Territory Support Manager
Lesuccès d’une entreprise passe avant tout par les hommes et femmes qui lacomposent…
Ensemble, partageons nos talents.
Ceva Santé Animale est la 1ère entreprise de santé animale française, etest classée au 5ème rang mondial.
Ensemble, c’est avec passion que les femmes et les hommes de Cevarecherchent, développent, produisent et commercialisent des solutions desanté innovantes pour soigner tous les animaux, et ainsi contribuer à lapréservation des grands équilibres de notre planète.
Nous nous engageons à assurer le meilleur niveau de soins et de bien-êtrepossible aux animaux d’élevage (volailles, porcs, ruminants), aux animaux decompagnie (chiens et chats) et à la faune sauvage.
En effet, notre vision « Ensemble, au-delà de la santé animale » met enavant le lien étroit qui existe entre la santé et le bien-être des personnes,des animaux et de notre planète. Ceva est plus que jamais engagé dans uneapproche « One Health », une seule santé en français.
Dans le cadre de notre politique “Diversité, équité et inclusion”, Ceva Santé Animale s’engage en faveur de l’emploi des personnes en situation de handicap et déploie les moyens nécessaires au bon déroulement des entretiens de recrutement. N’hésitez pas à nous solliciter.
Vos missions :
The Territory Support Manager (TSM) is a virtual sales role responsible for managing customer relationships, growing sales and identifying new business opportunities across the Vet Channel.
Account and Territory Management
- Manage and grow customer accounts across multiple geographical territories through email, telephone and video engagement.
- Support TDMs with customer activity and sales opportunities within their territories.
- Take ownership of unmanaged territories during vacancies or recruitment gaps, managing customers and sales activity virtually.
- Build strong customer relationships and identify opportunities to increase sales across the Ceva portfolio.
- Monitor account performance and take action where sales are declining or growth opportunities are identified.
- Work closely with TDMs and KAMs where customer responsibilities overlap, ensuring activity is coordinated and opportunities are followed through.
- Deliver virtual customer meetings, product presentations and training.
Sales and Business Growth
- Achieve agreed sales targets, objectives and KPIs as set by the business and National Sales Manager.
- Develop and deliver sales plans to achieve agreed objectives across allocated accounts and territories.
- Identify and prioritise new business opportunities and high potential customers.
- Grow existing accounts by increasing Ceva product usage and introducing additional relevant brands.
- Prospect for new customers and develop opportunities through to sale.
- Negotiate orders, promotions and commercial agreements within agreed parameters.
- Support product launches, campaigns and other Vet Channel sales initiatives.
- Identify when face to face support would add value and work with the relevant TDM or KAM where appropriate.
Sales Analysis and Market Insight
- Use sales data to identify trends, opportunities and areas requiring action.
- Maintain a good understanding of customers, competitors and the veterinary market.
- Share relevant customer and market insights with the National Sales Manager and wider Companion Animal team.
Sales and Marketing Support
- Take ownership of agreed Vet Channel sales processes and projects that support the effectiveness of the wider team.
- Manage the literature ordering process, ensuring appropriate stock levels and that the sales team has access to the materials they need.
- Coordinate sales tools, promotional materials and other resources used by the sales team.
- Work with Marketing to provide field feedback and support the development and implementation of campaigns, materials and product launches.
CRM and Reporting
- Maintain accurate and up to date customer, sales and activity records within the CRM.
- Track performance against agreed sales objectives and KPIs.
- Complete required sales reports, customer proposals, forecasts and commercial administration accurately and on time.
Votre profil :
- Previous sales or account management experience is highly desirable, ideally within the veterinary or animal health industry.
- RVNs with relevant clinical experience and a strong commercial aptitude will also be considered.
- Strong communication and relationship building skills.
- Experience in consultative and solution selling techniques is desirable.
- Commercially minded with strong negotiation skills.
- Ability to understand, retain and confidently communicate technical and clinical information, translating complex information into clear and relevant messages for veterinary professionals.
- Confident analysing sales data and identifying opportunities.
- Highly organised and able to manage changing priorities.
- Proactive, self-motivated and able to work independently.
- Strong team player, working effectively across Sales, Key Accounts, Veterinary Technical and Marketing.
- Good understanding of the veterinary market and customer needs.
- Confident delivering customer presentations and training.
- Confident using CRM systems and Microsoft Office.
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