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Merck · 2 days ago

Companion Animal Senior Territory Representative (Western Kentucky)

Rahway, NJ

Full-time

Hybrid

Mid, Senior Level

$94K/yr - $148K/yr

5+ years exp

Merck is a leading company in the Animal Health sector, and they are seeking a Senior Territory Representative for the Companion Animal product portfolio in Western Kentucky. The role involves interacting with customers to understand their needs, developing customer strategies, and collaborating with teams to drive sales growth in veterinary clinics and shelters.

BiotechnologyHealth CareMedicalPharmaceutical

Comp. & Benefits

No H1B

Responsibilities

Communicates about our product portfolio 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

Develops customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in solutions, partner involvement and potential offerings for customers resulting in sales opportunities and account sales growth of Animal Health products and services

Develops 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 occupancy and sales growth

Works 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

Analyzes monthly sales results 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 Field Professional Services to develop and deliver relevant offerings that address desired customer needs

Develops current understanding of 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

Qualification

Sales experienceAccount ManagementIndustry KnowledgeTechnical Product SalesSales Strategy DevelopmentInterpersonal RelationshipsSales PresentationsSales ReportingSales Goal AchievementSales OperationsSales ForecastingSales TrainingLead GenerationMarket AnalysisAdaptability

Required

Bachelor's degree required

Minimum 5 years sales experience

Speak Up & Be Openminded

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 both independently and as part of a team

Ability to travel overnight and some weekend activity