Role Profile Summary

This role is best described as a market development, account management, and distributor enablement position. Success is achieved through influencing customer adoption, developing market demand, coaching distributor sales teams, and executing growth strategies in partnership with the distributor.

Key Responsibilities

Territory and Market Development

Develop and execute a territory business plan aligned with company growth objectives in collaboration with the distributor's sales team.
Identify, prioritize, and develop target accounts and growth opportunities across the Philippines.
Maintain comprehensive market knowledge including competitor activities, industry trends, and emerging customer needs.
Establish clear account priorities and territory coverage plans to maximize customer engagement and business growth.
Deliver agreed territory revenue, placement, utilization, and market share objectives through effective demand generation activities in collaboration with the distributor's sales team.
Provide regular business updates, market intelligence, and opportunity assessments to management.

Consultative Customer Engagement

Engage veterinary professionals using a consultative, solutions-based approach that addresses clinical, operational, and business challenges.
Demonstrate the value of diagnostic solutions through evidence-based discussions and workflow assessments.
Influence customer decision-making by aligning solutions with customer objectives and practice needs in collaboration with the distributor's sales team.
Develop trusted relationships with veterinarians, specialists, practice owners, managers, and key decision-makers.
Serve as a credible advisor and advocate for diagnostic best practices within the veterinary community.

Demand Generation and Account Growth

Execute demand generation strategies that drive awareness, consideration, adoption, and utilization of diagnostic solutions.
Partner closely with distributor sales teams to identify, qualify, and advance business opportunities.
Drive adoption and utilization within existing accounts through ongoing customer engagement and workflow optimization.
Develop a robust opportunity pipeline and collaborate with distributor teams to advance opportunities through the sales process.
Support customer retention and long-term account development initiatives.

Distributor Partnership and Field Coaching

Serve as the primary company partner for the appointed distributor within the assigned territory.
Build strong relationships with distributor management and field sales personnel to drive mutual business success.
Conduct regular joint field visits with distributor representatives to support customer acquisition, account development, and opportunity progression.
Coach distributor sales personnel on consultative selling techniques, customer engagement, opportunity qualification, territory planning, and competitive positioning.
Deliver product, application, and diagnostic workflow training to improve distributor capability and commercial effectiveness.
Support onboarding and ongoing development of distributor sales representatives through mentoring and field-based coaching.

Key Account Management

Develop and maintain relationships with strategically important customers and key opinion leaders.
Execute account plans that support customer growth, retention, and long-term partnership.
Identify opportunities to expand diagnostic adoption, utilization, and customer advocacy within key accounts.

CRM and Business Analytics

Maintain accurate and timely records of customer interactions, opportunities, account plans, and business activities within CRM systems.
Monitor territory performance against key business metrics and objectives.
Support forecasting processes through effective pipeline management and opportunity tracking.
Leverage customer and market data to optimize business planning and decision-making.

Cross-Functional Collaboration

Support new product launches, campaigns, educational initiatives, and customer development programs.
Communicate customer insights and market feedback to internal stakeholders to support strategic decision-making.
Participate in cross-functional projects and contribute to continuous business improvement initiatives.

Education and Industry Engagement

Support educational programs, workshops, conferences, trade shows, and continuing education events.
Develop relationships with key opinion leaders and influential members of the veterinary community.
Represent the company professionally at industry events and customer engagements.

Required Qualifications

Minimum 3-5 years of experience in veterinary diagnostics, animal health, medical devices, healthcare, pharmaceuticals, or related industries.
Demonstrated experience in territory management, account management, business development, or customer-facing commercial roles.
Experience working within distributor-led or indirect sales environments is highly desirable.
Strong commercial acumen and consultative selling capability.
Proven ability to influence stakeholders without direct authority.
Experienced sales personnel is preferred.
Excellent communication, presentation, and relationship-building skills.
Ability to work independently and manage multiple priorities effectively.
Willingness to travel extensively throughout the Philippines.

Key Competencies

Consultative and value-based selling
Territory and account management
Distributor and channel management
Demand generation and business development
Strategic account planning
Customer relationship management
Negotiation and influencing skills
Cross-functional collaboration
Problem solving and execution excellence

Key Performance Indicators

Territory revenue growth
Market share growth
New account acquisition
Existing account expansion and utilization growth
Opportunity pipeline development and conversion
Forecast accuracy
Strategic account performance
Distributor sales capability development
Number and effectiveness of joint field engagements
Customer satisfaction and retention
CRM compliance and business planning effectiveness
Successful execution of growth initiatives and product launches

Leveling Guide

Some field sales experience and/or equivalent inside sales experience
Requires demonstrated sales and customer relationship skills.
Requires solid knowledge of IDEXX products and services and/or equivalent external experience
Grows and develops strong customer relationships.
Applies company policies and procedures to resolve a variety of issues.
Requires knowledge and experience in own discipline; acquiring higher level knowledge and skills. Builds knowledge of the organization, processes and customers.
Solves a range of problems. Analyzes and recommends possible solutions.
Receives a moderate level of guidance and direction as needed.
Typically 3-5 years field and/or equivalent inside sales experience. Relevant sales experience preferred.
Scientific medical and/or technical background, training, and/or experience preferred.
Experience in a Veterinary Clinic a plus.

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.

Veterinary Diagnostic Specialist