Strategic Account Manager - Companion Animal/Equine (East Coast)

Washington, DC, US
March 02 2018
Organization Type
Requisition ID: ACC004742

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 Strategic Account Manager (SAM) provides the field sales team expert and focused support in their largest and highest potential Corporate and GPO accounts. This includes but is not limited to, team sales calls, implementation of value added programs, leveraging C-suite and field management relationships, increasing access, and implementation of account agreements. Lastly SAM’s build relationships with the field management teams of our corporate and GPO accounts. This engagement will drive and leverage the account agreements in place, increase account access and engagement at the clinic level. Build stronger relationships and increase communication.


Key responsibilities may include, but are not limited to: 

  • Manage new and existing Merck Animal Health product portfolio with Corporate and GPO purchasing organizations as assigned. 
  • Implementation of Key Account Management principals and creation of strategic account plans that identify needs 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 account. This includes communicating in detail and frequently with Merck Leadership, Technical Service Directors, Regional Management, Territory Management and Commercial Operations (as needed) regarding needs and activities planned to meet the needs of groups both as a whole and at individual locations. 
  • Gather and clearly communicate market intelligence to sales leadership and management and marketing colleagues. 
  • Develop and maintain strong executive suite relationships with 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. 
  • Develops 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. 
  • Develop and implement marketing and sales strategies within assigned accounts and communicate strategies to MAH Sales and Marketing leadership.
This territory will cover: Boston, New York City, Philadelphia, Washington DC, Baltimore, Charlotte, Atlanta


Minimum Education Requirement: 

  • Bachelor’s degree in related discipline.
  • Master's degree preferred
Required Skills/Abilities: 

  • A minimum of six (6) years relevant sales experience. 
  • A minimum of four (4) years successful animal health or related industry experience. 
  • Strong organizational and leadership skills 
  • Project management experience 
  • Demonstrated leadership/influence without authority 
  • Proficiency in Microsoft Office Suite applications. 
  • Proven communication, negotiation and presentation skills (verbal and written) 
  • Ability to travel 75% (overnight travel required). 
  • Reside in territory geography or be willing to relocate. 
  • Valid Driver's License and an acceptable driving record. 
  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle. 
  • Performs all Company business in accordance with all regulations (e.g., EEO, FDA, etc.) and Company policy and procedures. Demonstrates high ethical and professional standards with all business contacts in order to maintain MAH’s outstanding reputation within the animal health community. 
  • 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. 
  • 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. 
  • 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 assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to


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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.


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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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