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Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA). Job in Portland, Oregon, United States in Merck & Co., Inc.. Nelest.com
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Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)

col-narrow-left   

Job ID:

22131

Location:

Portland, OR 

Job function:

Accounting / Control, General Management
col-narrow-right   

Posted:

03.05.2016

Employment Type:

Full time

Industry:

Healthcare / Pharma
col-wide   

Title:

Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)

Job Description:

Description Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company - one that is ready to help create a healthier future for all of us. Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you'll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career. The purpose of this position is to maximize the full revenue potential of Merck Animal Health companion animal products within large corporate veterinary practices, retail/mobile practices and shelters. The incumbent will be responsible for rapidly increasing product sales through the development and management of effective business relationships and the championing and delivery of products and programs tailored for large corporate account and shelter environments. Specific responsibilities include the development of mutually beneficial contract terms and conditions for the procurement, marketing and sale of MAH products as well as the delivery of custom solutions for corporate and shelter customers (eg. private labeled products, DTC merchandising materials, reminder services, product training programs and consumer facing incentive and promotional programs). Additional responsibilities include personnel management of Shelter and Inside Sales organizations for the US Companion Animal business as well as National Account Managers for corporate hospital groups. The Inside Sales team will support the Strategic Account organization as well as the geographically deployed field selling organization. The Director will be responsible for identifying, hiring and retaining top talent in order to effectively lead a team of key account managers and segment specific selling teams.

Key responsibilities may include, but are not limited to:

  • Accountability for driving MAH product sales to major national veterinary, shelter and mobile accounts
  • Development and execution of strategic account plans including the introduction of custom products and solutions to drive account growth
  • Establishment of influence and trust relationships with Corporate and Diversified Account executives
  • Coordination of annual business planning conferences with leadership at key accounts
  • Development, negotiation and execution of mutually beneficial contracts with current and prospective accounts
  • Staffing and development of a team of Sales Leaders and Corporate Account Managers
  • Management and optimization of a highly efficient Inside Sales and Services function in support of geographically deployed field selling efforts as well as major corporate accounts
  • Budgeting and allocation of operating expenses for 3rd party contracted telemarketing services and major account program sponsorships. Allocate and direct utilization of resources to ensure funds are invested appropriately to meet company sales goals.
  • Monitoring of major account response to and satisfaction with MAH products and offers collaborating with R&D, Manufacturing and Marketing teams to inform future product development, packaging and pricing efforts
  • Close collaboration with business unit Brand Managers, Global Marketing and related functional organizations with expertise and resources to assist with major account programs and initiatives
Travel: Yes, 50 % of the Time Description Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)-ACC003878 Description Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company - one that is ready to help create a healthier future for all of us. Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you'll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career. The purpose of this position is to maximize the full revenue potential of Merck Animal Health companion animal products within large corporate veterinary practices, retail/mobile practices and shelters. The incumbent will be responsible for rapidly increasing product sales through the development and management of effective business relationships and the championing and delivery of products and programs tailored for large corporate account and shelter environments. Specific responsibilities include the development of mutually beneficial contract terms and conditions for the procurement, marketing and sale of MAH products as well as the delivery of custom solutions for corporate and shelter customers (eg. private labeled products, DTC merchandising materials, reminder services, product training programs and consumer facing incentive and promotional programs). Additional responsibilities include personnel management of Shelter and Inside Sales organizations for the US Companion Animal business as well as National Account Managers for corporate hospital groups. The Inside Sales team will support the Strategic Account organization as well as the geographically deployed field selling organization. The Director will be responsible for identifying, hiring and retaining top talent in order to effectively lead a team of key account managers and segment specific selling teams.

Key responsibilities may include, but are not limited to:
  • Accountability for driving MAH product sales to major national veterinary, shelter and mobile accounts
  • Development and execution of strategic account plans including the introduction of custom products and solutions to drive account growth
  • Establishment of influence and trust relationships with Corporate and Diversified Account executives
  • Coordination of annual business planning conferences with leadership at key accounts
  • Development, negotiation and execution of mutually beneficial contracts with current and prospective accounts
  • Staffing and development of a team of Sales Leaders and Corporate Account Managers
  • Management and optimization of a highly efficient Inside Sales and Services function in support of geographically deployed field selling efforts as well as major corporate accounts
  • Budgeting and allocation of operating expenses for 3rd party contracted telemarketing services and major account program sponsorships. Allocate and direct utilization of resources to ensure funds are invested appropriately to meet company sales goals.
  • Monitoring of major account response to and satisfaction with MAH products and offers collaborating with R&D, Manufacturing and Marketing teams to inform future product development, packaging and pricing efforts
  • Close collaboration with business unit Brand Managers, Global Marketing and related functional organizations with expertise and resources to assist with major account programs and initiatives

Job Requirements:

Qualifications Education Minimum Requirement:
  • Bachelor's Degree

Required Experience and Skills:

  • Minimum of 15 years relevant experience including B to B sales with at least 5 years of major account management or sales management experience required
  • Effective negotiation skills. Prior experience successfully executing multi-million dollar agreements
  • Highly professional presence - comfortable with and credible in managing business critical discussions with top level executives of MAH and its strategic customers and business partners
  • Transformational leadership - willingness to challenge the status quo, innovate and implement positive change
  • Proven track record of successfully managing, leading, coaching, and developing the effectiveness and performance of sales team and organizations
  • Highly innovative risk taker, willing to experiment with, measure and improve sales techniques and processes
  • Strong financial acumen and budget planning skills
  • Expertise in pricing analysis and strategy and customer communications planning and sales strategy
  • Strong collaboration skills and ability to successfully partner cross functionally with all business units, regulatory, legal, and R & D colleagues
  • Excellent communicator, ability to positively influence internal and third party resources and present complicated findings in a clear and concise manner.
  • Advanced written and verbal communication skills
  • Strong analytical skills and desire to analyze operational data to inform decision making
  • Demonstrated computer proficiency including MS Office, iPad and web applications

Preferred Experience and Skills:

  • Master's Degree/MBA preferred
  • Experience within the US Animal Health market and existing major account relationships highly desired
Our employees are the key to our company's success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program. Our Company's benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. If you need an accommodation for the application process please email us at staffingaadar@merck.com. Search Firm Representatives Please Read Carefully: Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means. Visa sponsorship is not available for this position. For more information about personal rights under Equal Employment Opportunity, visit: EEOC Poster EEOC GINA Supplement? Merck is an equal opportunity employer, Minority/Female/Disability/Veteran - proudly embracing diversity in all of its manifestations.

Zip Code:

79283

Company Info
Merck & Co., Inc.

Kenilworth, NJ, United States

Phone:
Web Site: merck.com

Company Profile

Company Info


Merck & Co., Inc.
Kenilworth, NJ, United States
Phone:
Web Site: merck.com

Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)

col-narrow-left   

Job ID:

22131

Location:

Portland, OR 

Job function:

Accounting / Control, General Management
col-narrow-right   

Posted:

03.05.2016

Employment Type:

Full time

Industry:

Healthcare / Pharma
col-wide   

Title:

Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)

Job Description:

Description Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company - one that is ready to help create a healthier future for all of us. Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you'll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career. The purpose of this position is to maximize the full revenue potential of Merck Animal Health companion animal products within large corporate veterinary practices, retail/mobile practices and shelters. The incumbent will be responsible for rapidly increasing product sales through the development and management of effective business relationships and the championing and delivery of products and programs tailored for large corporate account and shelter environments. Specific responsibilities include the development of mutually beneficial contract terms and conditions for the procurement, marketing and sale of MAH products as well as the delivery of custom solutions for corporate and shelter customers (eg. private labeled products, DTC merchandising materials, reminder services, product training programs and consumer facing incentive and promotional programs). Additional responsibilities include personnel management of Shelter and Inside Sales organizations for the US Companion Animal business as well as National Account Managers for corporate hospital groups. The Inside Sales team will support the Strategic Account organization as well as the geographically deployed field selling organization. The Director will be responsible for identifying, hiring and retaining top talent in order to effectively lead a team of key account managers and segment specific selling teams.

Key responsibilities may include, but are not limited to:

  • Accountability for driving MAH product sales to major national veterinary, shelter and mobile accounts
  • Development and execution of strategic account plans including the introduction of custom products and solutions to drive account growth
  • Establishment of influence and trust relationships with Corporate and Diversified Account executives
  • Coordination of annual business planning conferences with leadership at key accounts
  • Development, negotiation and execution of mutually beneficial contracts with current and prospective accounts
  • Staffing and development of a team of Sales Leaders and Corporate Account Managers
  • Management and optimization of a highly efficient Inside Sales and Services function in support of geographically deployed field selling efforts as well as major corporate accounts
  • Budgeting and allocation of operating expenses for 3rd party contracted telemarketing services and major account program sponsorships. Allocate and direct utilization of resources to ensure funds are invested appropriately to meet company sales goals.
  • Monitoring of major account response to and satisfaction with MAH products and offers collaborating with R&D, Manufacturing and Marketing teams to inform future product development, packaging and pricing efforts
  • Close collaboration with business unit Brand Managers, Global Marketing and related functional organizations with expertise and resources to assist with major account programs and initiatives
Travel: Yes, 50 % of the Time Description Director, Corporate and Diversified Accounts - US Companion Animal & Equine BU (Portland, OR, Los Angeles, CA)-ACC003878 Description Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company - one that is ready to help create a healthier future for all of us. Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you'll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career. The purpose of this position is to maximize the full revenue potential of Merck Animal Health companion animal products within large corporate veterinary practices, retail/mobile practices and shelters. The incumbent will be responsible for rapidly increasing product sales through the development and management of effective business relationships and the championing and delivery of products and programs tailored for large corporate account and shelter environments. Specific responsibilities include the development of mutually beneficial contract terms and conditions for the procurement, marketing and sale of MAH products as well as the delivery of custom solutions for corporate and shelter customers (eg. private labeled products, DTC merchandising materials, reminder services, product training programs and consumer facing incentive and promotional programs). Additional responsibilities include personnel management of Shelter and Inside Sales organizations for the US Companion Animal business as well as National Account Managers for corporate hospital groups. The Inside Sales team will support the Strategic Account organization as well as the geographically deployed field selling organization. The Director will be responsible for identifying, hiring and retaining top talent in order to effectively lead a team of key account managers and segment specific selling teams.

Key responsibilities may include, but are not limited to:
  • Accountability for driving MAH product sales to major national veterinary, shelter and mobile accounts
  • Development and execution of strategic account plans including the introduction of custom products and solutions to drive account growth
  • Establishment of influence and trust relationships with Corporate and Diversified Account executives
  • Coordination of annual business planning conferences with leadership at key accounts
  • Development, negotiation and execution of mutually beneficial contracts with current and prospective accounts
  • Staffing and development of a team of Sales Leaders and Corporate Account Managers
  • Management and optimization of a highly efficient Inside Sales and Services function in support of geographically deployed field selling efforts as well as major corporate accounts
  • Budgeting and allocation of operating expenses for 3rd party contracted telemarketing services and major account program sponsorships. Allocate and direct utilization of resources to ensure funds are invested appropriately to meet company sales goals.
  • Monitoring of major account response to and satisfaction with MAH products and offers collaborating with R&D, Manufacturing and Marketing teams to inform future product development, packaging and pricing efforts
  • Close collaboration with business unit Brand Managers, Global Marketing and related functional organizations with expertise and resources to assist with major account programs and initiatives

Job Requirements:

Qualifications Education Minimum Requirement:
  • Bachelor's Degree

Required Experience and Skills:

  • Minimum of 15 years relevant experience including B to B sales with at least 5 years of major account management or sales management experience required
  • Effective negotiation skills. Prior experience successfully executing multi-million dollar agreements
  • Highly professional presence - comfortable with and credible in managing business critical discussions with top level executives of MAH and its strategic customers and business partners
  • Transformational leadership - willingness to challenge the status quo, innovate and implement positive change
  • Proven track record of successfully managing, leading, coaching, and developing the effectiveness and performance of sales team and organizations
  • Highly innovative risk taker, willing to experiment with, measure and improve sales techniques and processes
  • Strong financial acumen and budget planning skills
  • Expertise in pricing analysis and strategy and customer communications planning and sales strategy
  • Strong collaboration skills and ability to successfully partner cross functionally with all business units, regulatory, legal, and R & D colleagues
  • Excellent communicator, ability to positively influence internal and third party resources and present complicated findings in a clear and concise manner.
  • Advanced written and verbal communication skills
  • Strong analytical skills and desire to analyze operational data to inform decision making
  • Demonstrated computer proficiency including MS Office, iPad and web applications

Preferred Experience and Skills:

  • Master's Degree/MBA preferred
  • Experience within the US Animal Health market and existing major account relationships highly desired
Our employees are the key to our company's success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program. Our Company's benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. If you need an accommodation for the application process please email us at staffingaadar@merck.com. Search Firm Representatives Please Read Carefully: Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means. Visa sponsorship is not available for this position. For more information about personal rights under Equal Employment Opportunity, visit: EEOC Poster EEOC GINA Supplement? Merck is an equal opportunity employer, Minority/Female/Disability/Veteran - proudly embracing diversity in all of its manifestations.

Zip Code:

79283
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