Merck
Field Activation Lead (FAL)
Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. The FAL builds and maintains profitable, initiative‑taking relationships with animal health distribution companies that support our Animal Health products and services in their offerings to veterinarians and customers. The FAL plays a critical role in supporting our customer‑centric business model. Summary of the Job and Role Purpose
Reporting to the National Account Director, the FAL drives initiatives, communicates the medical importance of our products and activates the distributor field salesforce to grow strategic products. The FAL discovers field‑level opportunities and trains field selling distributor Territory Managers, and is accountable for delivering strong financial results for our company’s Animal Health division. The FAL leverages analytics to uncover opportunities to maximize growth and demonstrates a customer‑focused mindset. Essential Accountabilities
Strategic Responsibilities (10%)
Execute sales strategies within assigned accounts and communicate strategies to our Animal Health Sales leaders. Identify marketing opportunities across teams for partnership and shepherd them to completion. Develop and articulate the value of our full partnership as a margin contributor. Utilize other‑centered selling and advanced business planning capabilities to maximize sales performance within the assigned geography. Operational Responsibilities (70%)
Actively participate in distributor events, develop trainings, and activate the salesforce to grow our 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 sales trends, performance metrics, risks, and opportunities. Communicate product information in a meaningful and relevant way to the distributor and customize discussions based on distributor needs. Input and utilize call notes 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 accounts understand the value of our company’s Animal Health relationship and performance relative to quarterly, semiannual, and annual growth expectations. Use analytics and insights to enhance decision‑making and tactical execution. Take the lead on resolving any account issues, shepherd, and champion resolution. Leadership Responsibilities (20%)
Identify and adhere to key account management timelines for quarterly reviews and presentations. Lead on issues to understand how groups work together across organizations; advocate for distributor and our company’s Animal Health on shared goals. Partner, communicate, and facilitate collaborative interactions with peer organizations to align tactics and long‑term strategies to achieve business goals. Ensure plans, actions, and decisions do not negatively impact other of our company’s species or business units. Share best practices and organizational learnings with the marketing organization and company‑wide. Organizational Network and Collaboration Internal Key Contacts
Species Leads, Channel Management Team, Area Business Leaders, Regional Managers, Territory Managers, Strategic Account Team, Finance, Marketing, CABU Leadership, Sales Leader, External Key Contacts
External C‑suite and Distributor’s sales leadership, middle management, outside sales reps, inside sales reps, marketing leadership, External company networks, industry associations. Required Education
Bachelor’s degree required (animal science focus preferred). MBA preferred. Required Skills/Abilities
Minimum of five (5) years account management or equivalent experience. Demonstrated ability to work within the US animal health industry landscape. 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. 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. 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. Travel & Work Arrangement
Travel: 75%. This role is national in scope; the selected candidate should reside near a major US airport. Flexible work arrangement: Remote. Shift: 1st – Day. Valid driving license: Yes. Salary & Benefits
Salary Range: $129,000 – $203,100. Eligible for annual bonus and long‑term incentive (if applicable). Comprehensive benefits including medical, dental, vision, retirement (401(k)), paid holidays, vacation, and sick days. Equal Employment Opportunity
We are an Equal Employment Opportunity Employer and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or any other applicable legally protected characteristic. For more information about personal rights under U.S. EEOC laws, visit
EEOC Know Your Rights .
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Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. The FAL builds and maintains profitable, initiative‑taking relationships with animal health distribution companies that support our Animal Health products and services in their offerings to veterinarians and customers. The FAL plays a critical role in supporting our customer‑centric business model. Summary of the Job and Role Purpose
Reporting to the National Account Director, the FAL drives initiatives, communicates the medical importance of our products and activates the distributor field salesforce to grow strategic products. The FAL discovers field‑level opportunities and trains field selling distributor Territory Managers, and is accountable for delivering strong financial results for our company’s Animal Health division. The FAL leverages analytics to uncover opportunities to maximize growth and demonstrates a customer‑focused mindset. Essential Accountabilities
Strategic Responsibilities (10%)
Execute sales strategies within assigned accounts and communicate strategies to our Animal Health Sales leaders. Identify marketing opportunities across teams for partnership and shepherd them to completion. Develop and articulate the value of our full partnership as a margin contributor. Utilize other‑centered selling and advanced business planning capabilities to maximize sales performance within the assigned geography. Operational Responsibilities (70%)
Actively participate in distributor events, develop trainings, and activate the salesforce to grow our 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 sales trends, performance metrics, risks, and opportunities. Communicate product information in a meaningful and relevant way to the distributor and customize discussions based on distributor needs. Input and utilize call notes 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 accounts understand the value of our company’s Animal Health relationship and performance relative to quarterly, semiannual, and annual growth expectations. Use analytics and insights to enhance decision‑making and tactical execution. Take the lead on resolving any account issues, shepherd, and champion resolution. Leadership Responsibilities (20%)
Identify and adhere to key account management timelines for quarterly reviews and presentations. Lead on issues to understand how groups work together across organizations; advocate for distributor and our company’s Animal Health on shared goals. Partner, communicate, and facilitate collaborative interactions with peer organizations to align tactics and long‑term strategies to achieve business goals. Ensure plans, actions, and decisions do not negatively impact other of our company’s species or business units. Share best practices and organizational learnings with the marketing organization and company‑wide. Organizational Network and Collaboration Internal Key Contacts
Species Leads, Channel Management Team, Area Business Leaders, Regional Managers, Territory Managers, Strategic Account Team, Finance, Marketing, CABU Leadership, Sales Leader, External Key Contacts
External C‑suite and Distributor’s sales leadership, middle management, outside sales reps, inside sales reps, marketing leadership, External company networks, industry associations. Required Education
Bachelor’s degree required (animal science focus preferred). MBA preferred. Required Skills/Abilities
Minimum of five (5) years account management or equivalent experience. Demonstrated ability to work within the US animal health industry landscape. 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. 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. 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. Travel & Work Arrangement
Travel: 75%. This role is national in scope; the selected candidate should reside near a major US airport. Flexible work arrangement: Remote. Shift: 1st – Day. Valid driving license: Yes. Salary & Benefits
Salary Range: $129,000 – $203,100. Eligible for annual bonus and long‑term incentive (if applicable). Comprehensive benefits including medical, dental, vision, retirement (401(k)), paid holidays, vacation, and sick days. Equal Employment Opportunity
We are an Equal Employment Opportunity Employer and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or any other applicable legally protected characteristic. For more information about personal rights under U.S. EEOC laws, visit
EEOC Know Your Rights .
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