Merck National Accounts Manager in DeSoto, Kansas

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Merck’s Animal Health (MAH) Division works to improve the health of animals around the world through collaborative partnerships and a deep sense of responsibility towards our customers, consumers, animals, society, and planet. This team of energetic, independent thinkers offers one of the industry’s most innovative portfolios of products, services, and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species both domestically and internationally.

The primary responsibilities of the National Account Manager are sales and relationship management from the executive offices down through the consumer level management. This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for Merck Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with other Merck 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:

  • Manage new and existing Merck Animal Healthproduct portfolio and provide on site sales and technical support within assignedstrategic 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 toaccelerate sales within assigned accounts utilizing all available resources.

  • Coordinate all activities in support of the strategicaccount. This includes communicating in detail and frequently with MerckLeadership, Technical Service Directors, Regional Management, TerritoryManagement and Global Commercial Operations (as needed) regarding needs andactivities planned to meet the needs of the strategic account both as a wholeand at individual production sites.

  • Gather and clearly communicate marketintelligence to strategic account team management and marketing colleagues.

  • Develop and maintain strong executive suiterelationships within assigned accounts by presenting MAH product/servicesinformation and business solutions to executive level and mid-level accountleadership to support their business needs.

  • Develop a deep understanding of account needsand communicate that information to MAH Sales and Marketing leadership.

  • Develop proposals, negotiate terms andconditions, and implement contractual agreements with accountability fordelivering strong financial results for MAH.

  • Conduct quarterly business reviews ensuringthat accounts understand the value of the MAH relationship and theirperformance relative to quarterly, semiannual and annual growth expectations.

This position is an individual contributor role. It is critical that the National Account Manager demonstrate the leadership ability to foster collaborative relationships and build a partnership with other internal stakeholders with shared responsibility of the strategic accounts.

Animal Health Commercial Competencies:

• 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

Background & Education:

• Bachelor’s degree (Agriculture related discipline preferred).

Required Skills/Abilities:

• Minimum of ten (10) years of sales, marketing and/or animal health industry experience.

• Minimum of five (5) years account management experience.

• Strong working knowledge of Retail and Channel distribution within US animal health industry.

• Demonstrated ability to work within US animal health business landscape.

• Current knowledge of and demonstrated ability to work within the US animal health distribution network.

• 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. May act as a mentor to team members.

• Demonstrated ability to cultivate networks and relationships across functions and other organizational boundaries with internal and external business partners.

• 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 expertise in developing and managing 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 key account plan.

• Demonstrated ability to implement the core strategic marketing plan.

• Excellent verbal, written and presentation communication skills.

• Strong understanding of business and financial metrics including the ability to analyze metrics to assess progress against objectives

• Must be results oriented and able to work independently with little direct supervision.

• Superior organizational, analytical and time management skills.

• Regular overnight travel required.

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life.

If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to staffingaadar@merck.com .

Search Firm Representatives Please Read Carefully:

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.

Visa sponsorship is not available for this position.

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Poster at http://www1.eeoc.gov/employers/upload/eeocselfprint_poster.pdf

EEOC GINA Supplement​ at http://www1.eeoc.gov/employers/upload/eeocginasupplement.pdf

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Job Account Management Generic MAH

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Other Locations: NA-US-IA-Des Moines, NA-US-KS-DeSoto

Title: National Accounts Manager

Primary Location: NA-US-NE-Omaha

Requisition ID: ACC004820