Note: The job is a remote job and is open to candidates in USA. Merck develops medicines, vaccines, and technologies and focuses on empowering those who care for animals through innovative animal health solutions. The Senior Territory Representative manages customer relationships and sales across a designated companion animal territory, identifying veterinary and corporate account needs, developing account strategies, and promoting Animal Health products and services. The role also involves analyzing sales performance, collaborating with internal and distribution teams, and providing customer education and training.

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 customers 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’s 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

Skills

• High school diploma with at least 10 years of sales or equivalent experience OR
• Bachelor's degree with at least 5 years of sales experience
• 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 varied 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
• It is strongly preferred that our sales employees reside within the territory which they cover, however, we will allow sales employees to live up to 20 miles from the territory border
• 50%
• Yes
• Sales experience and/or experience within the Animal Health Industry
• Knowledge of animal health biological and pharmaceutical products
• Understanding or prior experience working with Distribution
• Multi-lingual fluency preferred, particularly in Spanish

Benefits

• Eligible for annual bonus and long-term incentive, if applicable.
• Medical, dental, vision healthcare and other insurance benefits (for employee and family)
• Retirement benefits, including 401(k)
• Paid holidays
• Vacation
• Compassionate and sick days
• Remote flexible work arrangement

Company Overview