National Account Director

at Merck in Dover, Delaware, United States

Job Description

Job Description

If this position will be based in the US or Puerto Rico (not applicable to positions based outside of US or Puerto Rico): Subject to applicable law, all prospective hires will be required to demonstrate that they have been fully vaccinated for COVID-19 or intend to be vaccinated for COVID-19 by November 1, 2021, or qualify for a medical or religious accommodation to this vaccination requirement. Hired candidates who are not vaccinated by November 1, 2021, and who have not been approved for a legally-required medical or religious accommodation will be subject to disciplinary action up to and including termination of employment, subject to applicable law.

Our Territory Representatives interact face to face with our customers, understand their needs and consult to offer the right solutions. We work collaboratively in Field Sales Teams and play a critical role in supporting our customer centric business model.

Summary of the Job and Role Purpose:

The National Account Director (NAD) serves as a professional sales leader in building and maintaining a profitable and strategic relationship with animal health distribution companies that include our company’s Animal Health products and services in their offerings to veterinarians and customers. The NAD focuses on building strong relationships with distributor stakeholders in CA&E to understand their business model, unique value offerings (beyond logistics support) that help practitioners and practices, to improve and grow their businesses.

Reporting to the Exec Director Sales Enablement Leader, the National Account Lead is responsible for identifying opportunities to provide solutions that position both the distributor and our company’s Animal Health positively with end customers. The individual is responsible for working across distributors to identify strategic opportunities, develop the plan for execution, and work with the Field Activation Leads to drive MAH growth of strategic products. This position works collaboratively with the Channel Operations team, marketing, and sales organizations to drive outcomes and actions, and has accountability for assigned accounts.

In conjunction with the Channel Operations Director, the NAD conducts financial analysis, develops proposals, secures internal approvals, and implements agreements. The NAD is also accountable for delivering strong financial results for our company’s Animal Health. This position leverages analytics to drive accountability and uncover opportunities to maximize growth. Additionally, this position is responsible for understanding and utilizing market insights to drive opportunities and position our company’s Animal Health as an industry leader. The National Account Director position contributes to a best-in-class sales force by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion.

Essential Accountabilities: Strategic, Operational, and Leadership Responsibilities

Strategic responsibilities may include, but are not limited to: (20%)

+ Develop and execute sales strategies within assigned accounts and communicate strategies to MAH Sales and Marketing leadership

+ In collaboration with leadership and marketing, develop sales incentive programs while meeting appropriate deadlines, communicating account plans, and reporting progress regularly

+ Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion, sharing plans with Channel Marketing Specialist for execution.

+ Collaborate with Channel Operations team to collect forecasts

+ Responsible for developing and clearly articulating the value of our full partnership as a margin contributor and our comprehensive partnership

Operational Responsibilities may include, but are not limited to: (60%)

+ Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units

+ Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams

+ Input and utilize call notes in MAXX

+ Leverage forecast from Channel Operations team to drive data-driven decisions for CA&E. Develop agendas for meetings and communicate meeting objectives to appropriate team(s)

+ Develop a timeline of CA&E leadership meetings, tradeshows, and promotional activities with distributor and share with key stakeholders

+ Attend Area and Regional business meetings

+ 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

+ Troubleshoot and take the lead on resolving any account issues

+ Serves as a point of escalation for National Accounts. In partnership with Channel Marketing and Channel Communications team, deliver consistent messaging in communications to support MAH’s strategic priorities

Leadership Responsibilities may include, but are not limited to: (20%)

+ Manages and develops a team of Field Activation Leads to enhance relations with our distributors.

+ Take leadership role to identify and adhere to key account management timelines for key leadership discussions, quarterly reviews, and presentations

+ Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the distributor and MAH on shared goals

+ Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals

+ Ensure plans/actions/decisions do not negatively impact other of our company’s species / business units

+ Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate

Organizational Network and Collaboration

Internal Key Contacts:

+ Companion Animal & Equine Species Leads, Channel Operations Team, ABL’s, RM’s TM’s, Finance, Marketing, CABU Leadership, Sales Leader

External Key Contacts:

+ External distributor’s sales leadership, External company networks, industry associations

Animal Health Commercial Competencies

Leadership Behaviors

+ Demonstrate Ethics & Integrity

+ Drive Results

+ Focus on Customers

+ Act with Courage & Candor

+ Foster Collaboration

+ Make Rapid Disciplined Decisions

Professional Competencies

+ Working Across Boundaries

+ Strategic Thinking

+ Project Management

+ Productive Communication

Core Commercial Functional Competencies

+ Operational & Process Excellence

+ Business Partnering

+ Business Insight

+ Customer Engagement

+ Service Excellence

+ Change Management

Companion Animal & Equine Leadership Mindset Behaviors

+ Thinks Broadly – Places broader organizational interests above own or team interest

+ Displays Customer Obsessions & Ownership – Demonstrates understanding of internal and external customers’ needs and wants; Starts with customers and represents the voice of the customer, works backward thinking, long-term business goals, and results; conducts planning to ensure teams are focused on items with the highest impact to the business; Holds employees accountable for maintaining and acting in accordance with a “customer focused” mindset

+ Embraces an Agile Mindset – Uses appropriate agile methodology for the iterative development of tools, processes, and ideas to solve systemic problems through employing adaptive experimentation, collective responsibility, and applying lessons learned

+ Maintains a Growth & Transformational Mindset – Consta

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Job Posting: JC195333805

Posted On: Oct 20, 2021

Updated On: Nov 07, 2021