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Territory Manager - New Brunswick

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Date: Dec 5, 2018

Location: Fredericton, NB, CA

Work that matters, fueled by passion for pets!  At Hill’s we have a purpose.  Every day around the world, we transform the lives of millions of pet families through pioneering innovation, amazing nutrition, and the best and brightest people. Founded more than 75 years ago with an unwavering commitment to pet nutrition, Hills' mission is to help enrich and lengthen the special relationships between people and their pets.

HILL'S® Prescription Diet® therapeutic pet foods, HILL'S® Science Diet® and HILL'S® Ideal Balance™ wellness pet foods are sold worldwide. Hill’s is a division of Colgate-Palmolive, a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition, with sales of products in more than 200 countries.  To learn more about Hill's and Colgate, please visit http://www.hillspet.com and http://www.colgatepalmolive.com, or find us on LinkedIn, Facebook, Twitter and YouTube.

Accommodation during the recruitment and selection process is available for persons with disabilities upon request. Please contact the Human Resources department at (416) 422 - 7986 should you require accommodation.

Location: Fredericton, New Brunswick, Canada
No Relocation Assistance Offered
# 70649

Job summary:

The Hill’s Territory Manager (TM) is responsible for managing an account base of veterinary clinics and specialty pet retail stores. You'll focus on building net sales, product mix, market share and Hill’s product endorsement (BRMO) within those clinics and stores. The TM will need to stay abreast of competitive climate in the assigned territory to ensure appropriate actions take place to drive the business.

 

TMs will provide a direct interface with veterinary professionals at the practice level to ensure the highest levels of veterinary endorsement (BRMO) for Hill’s brands. Ensure Hill’s is the strategic partner of choice in the assigned clinics and gain professional and business support to grow sales.

 

TMs will provide a direct interface with specialist pet retail operators at store level to ensure optimal execution of Hill’s 6Ps. Ensure Hill’s is the strategic partner of choice in the assigned stores and gain business support to grow sales.

 

Principal Duties & Responsibilities:

Product Knowledge

  • Develop and maintain high standards of knowledge in small animal nutrition, Hill’s and competitors’ products through company training and self-study

Territory Management

  • Achieve territory sales targets
  • Plan and execute call value (coverage, frequency, productivity) for the territory, based on account classification and required activities
  • Timely call reports and record maintenance for the territory
  • Review the potential of accounts within the territory (every year)
  • Promptly identify new accounts and secure strong presence and endorsement for Hill’s brands
  • Maintain accurate records in the Hill’s reporting system
  • Leverage all Company available tools to drive execution (HIPP, Product POS, Detailing material, Staff Feeding, VIP Market, Sampling, Trial, Product Distribution drive, etc.)

Clinic / Store Business Development

  • Develop deep knowledge of the customers’ business and organization; build a network with key decision makers / key influencers in the vet practice and specialty pet store in the assigned territory
  • Maintain regular contact with Health Care Teams (HCTs) / store personnel and key influencers
  • Provide best in class professional support (detailing, in-clinic/store seminars, technical training, merchandising), reaching all key stakeholders in specified practices and stores
  • Identify opportunities in the assigned customer base and develop technical and business propositions that meet the needs of both Hill’s and the customer, resulting in BRMO leadership and superior 6P execution in clinics and stores
  • Implement commercial activities to ensure:
    • Awareness, full distribution and active endorsement by the veterinary profession of Hill’s products and services in all core disease categories (clinic)
    • Full distribution, excellent visibility and active endorsement of Hill’s products by the store staff
    • Rapid acceptance, endorsement, and distribution of new products
    • Establishment of shelf space and adequate inventory within each clinic/store
    • Establishment of merchandising and practice protocols to Hill’s standards
    • Increase recruitment of new users to Hill’s brands (e.g. active recommendations, trial programs)
  • Develop and implement annual joint business/action plans for key veterinary clinics/specialty pet stores, which achieve both the needs of customers and Hill’s overall commercial objectives
  • Schedule regular (quarterly) business reviews with the Decision Maker in key veterinary clinic/specialty pet stores to assess the results versus the agreed goals and adjust plans accordingly

Business & Financial Management

  • Monitor achievement of territory objectives vs target & develops strategies to address changes in the business environment as appropriate
  • Manage the assigned budget and ensure timely and accurate submission of payment requests
  • Timely and accurate submission of T&E expenses

Meetings & Conferences

  • Represent Hill’s at meetings/conferences e.g. Trade shows, Local and National meetings, Client Meetings, Clinic/Store Special events
  • Keep abreast of trends and of competitive activity in both the veterinary profession and pet retail environments and share this information with the Head Office in the appropriate forums

 

Basic qualifications:

  • Bachelor’s Degree with previous sales experience OR 2 year Associate Degree with Registered Veterinary Tech credentials (Animal Health Technician) 

 

Preferred qualifications:           

  • B.S. in biology, chemistry, health-related, nutrition, animal science or Business Administration or a relevant field
  • Previous sales experiences in the veterinary industry, pharmaceutical company or nutrition company
  • Licensed DVM (Veterinary Medicine) or RVT (Animal Health Technician/Technologist) with practice experience, industry experience OR veterinary teaching experience
  • Valid driver’s license
  • English and French fluency

 

Expected Areas of Knowledge, Skills, and Abilities

  • A self-starter who works effectively across functions, channels, and categories to align priorities, solve problems, optimize resources, and drive effective execution
  • Excellent interpersonal and communication skills (written and verbal)
  • Strong selling skills. Ability to persuade, negotiate and close
  • Excellent skills in time management, planning and managing budgets
  • Proficient computer skills in Microsoft Office (esp. Excel) and ability to learn company specific tools & programs
  • Ability to work in a flexible environment with demanding schedules
  • Ability to work flexible hours
  • Ability to lift up to 50 pounds

 

Hill’s offers:

  • Great employee, domestic partner, and family benefits that start the first day of employment
  • Retirement Savings & Investment Plan with company contributions and matching
  • World-class training and development opportunities
  • Highly professional, ethical, and caring environment

 

Are you interested in working for Hill's Pet Nutrition? You can apply to work with us using this online application. Attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process.

Become part of our team. We look forward to your application.

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.


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