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Territory Manager

Date: Jul 8, 2019

Location: Scotland, SCT, GB

No Relocation Assistance Offered
# 74177 - Scotland, England, United Kingdom

Job Title:         

Territory:

Territory Manager

East Scotland

SAP Job Function:

Customer Development

Job Summary

The Hill’s Territory Manager (TM) is responsible to grow Hill’s business (sales, distribution, market share and BRMO) in the assigned territory.

The TM manages the customers (veterinary clinics and specialty pet retail stores) in the assigned territory and ensures Hill’s is the strategic partner of choice for these customers and gain support to grow Hill’s business.

Principal Duties and Responsibilities

 

%

Task

5%

Product Knowledge

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

20%

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 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.)

60%

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

10%

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

5%

 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 

This is not an exhaustive list of duties or functions.

Education/ Experience Requirements

Bachelor degree required.

*Bachelor’s Degree Required, (B.S. in biology, chemistry, health-related, nutrition, animal science or Business Administration or a relevant field is preferred)

*Previous sales experience required (veterinary industry, pharmaceutical company or Nutrition Company preferred)

*Licensed DVM (Veterinary Medicine) or RVT (Animal Health Technician/Technologist) preferred

 

Expected Areas of Skill

  • Strong selling skills. Ability to listen, articulate proposals, manage objections, persuade, negotiate and close
  • Passionate for execution and result oriented
  • Excellent skills in time management, planning and managing budgets
  • Excellent interpersonal and communication skills ( written and verbal )
  • Proficient computer skills in Microsoft Office (esp. Excel) and ability to learn company specific tools & programs
  • Valid driver’s license required
  • Flexible Work Hours
  • English preferred

Leadership Competencies (Should match the Colgate Global Competencies)

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

 

Functional Competencies (Should match the Colgate Global Competencies)

  • Shopper & Category Centric - Understanding Our Environment
  • Execution Focused - In-Store/Clinic Execution
  • Customer Oriented - Selling and Negotiation

Working Relationships (Key partnerships and reporting relationships)

  • Does this position supervise:  No
  • Reports to Regional Sales Manager
  • Key Account Team
  • Corporate Accounts
  • Strategic Partners
  • Professional Veterinary Affairs

Travel Requirements

Expected percentage of travel:  Up to 25%

Expected percentage of time in Field: 90%

 


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

Are you interested in working for Hill's Pet Nutrition? You can apply online and 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.

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.

Reasonable accommodation during the application process is available for persons with disabilities. Please contact Application_Accommodation@colpal.com with the subject "Accommodation Request" should you require accommodation.


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