Territory Manager - Swine
Merck · United States, Texas, Irving
Job Description
The Territory Manager is a key member of the field sales team and plays a critical role in supporting our Company's customer centric business model. This position is responsible for working in their respective territory to understand and identify customer needs, by selling our Company's Animal Health products, supporting pull-through activities relative to the customer 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. In addition, the Territory Manager demonstrates an understanding of the resources available across our Company's Animal Health and our Distribution Partners.
This position requires 75% travel within the assigned territory zone. Territory Managers are required to live within the territory they serve. Relocation will be provided. The territory covers: AR, TX, OK, KS, CO, UT and MO.
Essential Accountabilities:
Key responsibilities may include, but are not limited to:
- Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs
- Primary point of contact for assigned customers, meets with key personnel/decision makers to understand practice structure, business model, key influencers, customer needs and identifies business opportunities.
- Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of our Company's Animal Health products and services.
- Develop territory and specific account plans for all assigned customers. Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on accounts to drive sales growth.
- Work collaboratively across all species teams to foster a one approach to enhance knowledge of the entire our product portfolio.
- Shares with other team members within the region to foster growth and development within the team.
- Analyze sales results on a monthly basis and manage expenses within budget guidelines.
- Identifies and selects programs/services available within our Company's Animal Health available resources to address customer needs and provide education & training opportunities to accounts.
- Works with leadership and Field Technical Services to develop and deliver relevant offerings that address desired customer needs.
- Expand current understanding of our Company's Animal Health products, industry trends and competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends.
- Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
- Responsible for developing and meeting learning and development objectives agreed upon with leadership.
Scope and Context:
- This position is an Individual Contributor role.
Animal Health Commercial Competencies
Leadership Behaviors:
- Demonstrate Ethics & Integrity.
- Drive Results.
- Focus on Customers & Patients.
- Make Rapid Disciplined Decisions.
- Act with Courage & Candor.
- Build Talent.
- Foster Collaboration.
Professional Competencies:
- Business & Financial Acumen.
- Working Across Boundaries.
- Strategic Thinking.
- Project Management.
- Productive Communication.
- Problem Solving.
Core Commercial Functional Competencies:
- Customer and Market Insights.
- Strategic Business Management.
- Product Knowledge & Portfolio Management.
- Account Management.
- Customer Engagement.
- Market Access.
- Regulatory & Compliance Knowledge.
- Lifecycle Management.
Minimum Qualifications
Background & Education:
- High School diploma and 12 years of Animal Health sales experience; OR
- Bachelor's degree and 8 years of Animal Health sales experience.
Required Skills/Abilities:
- Swine Industry sales experience required
- Excellent interpersonal/communication and presentation skills.
- Motivated and focused on achieving measurable, tangible results, demonstrating proficient ability to utilize data resources including analytic problem-solving tools to resolve customer issues.
- Utilizes the strengths and diversity of other team members to improve own performance and consistently shares important and relevant information with the team.
- Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes and champion innovative technologies to meet customer needs.
- Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive long term sustainable results and identify strategic opportunities.
- Demonstrates in-depth knowledge of effective selling techniques and approaches to create a compelling rationale for the value and use of MAH products using approved resources.
- Demonstrated ability to identify, develop and manage a diverse mix of accounts independently within a territory, and to develop plans and goals for the customer based on the priority level of the account and customer needs.
- Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
- Ability to work independently and also as part of a team.
- Ability to travel overnight and some weekend activity.
Preferred Skills/Abilities:
- Fluent in English and Spanish.
- Knowledge of animal health biological and pharmaceutical products.
- Understanding or past experience working with distribution.
Required Skills:
Animal Health Sales, Communication, Customer-Focused, Customer Relationship Building, Livestock Care, Problem Solving, Product Knowledge, Sales Forecasting, Swine Production, Technical Sales, Territory Management, Veterinary Sciences
Preferred Skills:
Current Employees apply HERE
Current Contingent Workers apply HERE
US and Puerto Rico Residents Only:
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As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
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The primary location for this posting is:
USA - Texas - Irving
Where required by law, the compensation range for this role is provided below.
The salary range for the primary location of this role is:
$117,000.00 - $184,200.00
This range reflects the Company's reasonable expectation of the base salary applicable to this role at the time of posting. An employee’s position within the salary range will be based on several f