Territory Representative is a key member of the field sales team and plays a critical role in supporting our company's customer centric business model.  This position is responsible for working in a dairy account-based environment to understand and identify customer needs, by selling our company's Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals.  

The primary responsibility is to help accelerate the growth of our dairy portfolio of products by calling on customers to leverage the entire portfolio.  Coordination with the Regional Sales Manager on opportunities, and with other Animal Health and Sense Hub colleagues will be a focus with this role.  In addition, assigned and regional distribution account management is a key responsibility while supporting customer pull-through activities within the assigned geographic based sales region. 

The Senior Territory Representative role will report to the assigned Regional Sales Manager.

This role will cover the Texas Panhandle territory. Candidate must live in territory.

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

• Represent our company's Animal Health within a geographical base made up of different segments of the dairy complex.

• Promote the use of technology as a value add and expertise of our company's Animal Health

• Work with our company's Animal Health and Sense Hub team members, territory managers, regional management, and distribution to plan and implement the sales planning process.

• Identify segment customers that have the potential to make the largest impact on our company's Animal Health market share in an identified territory base. Enlist support from our company's Animal Health resources to execute tactics. 

• Plan interactions internally and externally within customer base that transfer knowledge to the customer and share best practices, and utilize relationships up and down the supply chain.

• Work closely with our company's Animal Health Technical Service to create customized value propositions and identify opportunities to best increase sales with each account.

• Communicate and collaborate with the Strategic Accounts Team and Sense Hub specialists to learn and share best business practices.

• Create account specific business plans

• Analyze sales results monthly and manage expenses within budget guidelines.

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

• Develop and master current understanding of all current our company's Animal Health products, offerings, industry trends and competitor landscape, to better collaborate internally and externally and communicate to relevant stakeholders that influence sales trends.

Scope and Context:

This position is an individual contributor sales role aligned with a specific region. The role has high expectations of planning, executing, teamwork and coaching. 

Animal Health Commercial Competencies

Leadership Behaviors

• Demonstrate Ethics & Integrity

• Drive Results

• Focus on Customers

• Act with Courage & Candor

• Build Talent

• Foster Collaboration

Professional Competencies

• Business & Financial Acumen

• Working Across Boundaries

• Coaching & Teaching

• Project Management

• Productive Communication

• Problem Solving

Core Commercial Functional Competencies

• Customer and Market Insights

• Product Knowledge

• Account Management

• Customer Engagement

• Other-Centered Selling Principles

• Regulatory & Compliance Knowledge

Minimum Qualifications:

Background & Education:

• Bachelor’s degree (Agriculture related discipline preferred).

Required Skills/Abilities:

• Minimum of two (2) years of animal health sales experience is required.