Strategic Account Manager

at Merck in Boise, Idaho, United States

Job Description

Our company's Animal Health is a leading animal health company with an exceptionally strong brand and reputation among beef and dairy producers, veterinarians and nutritionists. The Strategic Account Manager is responsible for business development and account management with the largest corporate U.S. dairy operations located primarily in California and the Western United States. This position includes developing and executing plans, negotiating agreements to maximize profitable sales growth of our company's Animal Health products and services within assigned accounts. The Strategic Account Manager is a leader and trusted business partner who will develop and manage relationships with key accounts - from their executive leaders to managers of their individual operations. The Strategic Account Manager will also effectively communicate and coordinate with territory managers, regional managers and technical services staff who support those accounts. The Strategic Account Manager should located preferably in California or within the Western United States areas.

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

+ 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.

+ Coordinate all activities in support of the Strategic Account. This includes communicating in detail and frequently with Technical Service vets and nutritionists, Sales Management, and Territory Management regarding needs and activities planned to meet the needs of the Strategic Account at all account locations and facilities.

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

+ Manage new and existing our company's Animal Health product portfolio and provide on-site sales and technical support within assigned Strategic Account organizations.

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

+ Gather and clearly communicate market intelligence daily to Strategic Account team management and marketing colleagues.

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

+ Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semi-annual, 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

+ Strategic Thinking

+ Working Across Boundaries

+ Productive Communication

+ Project Management

+ 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

Minimum Specifications and Qualifications:

Background & Education:

+ Bachelor's degree required (Agriculture or Business-related discipline preferred).

Required Skills/Abilities:

+ Minimum of Five (5) years of experience in animal health sales serving dairy and/or beef producers or two (2) years of experience in Strategic Account management in livestock

+ Strong knowledge about business drivers for corporate accounts in the Dairy industry

+ Demonstrated success in growing and managing large customer accounts while leveraging internal resources

+ Demonstrated ability to build internal relationships and work collaboratively in a matrix organization

+ Successfully demonstrated skills in planning, organization, communication, selling and business acumen

+ Must be able to travel overnight up to 50% depending on the geography and where the candidate resides

+ Located in California or Western United States - strongly preferred

\#EBRG #WeAreYou #VETJOBS

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.

Who we are ...

We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. 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.

What we look for ...

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us-and start making your impact today.

NOTICE FOR INTERNAL APPLICANTS

In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.

If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

**Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with pol