22 days old

Practice Success Manager - WA, OR, CA

Vetsource
Portland, OR 97220
  • Job Code
    118990042

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

PI118990042

<div class="jobDesc"> <p>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.</p> <p>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.</p> <p><br /> Essential Duties:<br /> Include, but are not limited to the following.<br /> ? Territory Planning and Management</p> <ul> <li>Develop and maintain a territory strategy and plan to guide focus and manage opportunities to drive growth</li> <li>Manage a regular cadence of practice outreach and engagement</li> <li>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</li> </ul> <p>? Client Engagement and management</p> <ul> <li>Build and maintain relationships with practice management</li> <li>Evaluate the risk of attrition and develop retention strategies and tactics</li> <li>Conduct regular business reviews with practice managers and owners to highlight performance results and opportunities for growth</li> <li>Define and implement in-practice behavior-change programs to drive staff engagement and client penetration</li> <li>Conduct and/or coordinate in-person staff training and/or lunch-and-learns</li> <li>Develop in-practice protocols to drive Home Delivery usage</li> <li>Ensure Vetsource marketing materials are in place to drive awareness for clients</li> <li>Introduce and sell additional and complementary service lines (e.g. PetMail, Vet2Pet, VetSuccess,...)</li> <li>Understand and professionally utilize the escalation chain, if needed, to obtain results</li> </ul> <p>? Sales</p> <ul> <li>Present the Vetsource overview and standard sales pitch</li> <li>Evaluate client needs and match to Vetsource solutions</li> <li>Manage sales opportunities from identification to close</li> <li>Negotiate terms of service (with mgt approval)</li> <li>Respond to RFP requests</li> <li>Follow contracting requirements as outlined by Sales Ops</li> </ul> <p>? Collaboration and Teamwork</p> <ul> <li>Coordinate work with Vetsource colleagues to help impact growth or retention of key clients regionally and nationally</li> <li>Contribute to problem-solving by participating in meetings/working sessions to help Vetsource improve our service offering</li> <li>Work closely with Inside team to achieve regional goals</li> <li>Participate in Regional and National trade shows</li> <li>Host Vetsource business partners as part of in-market visits (Executives, Leadership, colleagues)</li> <li>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.</li> <li>Stay updated on any current promotions offered through our partners</li> </ul> <p>? Administrative & Misc.</p> <ul> <li>Timely and accurate use of Salesforce Automation/CRM tools per stated expectations <ul> <li>Complete sales/AM pipeline data maintenance</li> <li>Capture account engagement and notes</li> <li>Pipeline maintenance</li> </ul> </li> <li>Provide accurate pipeline forecasts</li> <li>Timely submission of expense reports for travel and business needs</li> <li>Follow company-standard review processes</li> <li>Provide regular updates on progress and challenges</li> </ul> </div> <img src="https://analytics.click2apply.net/v/2VrqRnsWywr7uZVPFDnBG"> <p>PI118990042</p>

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Posted: 2020-03-13 Expires: 2020-04-13

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Practice Success Manager - WA, OR, CA

Vetsource
Portland, OR 97220

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