Strategic Account Activation Lead - WEST

Strategic Account Activation Lead - WEST

Merck | Phoenix, AZ, 85067, US
Salary Range:$89,000 – $126,000 Salary range estimated by Zippia

Posted 16 days ago

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**Job Description**

The Strategic Account Activation Lead serves as a professional sales leader in building and maintaining a profitable and proactive relationship with assigned strategic accounts; specifically, group purchasing organizations (GPO's) and corporate accounts at our company's Animal Health Area business level, that support our company's Animal Health products and services in their offerings to veterinarians and customers **.** The Strategic Account Activation Lead focuses on building strong relationships with strategic account stakeholders at the regional and field sales organization level to understand their business model, unique value offerings and partnership opportunities. The Strategic Account Activation Lead will serve as the conduit between c-suite strategic account activation, regional level leadership and field level execution, responsible for working with the area teams to translate strategy into sales results. This role will cover the West area, geography includes HI, WA, OR, CA, AZ, NM, CO, NV, ID, MT, WY, MN, NE, WI, ND, SD.

Reporting to the Area Business Leader, the Strategic Account Activation Lead is responsible for developing a deep understanding of account goals, needs, and pain points to drive growth and ensure stability within their strategic account base. The individual will work collaboratively with our company's Animal Health field sales leadership teams, Strategic Account Managers and territory sales representatives and play a critical role in supporting our customer centric business model. This position is responsible for accounts critical within their assigned Area and accelerating occupancy and sales of key Animal Health products, supporting pull-through activities relative to the aligned 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. This position works collaboratively with the sales and marketing organizations, to drive outcomes and actions, and to ensure accountability for shared organizational commitments. The Strategic Account Lead will focus on the primary accounts representing the largest opportunity of volume and sales as determined in conjunction with Area leadership teams.

The Strategic Account Activation Lead discovers field level opportunities by leveraging analytics to drive accountability and uncover opportunities to maximize growth. Additionally, this position is responsible for understanding and utilizing market insights to drive opportunities and position for our company's Animal Health as an industry leader. The Strategic Account Activation Lead contributes to a best-in-class Sales and Commercial Operations team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion.

The Strategic Account Activation Lead advocates for our company's Animal Health with an ability to unite shared values and growth. The individual partners with cross-functional peers to rally internal resources that meet customer needs, provide value, and retain our company's industry position. The Strategic Accounts Activation Lead also influences senior leadership to think and respond innovatively to industry and account trends and opportunities identified through direct experience and market data.

**Strategic responsibilities may include, but are not limited to: (10%)**

+ Execute sales strategies within assigned accounts and communicates delivered strategies to our company's Animal Health Sales leaders

+ Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion

+ Responsible for developing and clearly articulating the value of our full partnership with strategic account decision makers to elevate mutually beneficial outcomes

+ Candidate possesses professional and advanced presentation skills, focused on providing solutions for the customer

+ The Strategic Account Activation Lead will utilize "other centered selling" in their approach to the customer, with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography

**Operational Responsibilities** may include, but are not limited to: **(70%)**

+ Align with Area teams to build synergies at the area level between our company's Animal Health and strategic account field level management (Regional Director and Medical Directors)

+ Acts as a "connector" in aligning the strategic account hierarchy with our company's Animal Health resources (marketing, professionals services, etc.)

+ Works cross functionally with responsible corporate account manager to execute tactical plans within most influential regional strategic accounts

+ Deliver on Key Performance Measures of primary assigned strategic accounts through collaborative efforts with internal departments and across business units

+ Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams

+ Communicates about product in a way that's meaningful and relevant to the regional decision makers to drive our company's Animal Health product recommendations at clinic level; customizes discussions and interactions based on aligned goals

+ Input and utilize call notes in MAXX (Salesforce)

+ Attend Strategic Account Area & National Meetings, our company's Animal Health Area/Regional leadership meetings.

+ Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semiannual, and annual growth expectations

+ Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution

+ Deliver consistent messaging in communications to support our company's Animal Health's strategic priorities

+ Uses analytics and insights to enhance decision-making and tactical execution

**Leadership Responsibilities** may include, but are not limited to: **(20%)**

+ Take leadership role to identify and adhere to key account management timelines for critical leadership discussions, quarterly reviews, and presentations

+ Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the combined goals of our company's Animal Health and strategic accounts on aligned priorities and goals.

+ Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals

+ Ensure plans/actions/decisions do not negatively impact other species / business units

+ Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate

+ Applicable candidate must be able to lead without authority, driving key strategic imperatives in conjunction with the Area RM teams and their TM's.

**Organizational Network and Collaboration**

**Internal Key Contacts:**

+ Area Business Leaders, Corporate Account Team, RM's TM's, Finance, Marketing, CABU Leadership, Sales Leader

**External Key Contacts:**

+ External C-suite and strategic account s sales leadership, external company networks, industry associations

**Minimum Qualifications:**

**Background & Education:**

+ Bachelor's Degree in Animal Science or related discipline

+ MBA preferred

+ Minimum of five (5) years account management or equivalent experience

+ Demonstrated ability to work within US animal health industry landscape

**Required Skills/Abilities:**

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

+ Forward thinking; problem solver

+ Superior organizational, analytical, and time management skills

+ 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.

+ 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 ability to develop and implement an accurate business plan

+ Excellent oral, written, and presentation communication skills

+ Strong understanding of financial and business metrics

+ Strong selling and negotiation skills

+ History of sound decision making and innovative thinking

+ Candidate must live in or near geographical area

+ 50 - 60% Travel; this role is supporting an area of geography, typically 10-15 states in scope - the selected candidate should reside near a major US airport to fulfill travel requirements as needed for the role

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

**Who we are ...**

We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

**What we look for ...**

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us-and start making your impact today.


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 separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

**Residents of Colorado**

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**For positions located in the United States and Puerto Rico - Subject to applicable law, all new hires (including internal transfers) must demonstrate that they are fully vaccinated against COVID-19 or that they qualify for a medical or religious exemption to this vaccination requirement. New hires (including internal transfers) to a position that, as determined by the Company, requires routine collaboration with external stakeholders (such as roles in health services or customer-facing commercial or research-based roles) ("Customer-Facing Role") who are not vaccinated must qualify for a medical or religious exemption and be in a position that the Company determines can accommodate unvaccinated employees without causing an undue burden to business operations. If, following dialog with the candidate as appropriate, it is determined that the candidate either a) does not qualify for a religious or medical exemption or, b) for candidates applying for Customer-Facing roles, it is determined that allowing the candidate to work without vaccination would cause an undue burden to the Company, the candidate will be ineligible for hire or transfer, or any offer of employment or transfer (if applicable) will be revoked. Please note that notwithstanding the approval of any reasonable accommodation, the Company reserves the right to monitor, modify, or revoke any such accommodation if it is determined, following dialog with the employee, that the accommodation is no longer effective or results in an undue burden to the Company.**

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**US and Puerto Rico Residents Only:**

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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. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

Under New York City 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:

$129,800.00 - $220,500.00

**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:**




**VISA Sponsorship:**


**Travel Requirements:**


**Flexible Work Arrangements:**

Remote Work


**Valid Driving License:**

**Hazardous Material(s):**

**Number of Openings:**


**Requisition ID:** R212750