Retail Corporate Account Manager - Merck Animal Health (Field Based)

DeSoto, KS, US
March 13 2018
Organization Type
Requisition ID: ACC004759

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 focus of the Retail Initiatives Corporate Account Manager is management of key accounts including developing, negotiating, managing, and growing long-term relationships and sales opportunities for Merck Animal Health (MAH) products and services across their entire line of business. This individual must have a broad knowledge of the animal health industry, retail channel, distribution and the account management process.

Key responsibilities may include, but are not limited to: 

  • Manage new and existing MAH product portfolio with group purchasing organizations and key accounts as assigned. 
  • Identify opportunities and implement key actions required to accelerate sales within assigned accounts. 
  • Coordinate activities including attaining sales targets, facilitating the MAH marketing plan and communicating with key accounts, including Marketing, Operations, Field Sales and Supply Chain. 
  • Clearly communicate account activities to sales and marketing leadership by sending communications on key activities. 
  • Develop and maintain strong executive 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. 
  • Develops proposals and implement contractual agreements with accountability for delivering strong financial results for MAH. 
  • Develop a deep understanding of account needs and communicate information to MAH Sales and Marketing leadership. 
  • Develop and implement marketing and sales strategies within assigned accounts and communicate strategies to MAH Sales and Marketing leadership. 
  • Conduct quarterly business reviews ensuring that accounts understand the value of the MAH relationship and their performance relative to quarterly, semiannual and annual growth targets. 
  • Collaborate with the Learning & Development team to develop a New Hire curriculum and develop educational tools that will assist sales reps to maximize their accounts. 
  • Expand dealers’ understanding of retail products as well as retail marketing trends and opportunities to increase sales 
  • Collaborate with other species marketing teams to identify opportunities for retail and implementation of the retail strategy 
  • Assist in developing a future strategic plan for the retail team that will allow for time to apply, implement and execute in an organized fashion 
  • Communicate with marketing team and key distributor partners to leverage all points of the Retail chain (MAH – Distributor – Dealer – Omni Channel – End user).

Education Minimum Requirement: 

  • Bachelor’s degree in Business or related discipline.
Required Experience and Skills: 

  • 5 years’ experience in animal health sales, and 8 years of sales and/or marketing experience. 
  • Current knowledge of group purchasing organizations in Animal Health 
  • Current knowledge of animal health distribution landscape. 
  • Deep understanding of data resources and analytic problem-solving tools to identify opportunities/solutions to resolve customer issues and drive results. 
  • Develops strong networks and relationships across functions and other organizational boundaries. 
  • 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. 
  • Utilizes in-depth knowledge of customers’ business to anticipate needs/trends and to provide customer centric solutions that drive long term sustainable results. 
  • Demonstrates in-depth knowledge of effective selling techniques and approaches to create a compelling rationale for the value and use of MAH products using approved resources. 
  • Demonstrated ability to develop and manage 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 business plan. 
  • Demonstrated ability to implement the strategic marketing plan. 
  • Excellent verbal, written and presentation communication skills. 
  • Strong understanding of financial and business metrics. 
  • Must be results oriented and able to work independently with little direct supervision. 
  • Superior organizational, analytical and time management skills. 
  • Ensures the highest ethical standards when handling Merck financial assets.  
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


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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