Merck Account Manager - Companion Animal, Pet Acquisition (Southern, US) in Austin, Texas
Our Company Animal Health United States Companion Animal Business Unit (US CABU) is searching for a high-performing individual to serve as an Account Manager for the Southern US on our Pet Acquisition team. The Pet Acquisition team focuses on our customers including shelters, non-profits, breeders, and large rescue groups.
The Pet Acquisition Account Manager role will focus on providing comprehensive, value-added business consultation for our most strategic customers. To fulfill this role, Account Manager must have a high level of executive presence, business acumen, strategic mindset, and ability to build impactful partnerships with the senior leaders of large accounts. Additionally, this individual should have a positive reputation and influence within the shelter and breeder community.
This role will report to the Pet Acquisition Associate Director and will be part of the US CABU Sales Enablement organization. The Account Manager will interact face to face with our key customers (shelters, non-profits, breeders, and large rescue groups) to understand their needs and consult with them to offer the right solutions. The Account Manager must work collaboratively with the field sales teams and play a critical role in supporting our customer centric business model. This individual would sell our company's Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring demand creation of our products, technology and solutions. Additionally, this position is responsible for ensuring the development of account plans for their strategic accounts and positioning our pharmaceuticals and intelligence brands in accounts that centers on bringing pets into our Company Animal Health ecosystem and retaining their engagement. The Account Manager will drive a valued partnership with accounts and work cross functionally with inside sales, outside sales, marketing, and intelligence team to accelerate our profitable growth and acquiring new pets. The individual will be responsible for balancing in person, digital, and remote visits and driving a leveraged Pet acquisition P&L. The Account Manager also influences US CABU’s senior leadership to think and respond innovatively to trends and opportunities identified through direct experience and market data.
This position is responsible for the Southern United States and would ideally be based out of Texas.
Required Experience and Skills:
Minimum of 5 years of sales or comparable industry experience
Deep understanding of the Animal Health business, the companion animal market (e.g., products, customers, competitors, etc.) and industry trends
High level of influence within the shelter and breeder community to garner customer senior executive support for key products and initiatives
Strong communication and executive presence necessary to build impactful partnerships with the leaders of strategic shelter and breeder customers
Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of AH 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
Business minded acumen with science and technical balance; strong veterinary industry acumen
Strategic capability to successfully manage portfolio of products at various lifecycle phases
Anticipate and understand technology advancements in the market that may further integrate MAH products within shelter and breeder organizations
Ability to collaborate and influence across multiple internal stakeholders to garner senior level and cross-functional support for key initiatives
Excellent communication skills both verbal and written, including highly effective presentation skills
Demonstration and transferability of excellent Negotiation and Account Management skills
Demonstrated technology proficiency including Customer Relationship Management (CRM), web applications, and digital selling tools
Demonstrated deep understanding of customers’ or stakeholders’ needs, requirements, and expectations to continuously seek new ways to improve the delivery of products and services
Skilled at developing strong networks and relationships across functions and other organizational boundaries
Proficiency in Microsoft Office Suite
- Bachelor’s Degree
Focus time and resources on the most strategic shelter and breeder accounts
Build and maintain positive relationships with executives of strategic customers; be a partner that influences business decision making
Maintain an understanding of external environmental factors, competitors, and emerging trends that may impact US CABU customers and markets, products, and operations
Contribute to cross-functional business teams to articulate customer(s) and the field perspective into Animal Shelter and Pet Acquisition strategy
Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs
Primary point of contact for assigned customers, meet with key personnel/decision makers to understand account structure, business model, key influencers (Executive Director/Medical Director/Business Manager/Procurement Manager/Veterinary and facility Staff/Volunteers/and Board), 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 AH products and services
Position our pharmaceuticals and intelligence brands in accounts that centers on bringing pets into our Company Animal Health ecosystem and retaining engagement
Develop territory and specific account plans for all key customers
Partner with AD, Marketing Team, and Distribution Field Partners to maintain strong focus on key accounts to drive occupancy and sales growth across biological, pharmaceutical, and intelligence brands
Along with analytics team, monitor and analyze product, customer, contract, and account level performance with key stakeholders; analyze sales results monthly and manage expenses within budget guidelines
Identifies and selects programs/services available within Animal Health’s resources to address customer needs and provide education & training opportunities to accounts
Works with leadership and Field Technical Services to develop and deliver relevant offerings that address desired customer needs
Articulates and communicates relevant customer, industry, product, completive, and market trends appropriately through the organization
Responsible for developing and meeting learning and development objectives agreed upon with leadership
Educate and consult key customers about microchipping as an important component to pet health
Provide customers (within accounts) appropriate information related to customer contracts
Develop and drive plan for educational programs highlighting US CABU’s products and services
Ensure that all agreed upon customer initiatives are completed within established timelines
Shares learnings with other team members to foster growth and development within the team
Perform administrative duties, such as entering and tracking customer/account information into a CRM, prepare and make amendments to contracts, prepare sales budgets and/or reports, keep sales records, and file expense account reports
Support team in conducting contract and negotiation sessions with current and prospective accounts to secure or adjust agreements
Champion, develop, and integrate a consistent strategic platform, mission, and purpose for the organization through close collaboration with Sales Enablement Team, Intelligence, and other key stakeholders
Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately and in coordination with MAH objectives to achieve business goals
Ensure plans/actions/decisions do not negatively impact other or our Company species / business units
Share best practices and organizational learnings with the Sales Enablement and Sales organization and company-wide, where appropriate
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.
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Requisition ID: R258780
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