18 days old

Practice Success Manager- NC,SC,GA

Vetsource
Portland, OR 97220
  • Job Code
    125879028

We believe in a collaborative sales team where our collective work and ideas fuel the Vetsource growth engine. Working in a dynamic environment we want someone who will contribute to our teams and gather feedback for our products to provide more excellent services and enhancements, and drive sales performance.

If you care deeply about pets and ensuring that they are healthy and happy and have excellent communication skills, Vetsource Field Sales may be the place for you. At Vetsource we create a great relationship between veterinarians and their clients by enabling pet parents to get important medications and foods delivered directly to their homes.

The Practice Success Manager is primarily responsible for retaining and growing the revenue of Vetsource accounts ensuring that customers are getting the most value out of the Vetsource services they use and that our solutions are helping to grow revenue, improve client loyalty, and improve practice efficiency. The Practice Success Manager needs to have a comprehensive knowledge of all Vetsource offerings and be able to effectively communicate the Vetsource value proposition in a variety of settings. Overall, this is a growth-oriented role that delivers incremental revenue to Vetsource while helping practices succeed. This role focuses on our most valuable and strategically important practices that have the potential to deliver significant revenue/growth.

Your role will be to maintain and expand (through cross and up-selling) within current accounts by establishing and nurturing relationships with key members of the practice including owners, practice managers, staff, and industry leaders & partners in your region who may influence your customers. Practice Success Managers (PSMs) are responsible for selling our industry-leading veterinarian solutions targeting veterinary practices while focusing on the adoption and utilization of platform services. The PSM is responsible for conducting strategic reviews, conducting or facilitating practice-wide training/coaching, introducing new solutions as they come to market, and coordinating regional continuing education events, dinner seminars, and participating in industry shows/events with all regional stakeholders to drive growth. Excellent-field based sales and communications skills are critical to success in this role.


Essential Duties:
Include, but are not limited to the following.
Territory Planning and Management

  • Develop and maintain a territory strategy and plan to guide focus and manage opportunities to drive growth
  • Manage a regular cadence of practice outreach and engagement
  • Coordinate with other members of the Vetsource team (Sales, Marketing, Key Accounts, ) and partner companies to plan and execute in-market activity to achieve business goals

Client Engagement and management

  • Build and maintain relationships with practice management
  • Evaluate the risk of attrition and develop retention strategies and tactics
  • Conduct regular business reviews with practice managers and owners to highlight performance results and opportunities for growth
  • Define and implement in-practice behavior-change programs to drive staff engagement and client penetration
  • Conduct and/or coordinate in-person staff training and/or lunch-and-learns
  • Develop in-practice protocols to drive Home Delivery usage
  • Ensure Vetsource marketing materials are in place to drive awareness for clients
  • Introduce and sell additional and complementary service lines (e.g. PetMail, Vet2Pet, VetSuccess,...)
  • Understand and professionally utilize the escalation chain, if needed, to obtain results

Sales

  • Present the Vetsource overview and standard sales pitch
  • Evaluate client needs and match to Vetsource solutions
  • Manage sales opportunities from identification to close
  • Negotiate terms of service (with mgt approval)
  • Respond to RFP requests
  • Follow contracting requirements as outlined by Sales Ops

Collaboration and Teamwork

  • Coordinate work with Vetsource colleagues to help impact growth or retention of key clients regionally and nationally
  • Contribute to problem-solving by participating in meetings/working sessions to help Vetsource improve our service offering
  • Work closely with Inside team to achieve regional goals
  • Participate in Regional and National trade shows
  • Host Vetsource business partners as part of in-market visits (Executives, Leadership, colleagues)
  • Foster and maintain close relationships with distributor partners and sales coaches, corporate account managers to facilitate seamless sales processes. Know the representatives for each distributor partner who work in your territory.
  • Stay updated on any current promotions offered through our partners

Administrative & Misc.

  • Timely and accurate use of Salesforce Automation/CRM tools per stated expectations
    • Complete sales/AM pipeline data maintenance
    • Capture account engagement and notes
    • Pipeline maintenance
  • Provide accurate pipeline forecasts
  • Timely submission of expense reports for travel and business needs
  • Follow company-standard review processes
  • Provide regular updates on progress and challenges

Please Note: Management reserves the right to assign or reassign duties and responsibilities at any time.

ORGANIZATIONAL RESPONSIBILITY STATEMENT

In addition to the job-specific responsibilities listed above, all employees are expected to support and model VetSource's Core Value Principles: Do the right thing every time; Treat others the way they want to be treated; Embrace Change; Be innovative; Get it done; Work hard, have fun! Employees will be held accountable for the knowledge and effective application of these principles.

Qualifications:

  • Have a genuine passion for educating and connecting with others in a sales environment
  • Hands-on experience with multiple sales techniques
  • Proven track-record of retaining and saving account
  • Track-record of achieving sales quotas/goals
  • Demonstrated ability to set and execute against a strong territory plan
  • Understanding of sales and customer management performance metrics
  • Excellent communication and negotiation skills
  • Exhibit a willingness to consistently take on new challenges
  • Strong communication and interpersonal skills with the ability to effectively listen and communicate information in a clear, calm, and concise manner
  • Strong organizational and time management skills with ability to work independently
  • Excellent writing skills with great attention to detail
  • Must be team-oriented, possess a positive attitude, and work well with others
  • Self-motivated with a strong desire to learn new products and technologies.
  • Ability to work in a fast-paced, rapidly changing environment, with the ability to multitask
  • Excellent computer skills are required; experience using email, instant message, Microsoft Excel, Microsoft Word, as well as the ability to learn how to navigate unfamiliar systems or programs quickly; ability to use multiple programs at once

Supervisory Responsibilities: None

Experience:

  • 3+ years of Field-based Sales or like experience
  • Working knowledge of Salesforce Automation tools (e.g. SFDC)
  • Veterinary Industry experience is a plus
  • Software & Services sales experience is a plus

Education:

  • Bachelors degree required
  • Experience in related field may be considered in lieu of degree

Special Working Conditions:

  • Travel up to 50% (local, regional, national)

Note:

The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.



PI125879028

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Posted: 2020-11-10 Expires: 2020-12-11

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Practice Success Manager- NC,SC,GA

Vetsource
Portland, OR 97220

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