Strategic Account Activation Lead - SOUTH

MSD•Rahway, NJ

1d•Remote

About The Position

The Strategic Account Activation Lead serves as a professional sales leader in building and maintaining a profitable and proactive relationship with assigned strategic accounts, specifically, group purchasing organizations (GPO’s) and corporate accounts at our company's Animal Health Area business level. This role supports our company's Animal Health products and services in their offerings to veterinarians and customers. The Strategic Account Activation Lead focuses on building strong relationships with strategic account stakeholders at the regional and field sales organizational level to understand their business model, unique value offerings, and partnership opportunities. The Strategic Account Activation Lead will serve as the conduit between c-suite strategic account activation, regional level leadership, and field level execution, responsible for working with the area teams to translate strategy into sales results. This position is responsible for accounts critical within their assigned Area and accelerating occupancy and sales of key Animal Health products, supporting pull-through activities relative to the aligned strategy, and ensuring that our company's Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This position works collaboratively with the sales and marketing organizations to drive outcomes and actions, and to ensure accountability for shared organizational commitments. The Strategic Account Lead will focus on the primary accounts representing the largest opportunity of volume and sales as determined in conjunction with Area leadership teams. The Strategic Account Activation Lead discovers field level opportunities by leveraging 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 Animal Health as an industry leader. The Strategic Account Activation Lead contributes to a best-in-class Sales and Commercial Operations team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion. The Strategic Account Activation Lead advocates for our company's Animal Health with an ability to unite shared values and growth. The individual partners with cross-functional peers to rally internal resources that meet customer needs, provide value, and retain our company's industry position. The Strategic Accounts Activation Lead also influences senior leadership to think and respond innovatively to industry and account trends and opportunities identified through direct experience and market data.

Requirements

Professional sales leader in building and maintaining a profitable and proactive relationship with assigned strategic accounts
Focuses on building strong relationships with strategic account stakeholders at the regional and field sales organizational level
Serve as the conduit between c-suite strategic account activation, regional level leadership and field level execution
Develop a deep understanding of account goals, needs, and pain points to drive growth and ensure stability within their strategic account base
Work collaboratively with Animal Health field sales leadership teams, Strategic Account Managers and territory sales representatives
Support customer centric business model
Accelerate occupancy and sales of key Animal Health products
Support pull-through activities relative to the aligned strategy
Ensure Animal Health is viewed as bringing value and technical innovations aligned to strategic focus
Work collaboratively with sales and marketing organizations to drive outcomes and actions, and to ensure accountability for shared organizational commitments
Focus on primary accounts representing the largest opportunity of volume and sales
Discover field level opportunities by leveraging analytics to drive accountability and uncover opportunities to maximize growth
Understand and utilize market insights to drive opportunities and position Animal Health as an industry leader
Contribute to a best-in-class Sales and Commercial Operations team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion
Advocate for Animal Health with an ability to unite shared values and growth
Partner with cross-functional peers to rally internal resources that meet customer needs, provide value, and retain industry position
Influence senior leadership to think and respond innovatively to industry and account trends and opportunities identified through direct experience and market data
Candidate possesses professional and advanced presentation skills, focused on providing solutions for the customer
High School diploma and fifteen (15) years of experience in sales, account management with Animal Health industry; Or Bachelor’s degree in business, animal science or related field and ten (10) years sales, account management
Demonstrated experience within US animal health industry landscape.
Must be results oriented and able to work independently with little direct supervision
Forward thinking; problem solver
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
Candidate must live in or near geographical area
Valid Driving License

Nice To Haves

Account Management
Corporate Account Management
Corporate Account Sales
Industry Knowledge
Key Account Management
Key Account Strategy
Leadership
Results-Oriented
Sales
Sales Leadership
Strategic Account Sales
Relationship Building
Sales Performance
Sales Results
Strategic Selling

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 with strategic account decision makers to elevate mutually beneficial outcomes
Utilize “other centered selling” in their approach to the customer, with an advanced skillset in developing business planning capabilities with the outcome of maximizing sales performance within the assigned geography
Align with Area teams to build synergies at the area level between our company's Animal Health and strategic account field level management (Regional Director and Medical Directors)
Acts as a “connector” in aligning the strategic account hierarchy with our company's Animal Health resources (marketing, professionals services, etc.)
Works cross functionally with responsible corporate account manager to execute tactical plans within most influential regional strategic accounts
Deliver on Key Performance Measures of primary assigned strategic accounts 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's meaningful and relevant to the regional decision makers to drive our company's Animal Health product recommendations at clinic level; customizes discussions and interactions based on aligned goals
Input and utilize call notes in MAXX (Salesforce)
Attend Strategic Account Area & National Meetings, our company's Animal Health Area/Regional leadership meetings.
Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semiannual, and annual growth expectations
Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution
Deliver consistent messaging in communications to support our company's Animal Health’s strategic priorities
Uses analytics and insights to enhance decision-making and tactical execution
Take leadership role to identify and adhere to key account management timelines for critical 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 combined goals of our company's Animal Health and strategic accounts on aligned priorities and 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 species / business units
Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate
Lead without authority, driving key strategic imperatives in conjunction with the Area RM teams and their TM’s.