Merck US Sales and Commercial Operations Leader in Olympia, Washington
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 Animal Health Division is a trusted global leader in veterinary medicine, dedicated to preserving and improving health, well-being, and performance of animals and the people who care for them. We are a global team of professionals working together to make a positive difference in animal care and the world’s food supply and have a deep sense of responsibility towards our customers, consumers, animals, society, and our planet.
Through our commitment to The Science of Healthier Animals®, we offer veterinarians, farmers, pet owners and governments one of the widest ranges of veterinary pharmaceuticals, vaccines and health management solutions and services as well as an extensive suite of digitally connected identification, traceability and monitoring products. We invest in dynamic and comprehensive R&D resources and a modern, global supply chain. We are present in more than 50 countries, while our products are available in some 150 markets.
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.
The US Sales and Commercial Operations Leader creates and communicates a long-term vision for the US Companion Animal & Equine Sales Team and develops and executes a strategy consistent with that vision. The US Sales and Commercial Operations Leader delivers sales targets, modernizes operating models and sales culture, drives simplification of processes, and ensures cross-functional relationships remain collaborative, productive, and compliant. This position provides oversight and direction for the strategic sales execution of our Company's Animal Health and Intelligence full portfolio of products and services.
Reporting to the AVP, CABU & Equine Business Units, the US Sales and Commercial Operations Leader leads a best-in-class sales organization by establishing a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion to develop talent. This position oversees the recruitment, development, and evolution of the field sales regional teams, the Animal Welfare Organization, and the Equine team, and provides direction to the Companion Animal and Equine Business Unit sales force, has direct oversight of 4 Area Sales Directors, indirect supervision of 20+ Regional Sales Managers, and a field sales force of 200+.
The US Sales and Commercial Operations Leader also has direct oversight of the Director of the Equine Business Unit and our Company's Animal Health Intelligence (MAHI) sales, establishes and manages short, medium, and long-term sales strategies, implements field incentive programs, manages field development, effectiveness, and communication initiatives, and develops and manages operational budgets.
In partnership with the Salesforce Enablement Executive Director and MAHI roles across the Companion Animal Business Unit, the US Sales & Commercial Operations Executive Director sells the full MAH portfolio, including but not limited to MAHI, and sells the full value proposition of our Company's products and services to prospective customers. Additionally, this position drives accountability and uncovers opportunities to maximize growth with key accounts and positions our Company's Animal Health as an industry leader by leveraging data analytics and market insights.
Essential Accountabilities: Strategic, Operational, and Leadership Responsibilities
Strategic responsibilities may include, but are not limited to: ( 40%)
Provide consistently clear and specific direction to field sales management team and field force on strategy, objectives, policies, practices, and expectations to achieve sales and growth objectives
Evaluate areas and allocate resources to meet the Business Unit’s (BU's) goals and objectives relative to sales performance and quota achievement through business reviews
Manage growing product portfolio to maximize long-term sales and profit
Build and support value proposition for existing and new MAH portfolio
Design national sales strategy in conjunction with marketing and assure effective implementation; including the design and execution of national sales meetings to convey priorities and expectations
Provide strategic input and direction for product plans and serve as primary liaison between marketing and sales
Foster strategic, long-term relationships with influential customers on a national basis and identify opportunities and gaps
Partner with Global Business Development and Veterinary Insights and Medical Affairs teams to identify product opportunities beyond existing product lines
Scan the environment and adapt business strategies to maximize opportunities and reduce threats for our Company's Animal Health and the CABU
Build, develop, and maintain strong business relationships with key opinion leaders, customer leader, and industry influencers to understand and communicate market trends and competitive activities and to develop business opportunities that enhance product portfolios
Partner and communicate with Sales, Distribution Partners, Strategic Accounts, and other key stakeholders to ensure that objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals
Operational Responsibilities may include, but are not limited to: (30%)
Develop and direct the implementation of field sales practices and procedures to guide the field sales force to optimum efficiency
Ensure execution of programs throughout field organization and monitor impact to P&L
Achieve financial obligations and targets based on annual business plans
Present to senior management and key stakeholder’s sales plans, programs, performance, success stories, market share trajectories, and other key insights
Monitor the implementation of the sales plan to ensure success
Establish and manage budget for people and staffing needs, negotiate for funds to meet these needs, assess and prioritize sales business performance short-term and long-term needs
Monitor and control expenditures in line with agreed to budget by making trade-off decisions to adjust ongoing project investments based on commercial value portfolio/brand development
Collaborate across functional areas to review market trends and disease/outbreak activities to improve demand planning assuring adequate product supply levels
Collaborate with Learning and Development, Salesforce Enablement, and Integrated Customer Experience Leaders to assist in the design, implementation, and execution of sales and marketing training to increase effectiveness of the field salesforce
Develop and implement technology-based tools, through close collaboration with Salesforce Enablement, and Integrate Customer Experience teams to increase sales force effectiveness by providing access to critical information related to customer sales trends, incentive program activity, and achievement of customer purchasing targets
Direct the development and implementation of professional channel advertising and promotional spending for the US CABU Business, in partnership with marketing
Interact with customers, key stakeholders, and distribution partners to respond to inquiries, requests, and related issues in collaboration with Salesforce Effectiveness and Enablement Executive Director
Leadership Responsibilities may include, but are not limited to: (30%)
Lead, manage, and develop direct and indirect team members to increase talent, diversity, capabilities, and drive performance; participate in the recruitment of industry-leading talent to build a high-performing team
Proactively evolve culture through providing feedback, ongoing monitoring, and coaching to develop highly effective sales team
Champion, develop, and integrate a consistent strategic platform, mission, and purpose for the organization through close collaboration with CABU Leadership Team and other key stakeholders
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 Company species / business units
Serve as an essential member of the CABU Leadership team
Shares best practices and organizational learnings with the Marketing organization and company-wide, where appropriate
Advocate field initiatives and perspective to senior leadership
Organizational Network and Collaboration
Internal Key Contacts:
- Sales, Marketing, Salesforce Enablement and Effectiveness, Integrated Customer Experience, our Company's Animal Health Intelligence, Field Professional Services Corporate Accounts, Distribution, Finance, Learning and Development, Communications, HR, Legal, Compliance
External Key Contacts:
- Corporate Accounts or any Customer Focus Groups as needed, Industry Associations, Key Opinion Leaders, Distributors
Background & Education:
Master’s Degree/MBA preferred
Minimum of 10+ years of sales, marketing and/or business operations, including in-depth knowledge of the Animal Health market and competitive environment
Minimum of 10 years of people management experience required
Ability to travel at least 60%, as needed
Must have knowledge of companion animal and equine markets preferred
Strong communication, influence, and collaboration skills necessary for garnering senior executive and cross-functional support for key initiatives
Outstanding leadership skills with a keen ability to enroll, engage, and motivate all stakeholders
Ability to foster a competitive yet collaborative teamwork environment
Strong financial acumen and budget planning skills
Strategic capability to successfully manage portfolio of products at various lifecycle phases
Proven track record of managing, leading, coaching, and developing a high-performing team
Ability to effectively influence key stakeholders, business decisions, and marketing strategies
Demonstration of excellent Business Acumen, Relationship Management, Negotiation, and Account Management skills
Demonstrated technology proficiency including the MS Suite, Customer Relationship Management, Veeva, and web applications
Proven track record of managing, leading, coaching, and developing high-performing teams
Who we are …
We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.
What we look for …
In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth .
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We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.
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Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Flexible Work Arrangements:
Remote Work, Telecommuting
Valid Driving License:
Number of Openings:
Requisition ID: R143808
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