Sales Director - USA Integrated Livestock and Aquaculture

Job Description

Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model.

The Sales Director - ILA will lead and direct all sales activities in support of the USA Poultry, Swine, and Aquaculture businesses. These activities include sales force direction and prioritization; direct oversight of all Regional Sales Managers and field sales force, within the businesses, management of operational budget; collaboration with marketing team to provide field input; key customer, key opinion leader and distributor interface.

Essential Accountabilities:

Key responsibilities may include, but are not limited to:

• Direct supervision of all Regional Managers within the business. Lead the ILA sales team to position MAH products and brands within the USA Markets, to ensure sales targets are achieved. Provide clear expectations, clear metrics of measurement and support resources and tools to execute on sales.
• Provide field input to marketing related competitor activities, customer needs, areas for focus.
• Provide guidance to Regional Sales Managers on implementing corporate practices while tailoring them to the business.
• Use in-depth knowledge of P&L, budget management and forecasting, and our company's business processes, as well as the competitive landscape, the economic/market environments to understand tradeoffs and make complex decision regarding resource allocation and identification of business opportunities.
• Coaches others in the use of problem-solving tools and techniques encouraging others to think creatively to achieve new solutions and take preventive action.
• Build, develop and maintain strong business relationship with key opinion leaders, customer leadership and industry influencers to understand and communicate market trends and competitive activities and to develop business opportunities to increase product placement and occupancy.
• Lead, manage, and develop direct and indirect team members to increase talent, sales expertise, and drive performance; participate in the recruitment and selection of industry-leading talent to build a high-performing team; proactively shape culture to develop highly aligned, motivated sales team.
• Collaborate with Learning and Development team to assist in the design, implementation and execution of sales and marketing training to increase effectiveness of the field sale force.
• Collaborate with the Sales Operations team to develop and implement technology-based tools to increase sales force effectiveness by providing access to critical information related to customer sales trends, incentive program activity and achievement of customer purchasing targets.
• Achieves financial obligations and targets based on annual business plan.
• Interact with customers, key stakeholders and distribution partners to respond to inquiries, requests, and related issues.
• Shares best practices and organizational learnings with the broader team and company-wide, where appropriate

Scope and Context:

This is a key leadership role that requires close collaboration across the ILA Sales and Marketing organizations as well as the ability to successfully partner cross functionally with all business units, regulatory, legal, R&D, Manufacturing and with Global Marketing & Sales colleagues. This role reports to the Executive Director Integrated Livestock and Aquaculture.

Animal Health Commercial Competencies

Leadership Behaviors

• Demonstrate Ethics & Integrity
• Drive Results
• Focus on Customers

• Act with Courage & Candor
• Foster Collaboration
• Make Rapid Disciplined Decisions

Professional Competencies

• Working Across Boundaries
• Strategic Thinking

• Project Management
• Productive Communication

Core Commercial Functional Competencies

• Operational & Process Excellence
• Business Partnering
• Business Insight

• Customer Engagement
• Service Excellence
• Change Management

Minimum Qualifications:

Background & Education:

• Minimum of 10+ years of sales, marketing and/or business operations, including in-depth knowledge of the Animal Health market and competitive environment.
• Minimum of 5 years of people management experience required
• Must have knowledge of product markets
• Strong strategic leadership ability
• Strong financial acumen and budget planning skills
• Strong strategic capability to successfully manage portfolio of products at various lifecycle phases
• Ability to manage budget and resources effectively
• Proven track record of managing, leading, coaching, and developing a high-performing team
• Ability to effectively influence key stakeholders, drive business decisions, and marketing strategies
• Demonstration of excellent Business Acumen, Relationship Management, Negotiation and Account Management skills
• Expertise in financial and production forecasting, pricing analysis and strategy, new product launches and marketing communications planning and strategy
• Advanced written and verbal communication skills
• Demonstrated computer proficiency including the MS Suite, Customer Relationship Management and web applications

Preferred Skills/Abilities:

• MBA or Master’s Degree preferred

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.

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.

Residents of Colorado

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New hires in office-based roles in the US & Puerto Rico will be required, subject to applicable law, to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption to this vaccination requirement that can be accommodated without an undue burden to the operation. However, subject to applicable law, employees working in roles that the Company determines require routine collaboration with external stakeholders, such as employees in health services, customer facing commercial, or research based roles, will be required to be fully vaccinated as a condition of employment.

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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.

Residents of Colorado:

Click here to request this role’s pay range.

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:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Number of Openings:

Requisition ID:R194097