Veterinary Equipment Specialist - Strategic Accounts

The Veterinary Equipment Specialist - Strategic Accounts is responsible for all aspects of promoting and generating sales of equipment products and services within the Strategic Accounts organization.

The Equipment Specialist works closely with strategic account managers, territory managers, branch managers, and branch equipment specialists to coordinate, identify, qualify and close on equipment sales. The Equipment Specialist coordinates the installation of equipment as well as initiates and manages new and remodeled veterinary office design projects for Strategic Accounts.

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.

Generate Sales:

Responsible for generating sales across multiple equipment categories, increasing market penetration while maintaining acceptable gross profit levels within practices identified as strategic accounts. Seeks to understand equipment needs by asking the best questions, makes recommendations to provide solutions and closes on equipment sales. Generates referrals from current customers and manufacturing representatives. Plans, coordinates and schedules pre-sale demos and post-sale training as needed.

Sales Planning:

Consults with Strategic Accounts team, branch equipment specialists, Branch Managers, Territory Managers and focus customers to develop prospects for equipment sales, veterinary office designs and installation projects and other business opportunities. Makes plans to increase equipment sales volume and achieve established business objectives. During any business cycle, develops a target list of customers, works with corporate groups or field personnel to set appointments and practice visits. Develops and presents equipment solutions to all strategic accounts. Coordinates with local equipment specialist on proposals to deliver an effective design of new and existing veterinary offices to the customer.

Develops and maintains personal relationships with regional directors of corporate partners. Coordinates regular meetings with regional directors to collect information on anticipated equipment needs and opportunities.

Customer Service:

Provides post-sale support to customers.  Demonstrates proper use of products or equipment.  Responds to customer queries, answers questions and solves problems in a timely fashion.  Holds client relationship meetings to monitor satisfaction levels with Patterson’s service and support and illustrates the value-added services provided.  Consult with customers in choosing real estate agents, general contractors and other service providers based on customer needs. Works trade shows when required.

Professionally represents Patterson in accordance with company policies and procedures.

Project Management:

Prepares project schedules for equipment installations and practice remodels. Works with other departments to coordinate schedules and monitors project to completion. Meets with team and the practice regularly to maintain expectations through to project completion.

Administrative:

Responsible for accurate entry of customer orders to ensure prompt delivery. Review and report on all sales activities and keep up-to-date on all expense reporting. Perform other duties as assigned.  Keeps detailed Equipment Prospect Pipeline in format that can be shared with others, can report with accuracy 30 and 60 day estimates on equipment sales.

Physical Demands

• This position requires: moderate physical activity

• Sitting or standing: Position requires both sitting which includes driving and standing

• Lifting or carrying: Must be able to lift up to 50 pounds

Required Qualifications

• 3 – 5 years successful track record in equipment sales

• Project Management experience

• Skillful negotiation and presentation abilities

• Ability to work and contribute to a team environment

• Ability to follow up and close sales

• Excellent verbal and written communication skills

• Computer skills

Preferred Qualifications

• Bachelor’s degree

• Previous work experience in Veterinary medicine

• Computer Aided Design (CAD) skills and basic mechanical knowledge

Please note:  This role will have a travel requirement of 40%.

Salary Range: $90,000-$110,000/annual.

This position is paid on a commission basis.