Field Activation Lead

Merck•Rahway, NJ

3d•Hybrid

About The Position

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. Summary of the Job and Role Purpose: The Field Activation Lead (FAL) serves as a professional sales leader in building and maintaining a profitable and initiative-taking relationship with animal health distribution companies that support our company's Animal Health products and services in their offerings to veterinarians and customers. The FAL focuses on building strong relationships with distributor stakeholders at the field sales organization to understand their business model, unique value offerings and partnership opportunities. Reporting to the National Account Director for the respective specie business unit, the Field Activation Lead is responsible for driving initiatives, communicating, and articulating the medical importance of our Company's Animal Health products and activating the distribution salesforce to drive growth of strategic products. The individual will work collaboratively with distributor field sales teams and play a critical role in supporting our customer centric business model. This position is responsible for their assigned distributors by selling our company's Animal Health division products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This position works collaboratively with channel management, marketing, and sales organizations to drive outcomes and actions, and has accountability for assigned accounts. The FAL discovers field level opportunities and trains field selling distributor Territory Managers. The FAL is also held accountable for delivering strong financial results for our company's Animal Health. This position leverages analytics to drive accountability and uncover opportunities to maximize growth. Additionally, this position is responsible for understanding and utilizing market insights to drive opportunities and position our company's Animal Health as an industry leader. The Field Activation Lead position contributes to a best-in-class Salesforce Effectiveness and Enablement team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion.

Requirements

Bachelor’s degree required (animal science focus preferred)
Minimum of five (5) years account management or equivalent experience.
Demonstrated ability to work within US animal health industry landscape.
Must be results oriented and able to work independently with little direct supervision.
Take action and don’t wait for someone to bring it to your attention.
Superior organizational, analytical, and time management skills.
Ability to work collaboratively across all species, coordinating activities, leveraging resources, and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results.
Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes, identifying emerging needs, and participating in defining innovative solutions to meet customer needs.
Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer-centric solutions that drive long-term sustainable results.
Demonstrates expertise in building partnerships and sustainable relationships with customers leveraging business insights to drive solutions and strategies throughout the customers’ organizations.
Demonstrated ability to develop and implement an accurate business plan.
Excellent oral, written, and presentation communication skills.
Strong understanding of financial and business metrics.
Strong selling and negotiation skills.
History of sound decision making and innovative thinking.
Up to 70% Travel; this role is national in scope – the selected candidate should reside near a major US airport to fulfill travel requirements as needed for the role
Account Management
Agile Methodology
Animal Health Sales
Animal Science
Bid Management
Business Management
Business Planning
Client-Centric
Contract Management
Customer Centric Solutions
Customer Relationship Building
Customer Satisfaction
Data Analysis
Global Supply Chain
Industry Knowledge
Market Analysis
Marketing Leadership
Operational Excellence
Sales Forecasting
Sales Reporting
Sales Strategy Development
Seafood Processing
Strategic Selling
Veterinary Medicine

Nice To Haves

MBA preferred

Responsibilities

Execute sales strategies within assigned accounts and communicates delivered strategies to our Company's Animal Health Sales leaders
Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion
Responsible for developing and clearly articulating the value of our full partnership as a margin contributor and our comprehensive partnership
Actively participate in distributor events, develop trainings, and activate the salesforce to grow our Company's Animal Health products
Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units
Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams
Communicates about product in a way that is meaningful and relevant to the distributor; customizes discussions and interactions based on understanding of distributors’ needs.
Input and utilize call notes in MAXX
Develop agendas for meetings and communicate meeting objectives to appropriate team(s)
Develop a timeline of field leadership meetings, tradeshows, and promotional activities with distributor and share with key stakeholders
Attend National, Area, and Regional business meetings
Conduct quarterly business reviews ensuring that accounts understand the value of our Company's Animal Health relationship and their performance relative to quarterly, semiannual, and annual growth expectations
Uses analytics and insights to enhance decision-making and tactical execution
Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution
Resolve first line issues and misunderstandings
Deliver consistent messaging in communications to support our Company's Animal Health strategic priorities
Take leadership role to identify and adhere to key account management timelines for key leadership discussions, quarterly reviews, and presentations
Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the distributor and our Company's Animal Health on shared goals
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 of our company's species / business units
Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate
Applicable candidate must be able to lead without authority, driving key strategic imperatives in conjunctions with the Area Business Leaders, RM teams and TMs

Benefits

medical, dental, vision healthcare and other insurance benefits (for employee and family)
retirement benefits, including 401(k)
paid holidays
vacation
compassionate and sick days
annual bonus
long-term incentive

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