Making Connections Count

After more than two decades in animal health, Mia Briones has built her career on relationships, trust and helping veterinary practices thrive. What began as an unexpected pivot from a planned career in human medicine ultimately led her to discover a passion for supporting veterinary teams — first on the manufacturing side and now as a territory manager with Patterson Veterinary.

Since joining Patterson Veterinary in 2020, Briones has expanded her role beyond product conversations, working closely with practices on everything from equipment and technology to workflow improvements and business strategy. Known for her consultative approach, she spends most of her time in the field, focusing on meaningful conversations and long-term partnerships rather than quick sales calls.

Along the way, Briones has also become a connector within the profession, co-founding a women’s DVM leadership group in Kansas City and helping practices navigate challenges ranging from staffing shortages to rising costs and evolving client expectations.

“After 20 years, it still comes back to the people,” Briones said. “If I can help make their jobs easier and less stressful, that’s meaningful to me.”

A meaningful impact

A business major in college, Briones initially aimed for a career in human pharmaceutical sales. After graduating, however, she found it difficult to break into the field without experience, prompting her to consider other options.

That pivot led her to an unexpected opportunity in Kansas City. Through a personal connection, Briones was introduced to a hiring manager at Bayer Animal Health and landed an inside sales role about six months after graduation. She spent roughly 18 months supporting the Texas region, learning from seasoned territory managers before stepping into her own field role covering Kansas City — a position she held for nearly nine years.

“What kept me in animal health was the relationship aspect,” Briones said. “You have more exposure to the entire practice — owners, managers, technicians and staff — and I felt like I could make a greater impact by building those deeper relationships.”

After nearly a decade at Bayer, Briones transitioned to Elanco Animal Health, following colleagues who had made the move. There, she spent another eight to nine years on the manufacturing side, gaining deeper clinical knowledge and working closely with veterinary teams through education and continuing education events.

“The manufacturing side is where you really deepen your understanding of disease states and products,” she said. “You’re educating doctors, technicians and staff, and the more education they have, the better compliance you see for patient care.”

After more than 16 years in manufacturing, Briones was ready for a new challenge. In January 2020, she joined Patterson Veterinary — a move that broadened her role significantly. Shortly after, the COVID-19 pandemic reshaped the industry, but Briones credits Patterson Veterinary’s flexibility and her long-standing relationships for helping her continue supporting clients.

“What I really enjoy about distribution is that you’re not just talking about medicine,” she said. “You’re helping with equipment, technology, workflow and business strategy. For a practice to be successful, they have to run a strong business and practice good medicine.”

Understanding what drives clients

A typical week for Briones is built around time in the field, meaningful conversations and staying responsive to the needs of busy veterinary teams. “About 80% of my time is out in the field calling on practices,” Briones said. “I usually spend about a half day in my home office handling administrative work, but the rest of the week is focused on my clients.”

Rather than packing her schedule with brief visits, Briones takes a more deliberate approach. She typically schedules two to three appointments per day, leaving room
for flexibility and occasional drop-ins. This strategy allows her to focus on deeper conversations and more meaningful problem-solving.

“I would say lower volume, but longer calls,” she said. “That gives me time to really work through objectives and address the practice’s needs.”

Communication is key to making that approach work. Briones prioritizes respecting her clients’ time, often coordinating through text messages to avoid interrupting busy clinic days. In distribution, where urgent needs can arise quickly, that responsiveness is essential.

“What energizes me most is the people,” Briones said. “Sales isn’t just talking — it’s listening, asking questions and understanding what drives them.”

That people-first mindset led Briones to launch a women’s veterinary leadership group in Kansas City in 2021 after joining Patterson Veterinary. Recognizing the growing number of women entering leadership roles in veterinary medicine, she saw an opportunity to build a supportive network grounded in collaboration, education and shared experience.

The group has since grown into an active community where members exchange advice, work through challenges together and support one another’s professional growth. Manufacturer partners also play a key role in the group’s meetings, sponsoring events and bringing new product and equipment education to the table.

Briones also emphasizes the importance of strong relationships between distribution representatives and manufacturer representatives, noting that alignment between the two ultimately benefits veterinary practices through more coordinated support, better education and improved access to solutions.

“Seeing them connect and help each other — that’s my ‘why,’” Briones said. “Helping them move forward and bringing resources to reduce their stress is what keeps me motivated every day.”

Collaboration for the win

Briones believes success in the field is never a solo effort. Behind her day-to-day work is a team of experienced professionals who help ensure veterinary practices receive timely support and solutions.

At the center of that team is her inside sales partner, Melissa Weber, who Briones describes as her “right-hand woman.” Weber brings years of experience to the role, including time spent as a veterinary technician — a background that gives her valuable insight into practice needs.

“She’s amazing at what she does,” Briones said. “She’s talking to warehouses, working through different systems and helping put out fires. I couldn’t have had the success I’ve had without her supporting me and our customers.”

Weber supports several field representatives but works closely with Briones behind the scenes, helping coordinate logistics, troubleshoot challenges and keep communication flowing. The collaboration allows Briones to stay focused on client relationships while ensuring operational details are handled efficiently.

Briones also partners closely with Graham Tschanz, an equipment specialist who supports practices with design, construction and equipment decisions. Together, they help clinics build new facilities, expand existing spaces and make long-term investments in their businesses.

“I call myself the middle woman,” Briones said. “My job is to bring all these resources to my customers and make sure nothing falls through the cracks.”

This collaborative approach reflects Briones’ broader philosophy of under-promising and over-delivering. If she can’t solve a problem directly, she works to connect practices with the right resources — whether that means financing options, equipment guidance or long-term planning.

Wil Blumhorst, a Kansas City territory manager counterpart, is another vital member of the Patterson Veterinary team. Briones and Blumhorst began their careers around the same time at Bayer, and after Blumhorst joined Patterson Veterinary, he played a key role in recruiting Briones to the company. Today, they collaborate closely — splitting coverage between the Kansas and Missouri sides of Kansas City — while jointly supporting the local market and helping lead the Women’s DVM Leader Group of Kansas City.

Since joining Patterson Veterinary, Briones has also found herself increasingly involved in conversations around succession planning and practice transitions. As consolidation and corporate ownership continue to shape veterinary medicine, she works to help practice owners think ahead and explore options.

“At the end of the day, it’s about being a resource,” Briones said. “Whatever their goals are, I want to help them get there.”

Relationships, problem-solving and trust

After more than 20 years in animal health, Briones remains energized by the same thing that first drew her to the profession: the people. Whether she’s helping a practice grow, connecting veterinarians with resources or simply listening to their challenges, her focus has always been on relationships.

“It still comes back to the people,” Briones said. “I love helping my clients grow their businesses and improve patient care.”

That passion was reinforced on a personal level when she welcomed a dog into her home a few years ago. The experience deepened her appreciation for the human-animal
bond and the role veterinary teams play in strengthening it.

“It reminded me how powerful that bond is,” she said. “It reinforces why this work matters.”

For Briones, success isn’t defined by sales numbers alone. Instead, she finds fulfillment in helping veterinary professionals feel supported — whether through strategic guidance, operational resources or simply being a trusted sounding board.

“At the end of the day, I don’t see myself as a traditional sales rep,” she said. “I focus on relationships, problem-solving and trust. That’s what’s kept me passionate about this industry for so long.”

Like much of the veterinary distribution space, Briones has also seen significant changes in recent years. One of the biggest challenges has been margin compression, as manufacturers pay distributors less while operational costs continue to rise.

“What used to be a 10% margin might now be closer to 5%,” she said. “That makes it more challenging because we have to sell more just to maintain the same level of performance.”

Despite those pressures, Briones said she’s grateful to be part of Patterson Veterinary. She credits the company’s leadership and culture for helping support field representatives during industry shifts and economic pressures.

“I’m thankful I landed where I did,” Briones said. “I was recruited by people I trust, and I’m glad to still be doing what I love.”

She also points to strong leadership as a key factor in her continued success. “I’ve had three managers during my time at Patterson Veterinary and they’ve all been excellent,” she said. “They advocate for us, help navigate challenges and support us in solving problems in the field.”

Photo courtesy of Sarah Ireland