A long trip to veterinary sales
Political drama led George Carballo to the United States; hard work has kept him here

Most Americans of a certain age know something of the history of Nicaragua. They recall hearing words such as “Sandinista,” “Contra,” “Irangate,” “Somoza” and “Ortega” on the TV and in newspapers. But the events that transpired in this Central American country in the 1970s and 1980s had – and continue to have – a more direct impact on thousands of people in the United States. Among them is George Carballo, territory manager for Butler Animal Health Supply in northern New Jersey.

In 1984, with a civil war raging, Carballo’s parents arranged for their 16-year-old son to travel from Managua to Los Angeles to live with an aunt. He was preceded by his sister; two years later, a brother joined him. (A fourth sibling stayed in Nicaragua.)

The plan was that Carballo would stay in California only for a short time, then return to Managua when the situation stabilized itself. Twenty-five years later, he is still in the United States. “I think I realized I was more American [than Nicaraguan] the first time I went back to Nicaragua in 1997,” he says. “I missed the United States so much I couldn’t wait to come back.”

Political drama
To be sure, Nicaragua had its share of political drama in the years leading up to 1984. In 1979, following a fierce civil war, the Sandinista National Liberation Front, under the leadership of Daniel Ortega, overthrew Anastosio Somoza Debayle, whose family had controlled the country for 40 years. But opposition to the new regime was fierce, led by the United States-supported Contras. And the Sandinistas themselves turned out to be something other than what many Nicaraguans had expected.

“People were not happy about what was going on with the Sandinistas,” says Carballo. Their leadership was turning the country toward Communism. Personal freedoms were being taken away. “You could not express yourself, you could not be free,” he says. In addition, the economic status of the country was deteriorating. So his parents made plans for him to leave the country temporarily. “Two weeks later, I was in the United States.”

Lessons well learned
Carballo spoke no English when he arrived in Los Angeles, but he applied himself to learning the new language. “I knew I was here by myself, I had to make it happen on my own, so I made a commitment to learn English,” he says. His upbringing suited him to the task. “I thank my parents for giving me discipline,” he says. His education at a Jesuit school in Nicaragua didn’t hurt either. “I had the discipline to study and do what I had to do.”

After finishing high school, Carballo took some computer courses. But he had a passion for science and made plans to become a medical doctor. Having heard that Rutgers University in New Brunswick, N.J., had a program that combined undergraduate work with medical school, he enrolled there in 1995. As he progressed in his studies, he came to understand that his passion lay in biological science, not in the practice of medicine. So he decided not to pursue medical school.

While still at Rutgers, he took a part-time job at Chubb Corp., the insurance company, where he processed medical claims. That led to another position, with Oxford Heath Plans (acquired by UnitedHealth Group in 2004), where he acquired management and ultimately, sales, experience. It was his first taste of sales, and he liked it. “One of the first things I learned about sales was that the work you do reflects your success. If you work hard, you see results.”

Sales suits him
“I’ve always been hard-working, dedicated, self-starting, and I wanted a job that reflected all of that. And I thought that sales would actually be something I would enjoy, and I did.”

After graduation in 1999, he worked full-time at Oxford, then made another move, this time to Great-West Life & Annuity Insurance Company. Unlike Oxford, which offered only medical plans, Great-West offered a wide variety of products, including pension plans and 401(k) plans, along with medical and dental programs. Though Carballo enjoyed success in selling the various plans, he realized he was moving in a direction he didn’t want to go. “I felt I was going away from my true passion – science,” he says. So he contemplated a move that would allow him to combine his sales and customer service experience with his love of biology. “I came up with pharmaceutical sales.”

He became aware of a territory opening in New York City for Fort Dodge Animal Health, and he got the job. “I’ve always had a passion for life science and animals,” he says. For three years, he navigated the busy streets of New York. “It was exciting,” he says. “I’ve always loved working in New York City. You can feel the energy. But it was challenging – and time-consuming – to find parking.”

Carballo developed a deep respect for the veterinarians he called on. “I learned they were people who are truly passionate about what they do, and I wanted to be part of that passion.”

He stayed with Fort Dodge for three years, then took a job with Butler. The new position appealed to him for a couple of reasons. First, the territory was north Jersey. (New Jersey being his place of residence, he is closer to home.) Second, he was able to represent a broader line of products than he could with Fort Dodge. “It was an opportunity for me to expand my horizons.”

He’s happy he made the move. “One of the things I love about my job is that I consider a lot of my clients to be personal friends.” He has built mutual trust and respect with them. “That is a strong bond,” he says.

Carballo’s father passed away last year, but his mother and three siblings live in Nicaragua. He stays in touch with them through weekly phone calls and annual visits. “It keeps me level-headed,” he says. “It helps me make sure I don’t take anything for granted. Family is important. Seeing them re-energizes me.”

The Sandinistas left power in 1990, but in 2006, Daniel Ortega was re-elected as president. This time around, Ortega has adopted a different, more democratic, approach to his position, according to Carballo.

“Going to Nicaragua on a yearly basis, I have seen how the country has changed and progressed,” he says. Tourism has picked up, the political situation has stabilized, and the country is moving forward. And while Carballo loves returning to his homeland, he enjoys coming back to America to live out the American dream.