West Coast Territory Manager in Northbrook, Illinois at Vets Choice Radiology LLC

Title

West Coast Territory Manager

Department/Group

Sales

Job Status

Full time - Remote

FLSA Classification

Exempt

Schedule

VCR operates 24/7, 365 days a year including weekends and holidays

Positions Supervised

None

Reports to

Head of SMB Partnerships

Travel/On Call

Up to 30% travel

Founded in 2018, Vets Choice Radiology (VCR) is a leading full-service veterinary teleradiology company committed to diagnostic quality, white-glove service, and guaranteed turnaround times. With a network of more than 100 board-certified veterinary radiologists operating globally, VCR provides 24/7/365 interpretation services across radiographs, ultrasound, CT, and MRI — with a STAT guarantee of 1 hour or the read is free.

We are in an exciting phase of growth, investing in people, technology, and infrastructure to enhance patient care and meet the evolving needs of the veterinary profession.

Vets Choice Radiology is an Equal Opportunity Employer and does not discriminate. All employment decisions are based upon qualifications, merit, and business need.

Job Summary

The Territory Manager is responsible for identifying, prospecting, and closing new veterinary practice partnerships for Vets Choice Radiology. This role focuses on growing VCR’s client base across all practice types - general practices, specialty hospitals, urgent care, and emergency clinics - whether independently owned, corporate-owned, or affiliated with consolidator networks. The Territory Manager is a hunter by nature, skilled at building relationships from the ground up, navigating complex buying structures, and articulating the value of VCR’s teleradiology services to a wide range of decision-makers.

Essential Job Functions

• Prospect, qualify, and close new veterinary practice accounts across all segments, including general practices, specialty hospitals, urgent care and emergency clinics that are independently owned, corporate-owned, or affiliated with consolidator groups.
• Develop and execute a territory prospecting strategy, identifying high-potential targets through research, referrals, industry events, and outreach.
• Identify and engage key decision-makers at each prospect practice, recognizing that buying authority varies significantly between independent owners, practice managers, medical directors, and corporate or consolidator procurement teams.
• Conduct compelling discovery calls, virtual and in-person presentations, and product demonstrations that clearly communicate VCR’s value proposition — including diagnostic quality, turnaround guarantees, and white-glove service.
• Build and manage a healthy pipeline, moving prospects through the full sales cycle from initial outreach to signed agreement.
• Develop a deep understanding of each prospect’s current radiology workflow, pain points, and goals in order to tailor the VCR solution and build a compelling business case.
• Strategically pursue consolidator and corporate group opportunities, understanding the multi-location dynamics and longer enterprise sales cycles involved, and engaging the appropriate internal stakeholders to support larger deals.
• Meet or exceed monthly and quarterly new business targets for signed accounts, revenue, and pipeline growth.
• Represent VCR at veterinary industry conferences, trade shows, and regional events; actively build brand presence and generate leads through in-person networking.
• Maintain accurate and up-to-date records of all prospecting activity, pipeline status, and deal progress in the CRM system.
• Ensure smooth client onboarding and a strong handoff experience that sets up new accounts for long-term success.
• Provide market feedback to leadership on competitive activity, pricing, objections, and emerging trends in the veterinary teleradiology space.

Qualifications, Education, and Experience

• Bachelor’s degree or equivalent professional experience.
• 3+ years of B2B veterinary sales or veterinary business development experience with a demonstrated track record of meeting or exceeding new business targets; experience in veterinary, animal health, is required.
• Working knowledge of the veterinary industry landscape — including the structural and cultural differences between independent practices, corporate-owned clinics, and consolidator-managed groups.
• Hunter mentality with strong prospecting skills — confident with cold outreach, pipeline building, and driving urgency through a consultative sales process.
• Excellent communication, presentation, and negotiation skills; ability to adapt messaging for a range of audiences from front-desk staff to C-suite executives at large corporate groups.
• Proficiency with CRM platforms (e.g., Salesforce, HubSpot) for pipeline management, activity tracking, and forecasting.
• Highly self-directed and results-oriented; comfortable working independently in a fully remote environment while consistently delivering against goals.
• Willingness and ability to travel regularly for prospect meetings, industry conferences, and company events (estimated up to 30%).

Key Competencies

• New business development and prospecting
• Relationship building and stakeholder management
• Executive-level communication and negotiation
• Pipeline discipline and proactive follow-up
• Account growth and retention
• Operational detail orientation
• Cross-functional collaboration
• Salesforce and CRM hygiene
• Problem solving and issue resolution
• Ownership, accountability, and follow-through
• Team-first mindset

Cognitive and Physical Demands

• Prolonged periods sitting at a desk and working on a computer.
• Frequent use of phone, video conferencing, email, CRM systems, and other business applications.
• Ability to communicate clearly and professionally with internal and external stakeholders throughout the workday.
• Ability to manage multiple priorities, deadlines, and account needs in a remote work environment.
• Willingness and ability to travel extensively throughout the year, including weekends, for conferences and events (up to 30%).
• Ability to stand for extended periods and work actively in tradeshow and conference environments; comfortable being on your feet throughout full event days.
• Ability to lift and manage event materials and equipment up to 25 lbs during event setup and breakdown.

.

Working Conditions

• Fully remote position
• VCR provides required computer equipment and monitors and partial reimbursement for internet service. Employees must maintain stable high-speed internet and a professional home office environment with minimal background noise to ensure effective communication and productivity.

Reasonable Accommodations

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodation may be made to help enable qualified individuals with disabilities to perform the essential functions.

Disclaimer

Employment with Vets Choice Radiology is at-will, which means that either the employee or the Company may terminate the employment relationship at any time, with or without cause, and with or without notice, unless otherwise required by law. Nothing in this job description or any other Company document or communication shall be construed as creating a contract of employment or a guarantee of continued employment. The Company reserves the right to modify, interpret, or apply this job description as it sees fit, in accordance with business needs and applicable laws.