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Merck Animal Health New Positions

February 22, 2019

 

MerckPosition Description 
Animal Health National Account Manager in Des Moines, Iowa
Animal Health National Account Manager in St. Louis, MO
Dairy Strategic Account Manager in Visalia, CA
Dairy Sales Representative
Companion Animal Territory Sales Representative in Richmond, VA 

 

Job Description

 Merck’s Animal Health (MAH) Division works to improve the health of animals around the world through collaborative partnerships and a deep sense of responsibility towards our customers, consumers, animals, society, and planet. This team of energetic, independent thinkers offers one of the industry’s most innovative portfolios of products, services, and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species both domestically and internationally.                                          

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare. 

 

National Accounts Manager for the Livestock Feed

The primary responsibilities of the National Accounts Manager for the Livestock Feed Additives Team are sales and relationship management from the executive offices down through the customer level management.  This includes developing, negotiating, managing and growing long-term relationships and sales opportunities for Merck Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with other Merck Animal Health colleagues who have territory specific responsibility.  This position requires a broad knowledge of the animal health industry, livestock feeds industry and the account management process.

Qualifications

Education Minimum Requirement: 
Bachelor of Science or equivalent (Agriculture related discipline preferred)


Required Experience and Skills**: 
• Minimum of ten (10) years combined of sales and marketing experience in the feed and/or animal health industries.
• Minimum of five (5) years account management experience.
• Strong working knowledge of Feed and Channel distribution within US animal health industry. 
• Demonstrated ability to work within US animal health and/or livestock feed business.
• Current knowledge of and demonstrated ability to work within the US animal health and feed industry distribution networks. 
• Ability to work collaboratively across all species, coordinating activities, leveraging resources and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results.  May act as a mentor to team members.
• Demonstrated ability to cultivate networks and relationships across functions and other organizational boundaries with internal and external business partners.
• Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes, identifying emerging needs and participating in defining innovative solutions to meet customer needs.
• Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer centric solutions that drive long term sustainable results.
• Demonstrated expertise in developing and managing a range of accounts to drive execution and follow through for all account tiers including large, complex accounts. 
• Demonstrated ability to develop and implement an accurate business plan. 
• Demonstrated ability to implement the strategic marketing plan. 
• Excellent oral, written and presentation communication skills. 
• Strong understanding of financial and business metrics. 
• Strong selling and negotiation skills. 
• History of sound decision making and innovative thinking. 
• Must be results oriented and able to work independently with little direct supervision. 
• Superior organizational, analytical and time management skills.


Preferred Experience and Skills:
• Fluency in Spanish is preferred but not required.

 

 

National Accounts Manager for the Livestock Feed   

The primary responsibilities of the National Accounts Manager for the Livestock Feed Additives Team are sales and relationship management from the executive offices down through the customer level management.  This includes developing, negotiating, managing and growing long-term relationships and sales opportunities for Merck Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with other Merck Animal Health colleagues who have territory specific responsibility.  This position requires a broad knowledge of the animal health industry, livestock feeds industry and the account management process.

 

Qualifications

Education Minimum Requirement: 
Bachelor of Science or equivalent (Agriculture related discipline preferred)


Required Experience and Skills**: 
• Minimum of ten (10) years combined of sales and marketing experience in the feed and/or animal health industries.
• Minimum of five (5) years account management experience.
• Strong working knowledge of Feed and Channel distribution within US animal health industry. 
• Demonstrated ability to work within US animal health and/or livestock feed business.
• Current knowledge of and demonstrated ability to work within the US animal health and feed industry distribution networks. 
• Ability to work collaboratively across all species, coordinating activities, leveraging resources and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results.  May act as a mentor to team members.
• Demonstrated ability to cultivate networks and relationships across functions and other organizational boundaries with internal and external business partners.
• Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes, identifying emerging needs and participating in defining innovative solutions to meet customer needs.
• Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer centric solutions that drive long term sustainable results.
• Demonstrated expertise in developing and managing a range of accounts to drive execution and follow through for all account tiers including large, complex accounts. 
• Demonstrated ability to develop and implement an accurate business plan. 
• Demonstrated ability to implement the strategic marketing plan. 
• Excellent oral, written and presentation communication skills. 
• Strong understanding of financial and business metrics. 
• Strong selling and negotiation skills. 
• History of sound decision making and innovative thinking. 
• Must be results oriented and able to work independently with little direct supervision. 
• Superior organizational, analytical and time management skills.

 

Preferred Experience and Skills:

  • Fluency in Spanish is preferred but not required.

 

Strategic Account Manager

The primary responsibilities of the Strategic Account Manager are sales and relationship management from the executive offices down through the farm level management of the largest US corporate beef and dairy enterprises.  Additionally this position is responsible for the sales and account management of the top tier Veterinary Practices in his area of responsibility. This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for Merck Animal Health products and services across the strategic accounts entire line of business. These responsibilities may be carried out in partnership with other Merck Animal Health colleagues who have territory specific responsibility.  This position requires a broad knowledge of the animal health industry and the account management process.

 

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

• Manage new and existing Merck Animal Health product portfolio and provide on site sales and technical support within assigned strategic account organizations.

• Implementation of Key Account Management (KAM) principals. Creation of key account plans that identify threats and opportunities.

• Execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources.

• Coordinate all activities in support of the strategic account. This includes communicating in detail and frequently with Technical Service Directors, Regional Management, and Territory Management regarding needs and activities planned to meet the needs of the strategic account both as a whole and at individual production sites.

• Gather and clearly communicate market intelligence daily to strategic account team management and marketing colleagues.

• Develop and maintain strong executive suite relationships within assigned accounts by presenting MAH product/services information and business solutions to executive level and mid-level account leadership to support their business needs.  Develop a deep understanding of account needs and communicate that information to MAH Sales and Marketing leadership.

• Develop proposals, negotiate terms and conditions, and implement contractual agreements with accountability for delivering strong financial results for MAH.

• Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semiannual and annual growth expectations.

 

Scope and Context:

This position is an individual contributor role. It is critical that the Strategic Account Manager demonstrate the leadership ability to foster collaborative relationships and build a partnership with other internal stakeholders with shared responsibility of the strategic account.

 

Animal Health Commercial Competencies

Leadership Behaviors

• Demonstrate Ethics & Integrity

• Drive Results

• Focus on Customers & Patients

• Make Rapid Disciplined Decisions

• Act with Courage & Candor

• Build Talent

• Foster Collaboration

 

Professional Competencies

• Business & Financial Acumen

• Working Across Boundaries

• Strategic Thinking

• Project Management

• Productive Communication

• Problem Solving

 

Core Commercial Functional Competencies

• Customer and Market Insights

• Strategic Business Management

• Product Knowledge & Portfolio Management

• Account Management

• Customer Engagement

• Market Access

• Regulatory & Compliance Knowledge

• Product Lifecycle Management

 

Qualifications

Background & Education:
• Bachelor’s degree (Agriculture related discipline preferred).
 
Required Skills/Abilities:
• Five (5) years experience in animal health sales, and Ten (10) years of sales and/or marketing experience.
• Current knowledge of corporate beef and dairy enterprise’s within the US animal health industry.
• Current knowledge of US animal health business landscape.
• Current knowledge of and demonstrated ability to work within the US animal health distribution network.
• Demonstrated ability to build business relationships both internally and externally.
• Demonstrated ability to develop and implement an accurate key account plan.
• Demonstrated ability to work collaboratively in a matrix organization and effectively pull through the business.
• Demonstrated ability to implement the MAH core strategic marketing plan.
• Excellent oral, written and presentation communication skills.
• Demonstrated ability to work collaboratively across departments and business units.
• Strong understanding of financial and business metrics.
• Strong selling and negotiation skills.
• Demonstrated ability to develop key accounts.
• History of sound decision making and innovative thinking.
• Ability to balance the needs of Merck Animal Health with customer needs.
• Must be results oriented and able to work independently with little direct supervision.
• Superior organizational, analytical and time management skills.
• Must be able to travel overnight up to 75%
 
Preferred Experience and Skills:
• Fluency in Spanish is preferred but not required.
 
 
 
 
 

Dairy Specialist Customer Representative

 

A Dairy Specialist Customer Representative is a key member of the field sales team and plays a critical role in supporting Merck's customer centric business model.  This position is responsible for working in their respective customer base to understand and identify customer needs, by selling Merck Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that Merck Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus the Science of Healthier Animals.   In addition, a customer representative demonstrates an understanding of the resources available across Merck Animal Health and our Distribution Partners.

 

Key responsibilities may include, but are not limited to:

  • Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs
  • Primary point of contact for assigned customers, meets with key personnel/decision makers to understand practice structure, business model, key influencers, customer needs and identifies business opportunities.
  • Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Merck Animal Health products and services.
  • Develop specific account plans for all assigned customers.  Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on accounts to drive sales growth. 
  • Work collaboratively across all species teams to foster a one Merck approach to enhance knowledge of the entire MAH product portfolio.
  • Shares with other team members within the region to foster growth and development within the team.
  • Analyze sales results on a monthly basis and manage expenses within budget guidelines.
  • Identifies and selects programs/services available within Merck Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
  • Works with leadership and Field Technical Services to develop and deliver relevant offerings that address desired customer needs.
  • Expand current understanding of Merck Animal Health products, industry trends and competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends.
  • Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
  • Responsible for developing and meeting learning and development objectives agreed upon with leadership.
 
Qualifications

Education Minimum Requirement:

Must have a Bachelor's Degree (Animal Science, Agribusiness, Marketing, or Business degrees preferred)

Required Experience and Skills**:

  • Must have a minimum of 3 years relevant industry experience.
  • Must have a solid understanding of the agriculture and dairy industry
  • Will be expected to offer a high level of proficiency and demonstrate success regarding:

- Technical, Product & Market Knowledge.

- Territory & Business Management.

- Selling Skills

- Leadership and  teams building

  • Position requires strong written and verbal communication skills
  • Excellent presentation and analytical skills
  • Proficiency in Microsoft Office including Word, Excel, PowerPoint
  • Must have demonstrated ability in public speaking to small and large audiences
  • Successful candidate must live within the boundaries of the region (or relocate within the region)

Preferred Experience and Skills:

  • Business & Financial Acumen
  • Working Across Boundaries
  • Strategic Thinking 
  • Project Management
  • Productive Communication
  • Problem Solving
  • Fluency in Spanish is preferred but not required

 

 

 Companion Animal Territory Sales Representative 

The Companion Animal Territory Sales Representative (Richmond, VA) is a key member of the field sales team and plays a critical role in supporting Merck's customer centric business model.  This position is responsible for working in their respective territory to understand and identify veterinary clinics and corporate account customer needs, by selling Merck Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that Merck Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus the Science of Healthier Animals.   In addition, the Companion Animal Territory Sales Representative demonstrates an understanding of the resources available across Merck Animal Health and our Distribution Partners.

 

Key responsibilities may include, but are not limited to:

  • Communicates about products in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs.
  • Primary point of contact for assigned customers, meet with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs and identifies business opportunities.
  • Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Merck Animal Health products and services.
  • Develop territory and specific account plans for all key customers.  Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts and corporate owned clinics to drive occupancy and sales growth. 
  • Work collaboratively across all species teams to foster a one Merck approach to enhance knowledge of the entire MAH product portfolio.
  • Shares with other team members within the region to foster growth and development within the team.
  • Analyze sales results on a monthly basis and manage expenses within budget guidelines.
  • Identifies and selects programs/services available within Merck Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
  • Works with leadership and Field Professional Services to develop and deliver relevant offerings that address desired customer needs.
  • Develop current understanding of Merck Animal Health products, industry trends and competitor landscape.
  • Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
  • Responsible for developing and meeting learning and development objectives agreed upon with leadership.

 

Qualifications

Education Minimum Requirement:    
• Bachelor's Degree is required.


Required Experience and Skills**:  
• Excellent interpersonal/communication and presentation skills 
• Ability to adapt to a changing environment
• Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
• Ability to work independently and also as part of a team
• Ability to travel overnight and some weekend activity


Preferred Experience and Skills:
• Sales experience and/or experience within the Animal Health industry. 
• Knowledge of animal health biological and pharmaceutical products
• Understanding or past experience working with distribution
• Fluency in Spanish is preferred but not required

 

 


CLICK THE JOB TITLE TO APPLY 

 

Animal Health National Account Manager
Animal Health National Account Manager 
Dairy Strategic Account Manager 
Dairy Sales Representative
Companion Animal Territory Sales Representative 

 


 

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement.  At Merck, we’re inventing for life. 

 

If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to  staffingaadar@merck.com.

 

Search Firm Representatives Please Read Carefully: 

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck.  No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.

 

Visa sponsorship is not available for this position.

 

For more information about personal rights under Equal Employment Opportunity, visit:

       EEOC Poster

            EEOC GINA Supplement 

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