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Territory Manager (Pet & Vet)

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Date: 02-Oct-2018

Location: Melbourne, VIC, AU

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 and, or find us on LinkedIn, Facebook, Twitter and YouTube.

Location: Melbourne, Victoria, Australia
No Relocation Assistance Offered
# 68973

Job Title: Territory Manager (Pet & Vet)   


Function : Customer Development


Job Summary   


Provide a direct interface with veterinary professionals at the practice level to ensure the highest levels of veterinary endorsement for Hill’s brands and 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 clinics and gain professional and business support to grow Share of Market and Sales.


 Principal Duties and Responsibilities





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 store/clinic classification and required activities.
  • Timely report calls and maintain records for the territory
  • Review store/clinic potential for the territory (every year)
  • Promptly identify new stores/clinics and secure strong presence and endorsement for Hill’s brands
  • Maintain accurate records in the Hill’s reporting system, e.g.
    • all stores/veterinary practices in the territory
    • all professional and administrative activities


Business Development

  • Develop deep knowledge of the customers’ business and organization; build a network with key decision makers / key influencers in the store/vet practice. Maintain regular contacts with the HCT /store personnel and key influencers.
  • Provide best in class professional support (detailing, in-clinic/in-store seminars, technical meetings, trainings, merchandising), reaching all key stakeholders in specified practices/stores
  • Identify opportunities in the assigned stores/clinics and develop technical and business propositions that meet the needs of both Hill’s and the customer, resulting in BRMO leadership and superior 6P’s execution in clinic/store.
  • 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.
    • Full distribution, excellent visibility and active endorsement by the store staff of Hill’s products.
    • Rapid acceptance, endorsement, support and distribution of new products
    • Establishment of shelf space, visibility and adequate inventory within each clinic and each store, as per Perfect Store standards
    • Establishment of merchandising and practice protocols to Hill’s Perfect Clinic standards
    • Increase recruitment of new users of Hill’s brands (e.g. trial programs)
    • Special secondary exhibition to maximize return of promotion campaigns
  • Develop and implement annual business plans for specified stores/veterinary clinics, which realise both the needs of customers and Hill’s overall commercial objectives.
  • Schedule regular (quarterly) business reviews with the decision maker in the store/clinic to assess the achievements versus the agreed goals and adjust plan accordingly





Business & Financial management

  • Monitor the achievement of territory objectives versus target and develop corrective actions where necessary
  • Manage the assigned budget and ensure timely and accurate submission of POs to head office
  • Timely and accurate submission of T&E expenses


  • Represent Hill’s at meetings/conferences e.g. Trade shows, Pet training days, Store Opening Day, Training days, Congress, Local and National meetings, Client Meetings and Practice Open Days
  • Keep abreast of trends in the speciality per industry/veterinary profession and of competitive activity and share this knowledge with the Head Office in the appropriate forums. 




Education/ Experience Requirements


  • Bachelor Degree in Business, Pharmaceuticals, Veterinary Science or similar field is strongly recommended. MBA is a plus.
  • Previous sales experience in field sales, veterinary industry, FMCG, pharmaceutical company or Nutrition Company preferred.


 Expected Areas of Skills


  • Proficient computer skills in Microsoft Office, and ability to learn company specific tools & programs
  • Fluent in English
  • Valid driver’s license required


 Leadership Competencies 


  • Effective execution
  • Relationship Building
  • Consumer/Customer focused
  • Planning/Priority Setting
  • Influence / Negotiation
  • Teamwork and Collaboration


Functional Competencies 


  • Understand Customers and Customer collaboration
  • In-Clinic/In-Store execution
  • Customer Influence and Negotiation
  • Integrated Commercial Planning


Key partnerships and reporting relationships


  • Does this position supervise:  No
  • Reports to Field Sales Manager


 Travel Requirements


Expected percentage of travel:  Up to 90%


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 email 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, colour, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability,  marital status, or any other characteristic protected by law.

Job Segment: Field Sales, Social Media, Pharmaceutical Sales, Business Development, Manager, Sales, Marketing, Management

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