Veterinary Sales Manager
4 weeks ago
About Covetrus
Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We're bringing together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best.
Job Summary
The Veterinary Relationship Manager is a quota-carrying role that leads the ongoing optimization of our key veterinary customer accounts. This role is responsible for driving growth and maximizing share of wallet for in-clinic, technology, and specialty products within their designated sales territory.
Key Responsibilities- Serves as the key sales contact to optimize and support accounts with a focus on overall relationship growth and long-term customer relationships to meet company financial targets.
- Leads the sales organization in achieving and exceeding revenue and gross profit goals through customer relationship nurturing.
- Leverages internal content and expertise to drive engagement activities, including webinars, and optimization initiatives that support revenue growth and adoption.
- Predicts customer needs, pain points, and opportunities to proactively generate potential VetSuite opportunities and drive further growth and adoption within the sales segment.
- Collaborates closely with Veterinary Account Executives to assess, communicate, and pursue VetSuite leads to maximize growth potential and customer value.
- Acts as a primary customer liaison for the implementation and onboarding processes, ensuring seamless transitions and a positive customer experience.
- Creates internal reports to optimize customer utilization, identify growth opportunities, and guide sales team efforts.
- Manages and maintains critical data and customer updates within SFDC to effectively track and support the sales process and customer relationships.
- Secures deals across all product offerings and manages contract renewals to ensure ongoing customer satisfaction and retention.
- Supports Regional Director serving as a peer leader in the region by mentoring new VRMs through onboarding process, sharing best practices within region and zone and aiding in coaching other team members towards these practices.
- Supports Regional Director in developing and executing regional strategies.
- Bachelor's degree or equivalent experience in Business, Communications, or a related field is required, with a minimum of 5 years of relevant experience in sales, account management, or similar roles within the veterinary or healthcare industry.
- Proven history of consistently exceeding sales quotas and delivering on other objectives as assigned by management.
- Previous experience serving as a player coach by mentoring new hires or coaching teammates to improve performance.
- Demonstrates expert ability to work collaboratively in a matrix organization and effectively pull through business.
- Ability to predict and proactively serve customer needs/objectives with differentiated offers and solutions that Covetrus can deliver.
- Proven ability to interact with all levels of stakeholders in a customer's business and engage in discussions about the totality of their operation, including identifying where third-party relationships could benefit their workflows.
- Consistently meets and surpasses sales goals, showcasing an expert understanding of the sales process, client needs, and effective relationship-building strategies.
- Can pivot and adapt in fast-moving, agile environments. Capable of dealing with business conflicts.
- Ability and willingness to engage in coaching conversations.
- Willingness to document best practices of sales skills for deployment to other areas of the sales organization.
- Ability to partner closely with staff across departments to implement growth strategies.
- An expert understanding of CRM tools functionality and practical experience used to support the management of an account.
- Self-motivated and goal-oriented, requiring minimal day-to-day supervision.
- Travel daily for field visits, meetings, and training; travel may vary depending on region.
- Attendance at annual national and relevant regional sales meetings is required.
- Occasional night/weekend travel may be necessary.
- A valid state driver's license is required.
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