Territory Support Manager
The success of a company depends on the passionate people we partner with.
Together, let's share our talents.
As a global leader in animal health, Ceva Animal Health believes our success is linked to our passionate people researching, developing , producing and supplying innovative health solutions for all animals, which contributes to the future of our diverse planet.
We are committed to ensuring the highest possible level of care and well-being for farm animals (poultry, pigs, ruminants), companion animals (dogs and cats) and wildlife.
Indeed, Our “Together, Beyond Animal Health” vision emphasizes that the health and wellbeing of people, animals and our planet are totally interlinked. More than ever, Ceva is committed to a "One Health" approach.
As part of our “Diversity, Equity and Inclusion” policy, Ceva Animal Heath is committed to the employment of people with disabilities and will make reasonable accommodations throughout the interview process to ensure an inclusive and accessible experience for all applicants. To request an accommodation, please contact a member of the Ceva Talent Acquisition team.
Your 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 Sales and Business Growth • Achieve agreed sales targets, objectives and KPIs as set by the business and National Sales Manager. • Use sales data to identify trends, opportunities and areas requiring action. Sales and Marketing Support • Take ownership of agreed Vet Channel sales processes and projects that support the effectiveness of CRM and Reporting • Maintain accurate and up to date customer, sales and activity records within the CRM.
• 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.
• 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
• 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.
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.
• Track performance against agreed sales objectives and KPIs.
• Complete required sales reports, customer proposals, forecasts and commercial administration
accurately and on time.
Your profile :
• 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.
