Sales Enablement Leader

Job Description

Subject to applicable law, all prospective hires will be required to demonstrate that they have been fully vaccinated for COVID-19 or intend to be vaccinated for COVID-19 by November 1, 2021, or qualify for a medical or religious accommodation to this vaccination requirement. Hired candidates who are not vaccinated by November 1, 2021, and who have not been approved for a legally-required medical or religious accommodation will be subject to disciplinary action up to and including termination of employment, subject to applicable law.”

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.

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 Enablement Executive Director serves as an integrating role between various sales and marketing functions, including business operations, learning and development, integrated customer experience, IT, and channel management. This position is responsible for increasing the productivity of the sales force, inside sales, and supporting the sales force transformation via implementing new sales tools and developing and deploying strategies to build agile sales teams for the future. The position works closely with the Sales Directors to develop targeted reports or analyses for the MAH CABU leadership team to support strategic decision-making. This position is also responsible for leveraging customer feedback and market intelligence data to design, develop, and deploy products, platforms, and sales initiatives that improve the customer experience and drive more efficient and effective selling processes.

Reporting to the AVP, CABU & Equine Business Units, the Sales Enablement Executive Director leads a best-in-class Sales Enablement and Effectiveness organization, including but not limited to teams dedicated to Distribution, Strategic Accounts, and Inside Sales by establishing a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion to develop talent.

This position is also responsible for communicating and clarifying the strategies, articulating roadmaps and priorities, and managing complex business decisions and interrelated trade-offs relating to sales operations, corporate accounts, inside sales, and distribution management.

Essential Accountabilities: Strategic, Operational, and Leadership Responsibilities

Strategic responsibilities may include, but are not limited to: (40%)

• Partner with digital platform and capability core teams to deliver on various sales enablement projects, programs, and coordinates sales enablement activities such as Veeva Engage, Next Best Action, and Remote Professional Engagement
• Utilize a comprehensive, seasoned understanding of the business objectives, customer needs, and available resources to impact the achievement of long-term CABU goals
• Propose strategic recommendations regarding reporting, sales operations, pricing, key account agreements, etc. to the broader CABU Leadership Team
• Ensure overall strategic accounts strategy, needs, and priorities are addressed by the broader organization

Operational Responsibilities may include, but are not limited to: (35%)

• Deploy programs and initiatives that enable customer-facing teams to execute the core aspects of their jobs more effectively as they relate to selling and revenue performance
• Lead the sales enablement team to work closely with sales, business operations, and marketing to ensure strategic alignment across all three functions
• Lead the National Account Manager team to do the following:
  • Develop and manage business relationships with top Distributors that are responsible for the distribution and management of our core portfolio
  • Maximize Distribution business partnership with focus on key product strategies and customer-centric solutions
• Lead the Corporate Account and Buying Group strategy team to:
  • Provide business planning (strategic and tactical) and smooth transitions of programs and initiatives across teams
  • Work across Corporate Accounts, Buying Groups, and Distribution to identify synergies and work strategically; Enable salesforce to efficiently and effectively support external business partners and drive key initiatives
• Lead the inside sales team to:
  • Help evolve our customer support model and pull through across MAH portfolio and all solutions maximizing ROI
  • Ensure collaboration and communication across inside sales, field representatives, and Multi-Channel Closed Loop Marketing teams
• Drive collaboration with sales, marketing, and partners to increase sales results and productivity
• Drive collaboration with Channel Management and explore opportunities to evaluate channel optionality
• Drive collaboration with Learning and Development to create and deploy appropriate content/sales messaging, processes, practices, forms, and tools to support the salesforce
• Drive collaboration between Sales Enablement and Effectiveness, Brand Marketing, Integrated Customer Experience, Field Sales Rep, and Professional Services teams to support new product launches and line extensions to align product roadmaps with overall Sales Enablement Strategy

Leadership Responsibilities may include, but are not limited to: (25%)

• Lead, manage, and develop direct and indirect team members to increase talent, diversity, capabilities, and drive performance; participate in the recruitment of industry-leading talent to build a high-performing team
• Proactively evolve culture through providing feedback, ongoing monitoring, and coaching to develop highly effective sales team
• Champion, develop, and integrate a consistent strategic platform, mission, and purpose for the organization through close collaboration with CABU Leadership Team and other key stakeholders
• 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 Company's species / business units
• Serve as an essential member of the CABU Leadership team
• Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate

Organizational Network and Collaboration

Internal Key Contacts:

• Salesforce Enablement and Effectiveness, Sales, Marketing, Integrated Customer Experience, Animal Health Intelligence, Corporate Accounts, Distribution, Field Professional Services Finance, Learning and Development, Communications, HR, Legal, Compliance, US Business Operations

External Key Contacts:

• Corporate Accounts or any Customer Focus Groups as needed, Industry Associations, Key Opinion Leaders and Distributors

Minimum Qualifications:

Background & Education:

• Bachelor’s Degree required
• 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 10 years of people management experience required

Required Skills/Abilities:

• A process-improvement driven attitude
• Must have knowledge of companion animal and equine markets preferred
• Strong communication, influence, and collaboration skills necessary for garnering senior executive and cross-functional support for key initiatives
• Strong communication and interpersonal skills, including excellent speaking and presentation skills
• Outstanding leadership skills with a keen ability to enroll, engage, and motivate all stakeholders
• Ability to foster a competitive yet collaborative teamwork environment
• Strong financial acumen and budget planning skills
• Strategic capability to successfully manage portfolio of products at various lifecycle phases
• Proven track record of managing, leading, coaching, and developing a high-performing team
• Ability to effectively influence key stakeholders, business decisions, and marketing strategies
• Demonstration of excellent Business Acumen, Relationship Management, Negotiation, and Account Management skills
• Demonstrated technology proficiency including the MS Suite, Customer Relationship Management, Veeva, and web applications
• Ability to travel at least 60%, as needed; Must live near major airport
• Proven track record of managing, leading, coaching, and developing high-performing teams

Who we are …

We are known as Merck & Co., Inc., Kenilworth, 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 …

In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth.

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.

For more information about personal rights under Equal Employment Opportunity, visit:

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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.

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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:R143857