Territory Manager - Equine (Texas / New Mexico)

Job Description

Summary of the Job:

The Territory Manager is a key member of the field sales team and plays a critical role in supporting our company's customer centric business model. This position is responsible for working in their respective territory to understand and identify veterinary clinic and customer needs, by selling our company's Animal Health products, supporting pull-through activities relative to the customer 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. In addition, the Territory Manager demonstrates an understanding of the resources available across our company's Animal Health and our Distribution Partners.

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

• 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 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 our company's 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 Field Partners to maintain strong focus on key accounts and corporate owned clinics to drive sales growth.
• Work collaboratively across all species teams to foster a one company approach to enhance knowledge of the entire MAH 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 our company's Animal Health's available 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.
• Expand current understanding of our company's Animal Health products, industry trends and competitor landscape.
• 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.
• Act as a mentor for new hires

Scope and Context:

• This position is an Individual Contributor role

Animal Health Commercial Competencies

Leadership Behaviors:

• Demonstrate Ethics & Integrity
• Drive Results
• Focus on Customers & Patients
• Make Rapid Disciplined Decisions

Professional Competencies:

• Business & Financial Acumen
• Working Across Boundaries
• Strategic Thinking

Core Commercial Functional Competencies:

• Customer and Market Insights
• Strategic Business Management
• Product Knowledge & Portfolio Management
• Account Management

The individual selected will reside in Texas and support Texas and New Mexico market.

Minimum Qualifications:

Background & Education:

• Bachelor's Degree

Required Skills/Abilities:

• Minimum 3 years relevant work experience.
• Excellent interpersonal/communication and presentation skills
• Motivated and focused on achieving measurable, tangible results, demonstrating proficient ability to utilize data resources including analytic problem-solving tools to resolve customer issues.
• Utilizes the strengths and diversity of other team members to improve own performance and consistently shares important and relevant information with the team.
• Demonstrated understanding of positions' contribution to the business goals and willingness to adopt changes to current processes and champion innovative technologies 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 long term sustainable results and identify strategic opportunities.
• Demonstrates in-depth knowledge of effective selling techniques and approaches to create a compelling rationale for the value and use of MAH products using approved evidence-based scientific and economic data.
• Demonstrated ability to identify, develop and manage a diverse mix of accounts independently within a territory, and to develop plans and goals for the customer based on the priority level of the account and customer needs.
• General 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 overnight and some weekend activity

Preferred Skills/Abilities:

• Industry sales experience‏
• ‏‏Knowledge of animal health biological and pharmaceutical products.
• ‏Understanding or past experience working with distribution.

NOTICEFORINTERNALAPPLICANTS

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 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

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

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U.S. Hybrid Work Model

Effective September 5,2023 our U.S. Hybrid work model will be as follows: 1. Three total days on site per week: Tuesday and Wednesday - plus one additional day of choice based on what works best for organizations and/or teams. 2. Fridays will formally be a remote-working day unless business critical tasks require onsite presence.

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Search Firm Representatives Please Read Carefully
Merck & 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:
Regular

Relocation:
No relocation

VISA Sponsorship:
No

Travel Requirements:
50%

Flexible Work Arrangements:
Work Week

Shift:
1st - Day

Valid Driving License:
Yes

Hazardous Material(s):
n/a

Requisition ID:R250652