at Merck in Springfield, Illinois, United States
Job Description
Job Description
Our Animal Health Division is a trusted global leader in veterinary medicine, dedicated to preserving and improving health, well-being, and performance of animals and the people who care for them. We are a global team of professionals working together to make a positive difference in animal care and the world’s food supply and have a deep sense of responsibility towards our customers, consumers, animals, society, and our planet.
Through our commitment to The Science of Healthier Animals®, we offer veterinarians, farmers, pet owners and governments one of the widest ranges of veterinary pharmaceuticals, vaccines and health management solutions and services as well as an extensive suite of digitally connected identification, traceability, and monitoring products. We invest in dynamic and comprehensive R&D resources and a modern, global supply chain. We are present in more than 50 countries, while our products are available in some 150 markets.
Our company for more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world’s most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.
Job Description :
Our Customer Managers interact face to face with our customers, understand their needs, and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer-centric business model.
The primary responsibilities of the Customer Account Manager are sales and relationship management from the corporate office down through the shelf-level execution. This includes developing, managing, and growing long-term relationships and sales opportunities for our company’s Animal Health Retail products across the accounts’ entire line of business. This position requires a broad knowledge of the animal health industry and the account management process. In addition, the Account Manager demonstrates an understanding of the resources available across our Company’s Animal Health division and our Distribution Partners.
Primary Responsibilities:
+ Key point of contact for assigned national retail accounts.
+ Manage new and existing our company’s Animal Health product portfolio and provide sales and marketing support within assigned strategic account organizations.
+ National Account Management of a key distribution channel partner.
+ Actively participate in distributor events, develop trainings, and activate the salesforce to grow our Company’s Animal Health division products
+ Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units
+ Develop agendas for meetings and communicate meeting objectives to appropriate team(s), both internal and external.
+ Develop a long-term account plan inclusive of leadership meetings, tradeshow participation, manager meetings, and promotional activities with distributor and share with key stakeholders
+ Execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources.
+ Coordinate activities in support of the account including attaining sales targets, facilitating our Company’s Animal Health divisionmarketing plan and communicating with key stakeholders, including Marketing and Field Sales.
+ Primary point of contact for assigned customers, meet 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 solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of our Company’s Animal Health division products and services.
+ Develop specific account plans for all key customers. Partners with Distribution National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts to drive occupancy and sales growth.
+ Develop and maintain strong relationships with assigned accounts by presenting our Company’s Animal Health division product/services information and business solutions to leadership to support their business needs.
+ Work collaboratively across all species teams to foster our Company’s approach to enhance knowledge of the entire our Company’s Animal Health division retail product portfolio.
+ Clearly communicate account activities to internal sales and marketing leadership by sending monthly communications on key activities.
+ 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 Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
+ Develop a deep understanding of account needs and communicate information to our Company’s Animal Health division Sales and Marketing leadership.
+ Work with Channel leadership to develop and implement marketing and sales strategies for assigned accounts.
+ Develop current understanding of our Company’s Animal Health division products, industry trends and competitor landscape.
+ Articulates and communicates relevant customer, industry, product, and market trends appropriately throughout the organization.
+ Responsible for developing and meeting learning and development objectives agreed upon with leadership.
Minimum Education required:
Bachelor’s degree
Qualifications and Skills Required:
+ A minimum of 5 years’ experience of animal health industry experience is required.
+ Demonstrated experience partnering with national retailers and distributors.
+ Must live within proximity to a major airport.
+ Excellent interpersonal, communication and presentation skills
+ Demonstrated motivation and focus on achieving measurable, tangible results.
+ Commitment to collaboration as the normal mode of working and resolving problems.
+ Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes to meet customer needs.
+ Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive results.
+ Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of our Company’s Animal Health division’s products using approved resources.
+ Demonstrated ability to identify, develop, and manage a diverse mix of accounts independently within a territory, including some complex accounts, and to develop plans based on unique opportunities and customer needs.
+ 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 as well as some weekend activity (i.e. Trade Shows or Manager’s Meetings)
+ Ability to travel up to 50% of the time, as necessary.
+ Candidates have familiarity with Retail and/or Customer Service.
+ Candidates have Sales training and/or applied sales exposure.
+ Candidates have Food Production Animal exposure.
+ Candidates have Companion Animal (Equine & Canine) exposure.
+ Sales experience and/or experience within the Animal Health industry
+ Kno
