Job DescriptionThe Strategic Account Activation Lead serves as a professional sales leader in building and maintaining a profitable and proactive relationship with assigned strategic accounts; specifically, group purchasing organizations (GPO’s) and corporate accounts at our company's Animal Health Area business level, that support our company's Animal Health products and services in their offerings to veterinarians and customers . The Strategic Account Activation Lead focuses on building strong relationships with strategic account stakeholders at the regional and field sales organization level to understand their business model, unique value offerings and partnership opportunities. The Strategic Account Activation Lead will serve as the conduit between c-suite strategic account activation, regional level leadership and field level execution, responsible for working with the area teams to translate strategy into sales results. This role will cover the North area.Reporting to the Area Business Leader, the Strategic Account Activation Lead is responsible for developing a deep understanding of account goals, needs, and pain points to drive growth and ensure stability within their strategic account base. The individual will work collaboratively with our company's Animal Health field sales leadership teams, Strategic Account Managers and territory sales representatives and play a critical role in supporting our customer centric business model. This position is responsible for accounts critical within their assigned Area and accelerating occupancy and sales of key Animal Health products, supporting pull-through activities relative to the aligned strategy, and ensuring that our company's Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This position works collaboratively with the sales and marketing organizations, to drive outcomes and actions, and to ensure accountability for shared organizational commitments. The Strategic Account Lead will focus on the primary accounts representing the largest opportunity of volume and sales as determined in conjunction with Area leadership teams.The Strategic Account Activation Lead discovers field level opportunities by leveraging analytics to drive accountability and uncover opportunities to maximize growth. Additionally, this position is responsible for understanding and utilizing market insights to drive opportunities and position for our company's Animal Health as an industry leader. The Strategic Account Activation Lead contributes to a best-in-class Sales and Commercial Operations team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion.The Strategic Account Activation Lead advocates for our company's Animal Health with an ability to unite shared values and growth. The individual partners with cross-functional peers to rally internal resources that meet customer needs, provide value, and retain our company's industry position. The Strategic Accounts Activation Lead also influences senior leadership to think and respond innovatively to industry and account trends and opportunities identified through direct experience and market data.Strategic responsibilities may include, but are not limited to: (10%)
Execute sales strategies within assigned accounts and communicates delivered strategies to our company's Animal Health Sales leaders
Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion
Responsible for developing and clearly articulating the value of our full partnership with strategic account decision makers to elevate mutually beneficial outcomes
Candidate possesses professional and advanced presentation skills, focused on providing solutions for the customer
The Strategic Account Activation Lead will utilize “other centered selling” in their approach to the customer, with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography
Operational Responsibilities may include, but are not limited to: (70%)
Align with Area teams to build synergies at the area level between our company's Animal Health and strategic account field level management (Regional Director and Medical Directors)
Acts as a “connector” in aligning the strategic account hierarchy with our company's Animal Health resources (marketing, professionals services, etc.)
Works cross functionally with responsible corporate account manager to execute tactical plans within most influential regional strategic accounts
Deliver on Key Performance Measures of primary assigned strategic accounts through collaborative efforts with internal departments and across business units
Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams
Communicates about product in a way that's meaningful and relevant to the regional decision makers to drive our company's Animal Health product recommendations at clinic level; customizes discussions and interactions based on aligned goals
Input and utilize call notes in MAXX (Salesforce)
Attend Strategic Account Area & National Meetings, our company's Animal Health Area/Regional leadership meetings.
Conduct quarterly business reviews ensuring that accounts understand the value of ouor company's Animal Hea relationship and their performance relative to quarterly, semiannual, and annual growth expectations
Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution
Deliver consistent messaging in communications to support our company's Animal Health’s strategic priorities
Uses analytics and insights to enhance decision-making and tactical execution
Leadership Responsibilities may include, but are not limited to: (20%)
Take leadership role to identify and adhere to key account management timelines for critical leadership discussions, quarterly reviews, and presentations
Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the combined goals of our company's Animal Health and strategic accounts on aligned priorities and goals.
Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals
Ensure plans/actions/decisions do not negatively impact other species / business units
Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate
Applicable candidate must be able to lead without authority, driving key strategic imperatives in conjunction with the Area RM teams and their TM’s.
Organizational Network and CollaborationInternal Key Contacts:
Area Business Leaders, Corporate Account Team, RM’s TM’s, Finance, Marketing, CABU Leadership, Sales Leader
External Key Contacts:
External C-suite and strategic account s sales leadership, external company networks, industry associations
Minimum Qualifications:Background & Education:
Bachelor’s Degree in Animal Science or related discipline
MBA preferred
Minimum of five (5) years account management or equivalent experience
Demonstrated ability to work within US animal health industry landscape
Required Skills/Abilities:
Must be results oriented and able to work independently with little direct supervision
Forward thinking; problem solver
Superior organizational, analytical, and time management skills
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.
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
Demonstrates expertise in building partnerships and sustainable relationships with customers leveraging business insights to drive solutions and strategies throughout the customers’ organizations
Demonstrated ability to develop and implement an accurate business 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
Candidate must live in or near geographical area
50 - 60% Travel; this role is supporting an area of geography, typically 10-15 states in scope – the selected candidate should reside near a major US airport to fulfill travel requirements as needed for the role
#EBRGNOTICE FOR INTERNAL APPLICANTSIn 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 separationpackage, 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 policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.Current Employees apply HERE (https://wd5.myworkday.com/msd/d/inst/1422$1533/rel-task/3001$14.htmld)Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)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 (https://survey.sogosurvey.com/r/aCdfqL) 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 (https://www.eeoc.gov/sites/default/files/2022-10/22-088EEOCKnowYourRights1020.pdf)EEOC GINA SupplementPay Transparency Nondiscrimination (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp%20EnglishformattedESQA508c.pdf)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 (https://www.msdprivacy.com/us/en/CCPA-notice/)U.S. Hybrid Work ModelEffective 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, generally Tuesday, Wednesday and either Monday or 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”.Under New York State, Colorado State, Washington State, and California State law, the Company is required to provide a reasonable estimate of the salary range for this job. 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 salary range:$149,400.00 - $235,100.00Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. For Washington State Jobs, a summary of benefits is listed here (https://www.benefitsatmerck.com/) .Search Firm Representatives Please Read CarefullyMerck & 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:RegularRelocation:No relocationVISA Sponsorship:NoTravel Requirements:50%Flexible Work Arrangements:RemoteShift:Not IndicatedValid Driving License:YesHazardous Material(s):n/aRequisition ID: R281412