National Account Manager - Poultry (Field Based)

DeSoto, KS, US
November 06 2017
Organization Type
Requisition ID: ACC004577

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. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.
Merck’s Animal Health (MAH) Division works to improve the health of animals around the world through collaborative partnerships and a deep sense of responsibility towards our customers, consumers, animals, society, and planet. This team of energetic, independent thinkers offers one of the industry’s most innovative portfolios of products, services, and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species both domestically and internationally.   The primary responsibilities of the National Account Manager are sales and relationship management from the executive offices down through the farm level management of the large strategic Poultry accounts.  This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for Merck Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with other Merck Animal Health colleagues who have territory specific responsibility.  This position requires a broad knowledge of the animal health industry and the account management process.  Key responsibilities may include, but are not limited to: 
  • Manage new and existing Merck Animal Health product portfolio and provide on site sales and technical support within assigned strategic account organizations. 
  • Implementation of Key Account Management (KAM) principals. Creation of key account plans that identify threats and opportunities. 
  • Execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources. 
  • Coordinate all activities in support of the strategic account. This includes communicating in detail and frequently with Merck Leadership, Technical Service Directors, Regional Management, Territory Management and Global Commercial Operations (as needed) regarding needs and activities planned to meet the needs of the strategic account both as a whole and at individual production sites. 
  • Gather and clearly communicate market intelligence to strategic account team management and marketing colleagues. 
  • Develop and maintain strong executive suite relationships within assigned accounts by presenting MAH product/services information and business solutions to executive level and mid-level account leadership to support their business needs. 
  • Develop a deep understanding of account needs and communicate that information to MAH Sales and Marketing leadership. 
  • Develop proposals, negotiate terms and conditions, and implement contractual agreements with accountability for delivering strong financial results for MAH. 
  • 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.
  • Qualifications

    Education Minimum Requirement:

    • Bachelor’s degree (Agriculture related discipline preferred).
    Required Experience and Skills: 

    • Minimum of ten (10) years of sales/marketing and animal health industry experience. 
    • Minimum of five (5) years account management experience.
    • Regular overnight travel required.
    Preferred Experience and Skills: 

    • Strong working knowledge of strategic Poultry accounts within US animal health industry.
    • Demonstrated ability to cultivate networks and relationships across functions and other organizational boundaries with internal and external business partners. 
    • 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 expertise in developing and managing a range of accounts to drive execution and follow through for all account tiers including large, complex accounts. 
    • Demonstrated ability to develop and implement an accurate key account plan. 
    • Demonstrated ability to implement the core strategic marketing plan. 
    • Excellent verbal, written and presentation communication skills. 
    • Strong understanding of business and financial metrics including the ability to analyze metrics to assess progress against objectives 
    • Must be results oriented and able to work independently with little direct supervision. 
    • Superior organizational, analytical and time management skills.  
    Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life. 


    If you need an accommodation for the application process please email us at


    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:


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    Job: Account Management Generic MAH
    Other Locations:
    Employee Status: Regular
    Travel: Yes, 75 % of the Time
    Number of Openings:
    Shift (if applicable):
    Hazardous Materials:
    Company Trade Name: Merck

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