Senior Ruminant Territory Sales Representative (Michigan- North of I96)
Merck, Grand Rapids, Michigan, us, 49528
Job Description
For over 130 years, we have pioneered groundbreaking science. Today, we are driven by continuous innovation to develop breakthrough medicines, vaccines and technology. Rooted in direct experience on the farm and in the clinic, we work hand in hand with our customers every step of the way. Our singular focus is to empower those who care for animals, helping them manage their vital responsibility with confidence. Because when it comes to animal health, no one sees it like we do.
The Sales Representative is a key member of the field sales team and plays a critical role in supporting our customer centric business model. This position is responsible for working in their respective territory to understand and identify customer needs, by selling our Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus the Science of Healthier Animals. In addition, the Sales Representative demonstrates an understanding of the resources available across Animal Health and our distribution partners. This role will cover Michigan – North of I96. Candidate must reside within the territory.
Key Responsibilities
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 Animal Health products and services.
Develop territory and specific account plans for all assigned customers. Partners with National Account Managers, Corporate Account Team, Monitoring Technology Manager, Vet Clinics and other distribution field partners to maintain strong focus on accounts to drive sales growth.
Work collaboratively across all species teams to foster our approach to enhance knowledge of the entire Animal Health product portfolio.
Shares with other team members within the region to foster growth and development within the team.
Analyze sales results on a regular (monthly) basis and manage expenses within budget guidelines.
Identifies and selects programs/services available within Animal Health’s 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.
Develop current understanding of 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.
Education
Bachelor’s Degree
Required Experience and Skills
Minimum 3 years sales experience.
Experience with the Ruminant Industry
Excellent interpersonal/communication and presentation skills
Ability to adapt to a changing environment
Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
Ability to work independently and as part of a team
Ability to travel overnight and some weekend activity
Preferred Experience and Skills
Business development & planning skills
Dairy Industry knowledge & experience
Sales &/or experience within the Animal Health Industry
Knowledge of animal health biological & pharmaceutical products
Understanding &/or prior experience working with distribution
Fluency in Spanish is preferred but not required
Core Commercial Functional Competencies
Customer Insights and Market Evaluation
Strategic Business Management
Product Knowledge & Portfolio Management
Account Management
Customer Engagement
Market Access
Regulatory & Compliance Knowledge
Professional Competencies
Business & Financial Acumen
Working Across Boundaries
Strategic Thinking
Project Management
Productive Communication
Problem Solving
Required Skills Account Management, Account Management, Adaptability, Business Development, Business Management, Business Model Development, Customer Experience Management, Customer Management, Customer Needs Analysis, Customer Relationship Management (CRM), Customer Strategy, Financial Management, Inbound Phone Sales, Industry Knowledge, Interpersonal Relationships, Lead Generation, Management Process, Market Analysis, Market Trends, Product Knowledge, Sales Forecasting, Sales Goal Achievement, Sales Presentations, Sales Reporting, Sales Strategy Development {+ 5 more}
Compensation
Salary range: $96,200.00 - $151,400.00
EEO Statement 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: EEOC Know Your Rights; EEOC GINA Supplement. We are proud to be a company that embraces the value of bringing together talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. Learn more about your rights, including under California, Colorado and other US State Acts.
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The Sales Representative is a key member of the field sales team and plays a critical role in supporting our customer centric business model. This position is responsible for working in their respective territory to understand and identify customer needs, by selling our Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus the Science of Healthier Animals. In addition, the Sales Representative demonstrates an understanding of the resources available across Animal Health and our distribution partners. This role will cover Michigan – North of I96. Candidate must reside within the territory.
Key Responsibilities
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 Animal Health products and services.
Develop territory and specific account plans for all assigned customers. Partners with National Account Managers, Corporate Account Team, Monitoring Technology Manager, Vet Clinics and other distribution field partners to maintain strong focus on accounts to drive sales growth.
Work collaboratively across all species teams to foster our approach to enhance knowledge of the entire Animal Health product portfolio.
Shares with other team members within the region to foster growth and development within the team.
Analyze sales results on a regular (monthly) basis and manage expenses within budget guidelines.
Identifies and selects programs/services available within Animal Health’s 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.
Develop current understanding of 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.
Education
Bachelor’s Degree
Required Experience and Skills
Minimum 3 years sales experience.
Experience with the Ruminant Industry
Excellent interpersonal/communication and presentation skills
Ability to adapt to a changing environment
Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
Ability to work independently and as part of a team
Ability to travel overnight and some weekend activity
Preferred Experience and Skills
Business development & planning skills
Dairy Industry knowledge & experience
Sales &/or experience within the Animal Health Industry
Knowledge of animal health biological & pharmaceutical products
Understanding &/or prior experience working with distribution
Fluency in Spanish is preferred but not required
Core Commercial Functional Competencies
Customer Insights and Market Evaluation
Strategic Business Management
Product Knowledge & Portfolio Management
Account Management
Customer Engagement
Market Access
Regulatory & Compliance Knowledge
Professional Competencies
Business & Financial Acumen
Working Across Boundaries
Strategic Thinking
Project Management
Productive Communication
Problem Solving
Required Skills Account Management, Account Management, Adaptability, Business Development, Business Management, Business Model Development, Customer Experience Management, Customer Management, Customer Needs Analysis, Customer Relationship Management (CRM), Customer Strategy, Financial Management, Inbound Phone Sales, Industry Knowledge, Interpersonal Relationships, Lead Generation, Management Process, Market Analysis, Market Trends, Product Knowledge, Sales Forecasting, Sales Goal Achievement, Sales Presentations, Sales Reporting, Sales Strategy Development {+ 5 more}
Compensation
Salary range: $96,200.00 - $151,400.00
EEO Statement 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: EEOC Know Your Rights; EEOC GINA Supplement. We are proud to be a company that embraces the value of bringing together talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. Learn more about your rights, including under California, Colorado and other US State Acts.
#J-18808-Ljbffr