Job DescriptionThis position will have multiple openings that will cover Western (Pacific time), Central, and Eastern time zones.Summary of the Job:Our Account Representatives interact with our customers virtually, understand their needs, and consult to offer the right solutions within our Canine and Feline product portfolios. We work collaboratively as a team and play a critical role in supporting our customer centric business model.This position is responsible for working with accounts in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, by selling our Company's Animal Health (AH) division products, supporting pull-through activities relative to the customer strategy, and ensuring that our Company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. In addition, the Account Representative demonstrates an understanding of the resources available across our Company's Animal Health division and our Distribution Partners.Essential Accountabilities:
Demonstrates an ability to quickly connect and build rapport.
Ability to thrive in a digital environment using MS Office, MS Teams, Outlook and Salesforce.
Primary point of contact for assigned customers, connect 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 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 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 our Company's approach to enhance knowledge of the entire Animal Health 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 Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
Works with leadership and Professional Services to develop and deliver relevant offerings that address desired customer needs.
Develop current understanding of Animal Health products, industry trends and competitor landscape.
Develop knowledge of our omni-channel demand generation tools and how to leverage these tools to drive positive outcomes.
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.
Scope and Context:
This position is an individual contributor role.
Animal Health Commercial CompetenciesLeadership 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
Productive Communication
Problem Solving
Project Management
Core Commercial Functional Competencies
Customer and Market Insights
Product Knowledge & Portfolio Management
Account Management
Customer Engagement
Market Access
Regulatory & Compliance Knowledge
Lifecycle Management
Minimum Qualifications:Required Skills/Abilities:
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 Animal Health 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 for sales meetings, trainings, and other business needs
Preferred Skills/AbilitiesBackground & Education:
Bachelor's Degree preferred.
Sales experience and/or experience within the Animal Health industry
Experience selling animal health products is preferred.
Knowledge of animal health biological and pharmaceutical products.
Understanding or past experience working with distribution.
Multi-lingual fluency preferred, particularly in Spanish.
NOTICE 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/task/1422$6687.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:$62,000.00 - $97,600.00Available 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:No Travel RequiredFlexible Work Arrangements:RemoteShift:Not IndicatedValid Driving License:NoHazardous Material(s):NARequisition ID: R292491
