JOB SUMMARY
Carry out all sales responsibilities to veterinary clinics and hospitals. Increase and build customer loyalty and usage of IDEXX products. Engage customers in all sales related activities and responsibilities in a specific territory. Create relationships with customers through knowledgeable interactions, business discussions and educational interactions. Acquire new business in existing customer base and acquire new customers leading to an overall increase in the territory revenue. Help build customer loyalty through the effective use of IDEXX products & services including in-house and reference laboratory diagnostic solutions in the customer’s practice. Facilitates and handles customer questions and/or service issues.
PRIMARY DUTIES AND RESPONSIBILITIES:
- Increase the diagnostic revenue year over year in a specific territory
- Sell diagnostic equipment, tests and services to customers.
- Increase utilization of in-house diagnostic tests & assays, instrument consumables and reference laboratory profiles & advanced tests for territory customer base.
- Achieve quarterly and annual revenue and growth goals through new account acquisition and existing account development.
- Educate and train veterinary clinic staff on products, services & marketing initiatives, including elevating issues to customer service when appropriate.
- Represent IDEXX mission, values and principles in all dealings with customers and markets.
- Present IDEXX values to customers in a professional manner; including understanding the industry, veterinary practice, customers, technology, operations, and processes.
- Attend trade shows and other educational events.
- Manage territory for optimal account coverage, including quality account planning.
- Define and verify customer needs and expectations. Communicate customer needs/issues to marketing organization and business unit manager, including recommendations of modifying service levels to current accounts.
- Communicate competitive issues to marketing organization and business unit manager.
- Partner, coordinate and assist laboratory operations to facilitate/handle customer questions and/or service issues.
- Manage IDEXX expenses and resources in line with company guidelines and directives.
EDUCATION:
- Bachelors degree of equivalent combination of education and experience required.
REQUIRED SKILLS AND ABILITIES:
- Demonstrated strong sales and closing skills.
- Documented track record of success in achieving sales goals.
- Strong communication skills with the ability to influence and negotiate with customers, co-workers and peers.
- Demonstrated ability to develop, grow and manage customer relationships.
- Ability to understand customer needs and develop customer specific solutions.
- Utilizes creativity in problem solution, works easily with team partners to solve customer needs.
- Must be professionally mature, and able to adapt to independent and team-oriented environment.
- Must possess a passion for business with the drive to achieve results.
- Integrity, keeping commitments to colleagues, customers and the company.
- Able to demonstrate modeling and authentic support for IDEXX mission, values and principles.
- Solid computer skills and ability to utilize sales information management databases.
- Strong interpersonal skills – ability to build strong customer relationships and build outstanding relationships with customers & colleagues.
- Strong collaboration & teamwork skills.
- Detailed and organized with the ability to multi-task.
- Solid analytical skills with the ability to analyze and understand customer sales data.
- Knowledge of veterinary industry and/or veterinary diagnostics preferred.
- Must possess a valid driver’s license.
PHYSICAL DEMANDS:
- Some weekend work
- Extensive travel required
- Ability to lift up to 60 pounds
WORK ENVIRONMENT:
- Exposure to veterinary clinics
LEVELING GUIDE:
- Has developed skills through formal training or considerable work experience. Performs full range of established procedures, and will typically be considered skilled through on-the-job experience.
- Work typically involves technical skills and/or administrative duties within established procedures with a moderate degree of supervision.
- Resolves routine issues without supervisory approval.
WHY IDEXX?
We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from disease. We have customers in over 175 countries and a global workforce of over 10,000 talented people.
So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery.
At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBTQ+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, colour, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws.
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