Job Description
The primary responsibilities of the National Account Manager are sales and relationship management from the executive offices down through the farm level management of the large strategic Poultry accounts. This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for our company's Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with other company Animal Health colleagues who have territory specific responsibility. This position requires a broad knowledge of the animal health industry and the account management process.
Key responsibilities may include, but are not limited to:
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- Manage new and existing company 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 our company's Leadership, Technical Service Directors, Regional Management, Territory Management and Global Commercial Operations (as needed) 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 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.
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
- 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.
Background & Education:
- Bachelor's degree in related discipline.
Required Skills/Abilities:
- 5 years' experience in animal health sales, or 8 years of sales and/or marketing experience.
- Current knowledge of integrated poultry companies in the US.
- Current knowledge of animal health distribution landscape.
- Deep understanding of data resources and analytic problem-solving tools to identify opportunities/solutions to resolve customer issues and drive results. May act as a mentor to team members.
- Develops strong networks and relationships across functions and other organizational boundaries.
- 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.
- Utilizes in-depth knowledge of customers' business to anticipate needs/trends and to provide customer centric solutions that drive long term sustainable results.
- Demonstrates in-depth knowledge of effective selling techniques and approaches to create a compelling rationale for the value and use of MAH products using approved resources.
- Demonstrated ability to develop and manage 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 verbal, written and presentation communication skills.
- Strong understanding of financial and business metrics.
- Must be results oriented and able to work independently with little direct supervision.
- Superior organizational, analytical and time management skills.
- Ensures the highest ethical standards when handling our company's financial assets.
Current Employees apply HERE
Current Contingent Workers apply HERE
US and Puerto Rico Residents Only:
Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.
We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
EEOC Know Your Rights
EEOC GINA Supplement
Pay Transparency Nondiscrimination
We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another's thinking and approach problems collectively.
Learn more about your rights, including under California, Colorado and other US State Acts
U.S. Hybrid Work Model
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".
The Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate's relevant skills, experience, and education.
Expected US salary range:
$111,400.00 - $175,300.00
Available benefits include bonus eligibility, long term incentive if applicable, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. A summary of benefits is listed here.
San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
Domestic
VISA Sponsorship:
No
Travel Requirements:
50%
Flexible Work Arrangements:
Remote
Shift:
1st - Day
Valid Driving License:
Yes
Hazardous Material(s):
n/a
Job Posting End Date:
12/9/2024
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Requisition ID:R322702