Regional Sales Director - Vet Channel (Great Lakes)

We’re seeking a strategic and results-driven sales leader to join us as Regional Sales Director – Vet Channel (Great Lakes Region). In this key role, you’ll lead the performance and growth of business-to-business partnerships across a multi-territory region, with a focus on increasing veterinary hospital engagement, same-store sales, and high-quality lead generation.

Reporting to the VP of Veterinary Growth, you’ll collaborate closely with our Territory Partners (independent business consultants) and cross-functional teams to exceed ambitious growth targets in a rapidly scaling and ever-evolving market.

This is a high-impact role ideal for a leader who thrives in a fast-paced, field-based role and is energized by coaching, influencing without authority, and building lasting business relationships.

Location: Great Lakes Region near major airport (eg. ORD, MDW, IND, DTW, MSP)

Travel Requirement: 70% (approx. 15 days/month)

What You’ll Do:

• Lead the execution of field strategy to drive revenue and partnership expansion within the assigned region.
• Partner with Territory Partners to coach, support, and influence hospital staff and leadership to drive enrollment performance.
• Build and maintain strong relationships across veterinary hospitals and internal teams.
• Conduct frequent in-field visits (60–70% travel) to develop, coach, and evaluate regional opportunities.
• Monitor performance data to identify trends, adjust strategies, and optimize sales effectiveness.
• Lead strategic planning for territory goals and partnerships to maximize regional performance.
• Track success through key metrics including hospital engagement, same-store sales, partner experience, and claims efficiency.
• Collaborate with marketing, operations, and training teams to launch effective campaigns and tools.
• Serve as the primary point of contact for Territory Partners, ensuring clear communication, timely information sharing, and actionable feedback.

Who You Are:

• Strategic Leader: You set goals, manage performance, and inspire others to achieve results.
• Data-Driven: Comfortable interpreting dashboards to identify trends and shape sales strategies.
• Influential Coach: Adept at mentoring others without direct authority and driven by shared success.
• Relationship-Oriented: Builds trust quickly and sustains long-term, value-based partnerships.
• High-Energy Executor: Thrives in a fast-moving, field-based role with regular travel and autonomy.

What You Bring:

• 5+ years in sales leadership, managing distributed teams or multi-region operations.
• 5+ years of experience building B2B partnerships (veterinary industry preferred).
• Proven track record of achieving or exceeding territory sales goals.
• Familiarity with CRM systems (e.g., Dynamics), route planning tools (e.g., Portatour), and analytics platforms (e.g., Tableau).
• Strong coaching and performance management experience.
• Able to travel 70% across your assigned region.

Preferred Qualifications:

• Experience working with — or operating as, a small business owner or veterinary industry partner.
• Familiarity with pet insurance or the veterinary ecosystem.
• Passion for pets and alignment with Trupanion’ s vision, mission and values.

Compensation:

• The pay range for this position is $105,000 - $135,000, on a full-time schedule.
• Along with base salary, Trupanion employees may be eligible for monthly bonuses.
• We want all employees to be invested in Trupanion’s success, so we grant Restricted Stock Units to all new team members. Our new hire grants vest over 4 years.

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