Territory Manager

Hill's Pet Nutrition
Scotland SCT GB Scotland SCT GB
8 days ago: Colgate Palmolive

Job Description

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

Job Title:         


Territory Manager

West 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




Product Knowledge

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


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.)


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


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


 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 require

8 days ago from Colgate Palmolive - View Original

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