Capital Equipment Consultant

Note: This position is located in the Pacific Time Zone

SUMMARY

The Capital Equipment Consultant is responsible for guiding veterinary practices in selecting the most suitable capital equipment for their needs. This role involves assessing clinic requirements, providing tailored recommendations, preparing customer equipment proposals, selling equipment, and ensuring optimal pricing and margins. The Consultant will manage key performance indicators (KPIs), generate and follow leads and referrals, and close sales to drive revenue growth

ESSENTIAL DUTIES AND RESPONSIBILITIES

Client Consultation & Needs Assessment

• Engage with veterinary practices to understand their operational needs, workflows, and equipment requirements for assigned Regions and Zone.
• Provide expert recommendations based on practice goals, budget, and industry standards.
• Provide cost savings recommendations and value engineering opportunities as needed.

Product Expertise & Recommendations

• Maintain in-depth knowledge of capital equipment solutions, including specifications, benefits, and applications, serves as the capital equipment subject matter expert.
• Present tailored solutions that enhance clinic efficiency, patient care, and revenue potential.

Sales & Business Development

• Manage leads through referrals, proactive outreach, and networking.
• Create customer proposals for requested and recommended capital equipment products.
• Identify complementary products to enhance the sales experience.
• Develop and deliver compelling sales presentations and coordinate product demonstrations.
• Maintain regular cadence of customer follow up on outstanding proposal opportunities.
• Manage order submission, submit shipping information to customers, resolve customer questions, and provide product and solution information.
• Close sales and establish long-term relationships with clients to drive repeat business.
• Manage and update Opportunity records in Salesforce.

Pricing & Margin Management

• Using independent judgement, establish competitive pricing strategies while maintaining healthy profit margins.
• Analyze market trends and competitor offerings to ensure pricing remains competitive and profitable.
• Utilizes internal sales and service tools to provide customer value including detailed programs and promotions geared to customers.

Performance Management

• Track and analyze key performance indicators (KPIs) to measure success and identify opportunities for improvement.
• Report on sales performance, lead conversion rates, margin and revenue targets to management.

Collaboration & Teamwork

• Partner with internal teams, including marketing, supplier relations, and sales support, to deliver a seamless client experience.
• Identify opportunities for product category enhancements and expansion based upon market intelligence and customer demand.
• Collaborate on promotional campaigns and training initiatives to support sales efforts.
• Work with manufacturers to determine lead time, shipping costs and collect relevant equipment documentation.

QUALIFICATIONS:

Education and/or Experience

• Education:
  • Bachelor’s degree in business, veterinary medicine, or animal health science.
• Experience:
  • Proven experience in sales, consulting, or account management, preferably in the animal health or medical equipment industry with a minimum of 3-5 years’ experience.
  • Animal health clinical experience
• Technical Skills:
  • Familiarity with veterinary clinic operations and equipment.
  • Proficiency in Salesforce, Microsoft Office Suite, Asana and AS-400.
• Soft Skills:
  • Strong interpersonal and communication skills with the ability to build trust and rapport.
  • Analytical thinking and problem-solving skills.
  • Results-oriented mindset with a focus on achieving and exceeding targets.

Competencies (Skills & Abilities)

• Excellent collaboration skills and a proven ability to work in a fast-paced environment.
• Demonstrated ability to influence decision makers related to large capital purchases.
• Strong presentation skills, including development and creation of content and materials.
• Excellent verbal and written communication skills.
• Prioritizes customers based on account potential.
• Capable of self-managing and spearheading new initiatives.
• Communicates frequently with all levels within company and cross functional teams.
• Leverages all cross-functional teams as needed to close deals.
• Performs additional duties and tasks as necessary to support the team and company objectives.

PHYSICAL DEMANDS/WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Travel 10% of the time for meetings, and training.
• Attendance at annual national and relevant regional sales meetings and trade shows is required.
• Extensive computer and phone work.
• Occasional night/weekend travel may be necessary.
• A valid state driver's license is required.

Salary may vary depending on factors such as confirmed job-related skills, experience, and location. It is not typical for an individual to be hired at or near the top end of the range for their role. Compensation decisions are dependent upon the facts and circumstances of each case.

However, the pay range for this position is as follows. Sales Positions are eligible for a Variable Incentive

We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program:

• 401k savings & company match

• Paid time off

• Paid holidays

• Maternity leave

• Parental leave

• Military leave

• Other leaves of absence

• Health, dental, and vision benefits

• Health savings accounts

• Flexible spending accounts

• Life & disability benefits​

• Identity theft protection

• Pet insurance

• Certain positions may include eligibility for a short term incentive plan

Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.