Companion Animal Senior Territory Manager – LA SOUTH

Merck•Los Angeles, CA

12h•$96,200 - $151,400•Remote

About The Position

The Senior Territory Manager is responsible for the LA SOUTH territory and works face to face with veterinary clinics, shelter facilities, and corporate account customers to understand their needs and sell the Animal Health division’s Companion Animal product portfolio. The role supports customer strategies and pull-through activities, helping position Animal Health as a source of value and technical innovation aligned with the company’s focus on the Science of Healthier Animals. The manager also uses resources available through Animal Health and its distribution partners to address customer needs. The position develops customer, territory, and account strategies; builds relationships with decision makers; identifies business opportunities; and drives account sales growth. It collaborates with national and corporate account teams, distribution field partners, other species teams, leadership, and Field Professional Services. The role analyzes sales results, manages expenses within budget, provides customer education and training opportunities, keeps current on products and the industry, and communicates relevant market insights throughout the organization. The position is remote and covers LA SOUTH. The company strongly prefers that sales employees reside within their territory, but permits residence up to 20 miles from the territory border. Travel is 50%, including overnight travel and some weekend activity. A valid driver’s license is required. The position is a regular employee role; relocation is not offered.

Requirements

High school diploma and at least 10 years of sales or equivalent experience, or a bachelor’s degree and at least 5 years of sales experience.
Excellent interpersonal, communication, and presentation skills.
Motivation and focus on achieving measurable, tangible results.
Commitment to collaboration as the normal way of working and resolving problems.
Understanding of how the role contributes to business goals and willingness to adopt process changes to meet customer needs.
Ability to independently understand customers’ evolving needs and expectations, apply knowledge of their organizations and cultures, and drive results.
Ability to apply selling techniques while managing multiple customers and accounts at different stages of the sales process and articulate product value using approved resources.
Ability to independently identify, develop, and manage a diverse mix of accounts within a territory, including complex accounts, and create plans based on customer needs and opportunities.
Proficiency with Word, Excel, and PowerPoint, and ability to use an iPad.
Ability to work independently and as part of a team.
Ability to travel overnight and participate in some weekend activity.
Valid driving license.

Nice To Haves

Sales experience and/or experience in the Animal Health industry.
Knowledge of animal health biological and pharmaceutical products.
Understanding of or prior experience working with distribution.
Multilingual fluency, particularly in Spanish.

Responsibilities

Communicate the Companion Animal product portfolio in ways that are meaningful and relevant to individual customers, tailoring discussions to customer needs.
Serve as the primary point of contact for assigned customers and meet with key personnel and decision makers to understand practice structure, business models, influencers, and needs.
Develop customer strategies for interactions, relationships, solutions, partner involvement, and potential offerings that create sales opportunities and account growth.
Develop territory and account plans for key customers.
Partner with National Account Managers, the Corporate Account Team, and Distribution Field Partners to focus on key accounts and corporate-owned clinics and drive sales growth.
Collaborate across species teams to promote knowledge of the full Animal Health product portfolio.
Share knowledge with regional team members to support team growth and development.
Analyze monthly sales results and manage expenses within budget guidelines.
Select programs and services available through Animal Health to address customer needs and provide education and training opportunities.
Work with leadership and Field Professional Services to develop and deliver offerings that address customer needs.
Maintain current knowledge of Animal Health products, industry trends, and competitors.
Communicate relevant customer, industry, product, and market trends throughout the organization.
Develop and meet learning and development objectives agreed upon with leadership.