Account Executive (Strategic Account Manager)

Job Description
This position implements the strategic account sales execution of our company's Animal Health and technology portfolio of products and services. The Account Executive creates and executes account plans and the overall key account approach. They are also responsible for revenue delivery and must develop a deep understanding of account goals, needs, and pain points to generate joint business plans. The Account Executive supports a best-in-class sales organization by establishing and contributing to a culture that promotes innovation, continuous improvement, a customer focused mindset, and professional development. The account executive must drive performance in their assigned customer groups in alignment with the sales management team and commercial operations groups. Additionally, this position will stay abreast of the external environment and support the contracting process. They must also align with our Distribution, Marketing and Channel Management teams. This position must possess negotiation skills, financial acumen, a proficiency in marketing, excellent mathematical and analytical skills, be an expert relationship builder (internal and external) and project a natural executive presence. The ideal candidate partners with cross-functional peers to gather internal resources that meet customer needs, provide value, and improves our company's industry position.
Contracting/Negotiation : (35%)

• Must execute strategic pricing plan for contracts, incentive packages and other agreement elements
• Collaborate on the approach for major customers and execute the defined process
• Use financial tools and ensure compliance/performance to the agreements (hold customers accountable to their commitments)
• Communicate and action the sales opportunity created by the contracts at the centralized level, as well as to our field sales team
• Increase share of wallet, revenue and profitability

Marketing Plan Execution : (30 %)

• Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives
• Align with go-to-market strategies from all category/functional areas responsible for demand creation
• Serve as resident expert for key value-generators for customer groups
• Work with strategic account activation leads (SAALs) to rollout initiatives at the regional and hospital level
• Share best practices and client trends with internal and field based team members
• Maintain an understanding of external factors and emerging trends impacting customers
• Design and collaborate on a marketing plans to drive growth
• Lead presentations, project kickoff meetings and execute promotions

Relationship Building/Sales: (20%)

• Build long-term trusted relationships with customer leadership
• Manage strategic accounts with the greatest complexity, opportunity and/or challenges
• Direct and engage with customers before, during and after the contracting process.
• Monitor client engagement levels, conduct periodic business reviews and choose projects with the highest ROI
• Understand key customers' long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities
• Discover and partner with vendors who add unique value to our customers organization. Drive the relationship and collaboration

Analytics: (15%)

• Optimize internal data to develop strategies, monitor customer compliance, maximize ROI, identify growth opportunities
• Maintain accurate financial and structural customer information to ensure correct incentive calculations and to build trust
• Provide feedback to our internal team to build tools and models that describe our current state, and can be applied to develop strategies to share with our customers

Internal Key Contacts:

• Marketing, sales, salesforce enablement, global key accounts, customer experience, technology and monitoring, distribution, channel, finance, learning and development, communications, HR, legal, compliance, professional services, medical affairs

External Key Contacts:

• Key industry opinion leaders
• Customer executives
• Non-competitive industry stakeholders/leaders

Background & Education:

• Bachelor's Degree (technical or business degree)
• Minimum 5 years of both sales and marketing experience
• Must have at least 5 years of account management experience at the national and/or global level
• Managed a customer generating $10M of annual revenue
• Experienced with negotiating and writing corporate account level contracts
• MBA preferred

Required Skills/Abilities:

• Demonstrated negotiation abilities and share of wallet outcomes with key accounts
• Excellent communication skills both verbal and written, including highly effective presentation skills
• Must have knowledge of companion animal markets
• Business minded acumen with science and technical balance
• Strong veterinary medical acumen
• Strong communication, influence, and collaboration skills
• Strategic capability to successfully plan, source and manage portfolio of products at various lifecycle phases
• Balanced ability to collaborate and influence across multiple internal and external stakeholders
• Demonstrated technology proficiency including Customer Relationship Management software and web applications
• Skilled at developing strong networks and relationships across functions and other organizational boundaries
• Proficiency in Microsoft Office Suite

#EBRG
NOTICE FOR INTERNAL APPLICANTS
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.
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.
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Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".
Under New York State, Colorado State, Washington State, and California State 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:
$149,400.00 - $235,100.00
Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. For Washington State Jobs, a summary of benefits is listed here .
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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:
Remote
Shift:
Not Indicated
Valid Driving License:
Yes
Hazardous Material(s):
n/a
Job Posting End Date:
05/29/2024
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Job Posting End Date:05/29/2024
A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Requisition ID:R294109