Senior Territory Business Manager - Southeast, Lab Animal Sciences

Overview

The Territory Account Manager is the primary liaison between the company and our key customers in the field and ensures our market standing is secure and growth oriented. Our Territory Account Managers are the front-line support that drive top-line sales growth for the company. Acting as Trusted Advisor to our customers, the Territory Account Manager provides the best mix of products and information resulting in optimal process improvement for the customer.

Territory includes FL, GA, IN, KY, OH, NC, SC, TN.  

Responsibilities

• Creates demand for Contec products through personal contact, presentations, demonstrations, education and training of end users and distribution sales partners.
• Actively manages existing accounts to ensure continuity of sales and to develop long term relationship
• Communicate regularly and effectively in person and remotely with company management and distribution sales partners to identify sales opportunities, to stay abreast of projects, to develop action plans and to close sales
• Partners internally with cross-functional leader.
• Understands Contec product lines, services and support materials (literature, technical data sheets, website and certificates) in sufficient detail to maintain existing sales and to generate new sales
• Engages Lab Animal staff and supervisors at all levels regarding regulations and best practices for cleaning and disinfection of lab animal environments
• Provides customer feedback and market insight to product development and marketing efforts for new applications research, new product design, and process improvement

OTHER DUTIES AND RESPONSIBILITIES

• Attends conferences, trade shows, and other professional meetings to promote Contec’s product solutions and brand.
• Submits timely and periodic activity and expense reports.
• Make calls with distribution partners at the end user. Work with distribution partners on a quarterly basis to set goals, discuss strategy and to ensure the distributors are up to speed on the latest technology.
• Actively makes calls to end users to manager current business and to seek out and close new business opportunities. 
• Work with Technical Services Group to bring them into accounts for Assessments, recommendations and SOP’s.
• Others may be assigned. 

Competencies

• Exhibits professionalism, punctuality, organization.
• Experience making professional sales calls, navigating the sales process, identifying decision makers and gatekeepers, and following up effectively.
• Must have worked in an outside sales capacity, managing a large geography and using a routing and zoning program effectively.
• Have worked with distributors and understand their role and responsibilities
• Proficiency in Microsoft Office
• Ability to work remotely with minimal supervision while managing expenses and time effectively
• Ability to work in a team environment
• Performs duties with the highest regard for safety and quality
• Experience using CRM
• Ability to understand and follow site protocols, policies and procedures
• Able to demonstrate support and adherence to Contec’s core values: respect for others, doing “whatever it takes” within Contec’s core values, vision and strategic direction, exhibiting integrity, having a tolerance for risk, understanding there is life outside of work, enjoying the ride

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION 

A bachelor’s degree (BA or BS) from a four-year college or university

EXPERIENCE

Seven plus years of end user sales experience in lab animal, medical/healthcare supply/device or related industry required. Selling through distributors to end users is a plus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.   While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts, fumes, airborne particles, and toxic or caustic chemicals.  The noise level in the work environment is usually moderate.   This position requires frequent weekly travel, and the amount of overnight travel may exceed 50% in any given month.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.   While performing the duties of this job, the employee is regularly required to communicate and convey information. The employee is occasionally required to be in a stationary position, move or traverse; prepare, inspect, observe or detect physical and visual characteristics of raw materials, products and processes; position objects and items.  The employee must occasionally lift or transport up to 25 pounds.