Companion Animal, Senior Territory Representative - (Central Los Angeles, CA)
For over 130 years, we have pioneered groundbreaking science. Today, we are driven by continuous innovation to develop breakthrough medicines, vaccines and technology. Rooted in direct experience on the farm and in the clinic, we work hand in hand with our customers every step of the way. Our singular focus is to empower those who care for animals, helping them manage their vital responsibility with confidence.
About the role
Our Sr. Territory Managers interact face-to-face with our customers, understand their needs, and consult to offer the right solutions. This position is responsible for working in the Central Los Angeles territory to identify veterinary clinic, shelter facility, and corporate account customer needs by selling our Companion Animal product portfolio. The role supports pull-through activities relative to the customer strategy and ensures our Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus—The Science of Healthier Animals.
It is strongly preferred that our sales employees reside within the territory they cover, however, we will allow employees to live up to 20 miles from the territory border.
Responsibilities
- Communicate about our product portfolio in a way that’s meaningful and relevant to each individual customer; customize discussions and interactions based on understanding of customer’s needs.
- Serve as the primary point of contact for assigned customers, meeting with key personnel/decision makers to understand practice structure, business model, key influencers, customer needs, and identify business opportunities.
- Develop customer strategy—outlining interactions, solutions, partner involvement, and potential offerings to drive sales opportunities and account growth of Animal Health products and services.
- Create territory and specific account plans for all key customers.
- Partner with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain focus on key accounts and corporate-owned clinics to drive occupancy and sales growth.
- Collaborate across all species teams to enhance knowledge of the entire Animal Health product portfolio.
- Share insights with other team members within the region to foster growth and development.
- Analyze monthly sales results and manage expenses within budget guidelines.
- Identify and select programs/services available within Animal Health’s resources to address customer needs and provide education & training opportunities.
- Work with leadership and Field Professional Services to develop and deliver relevant offerings that address customer needs.
- Develop a current understanding of Animal Health products, industry trends, and competitor landscape.
- Articulate and communicate relevant customer, industry, product, and market trends through the organization.
- Develop and meet learning and development objectives agreed upon with leadership.
Enterprise Leadership Skills
With coaching and support, you are expected to develop the following skills:
- Entrepreneurship
- Business Savviness
- Strategic Planning
- Decision Making
- Talent Growth
- Emotional Intelligence
- Networking & Partnerships
- Coaching & Development
- Equity & Inclusion
- Influence
- Execution Excellence
- Change Catalyst
- Ownership & Accountability
- Innovation
- Motivation & Inspiration
Ways of Working Behaviors
- Win As One Team
- Focus On What Matters
- Act With Urgency
- Experiment, Learn & Adapt
- Embrace Inclusion
- Speak Up & Be Open-minded
Requirements
- High school diploma with at least 10 years of sales or equivalent experience OR Bachelor’s degree with at least 5 years of sales experience.
- Excellent interpersonal/communication and presentation skills.
- Demonstrated motivation and focus on achieving measurable, tangible results.
- Commitment to collaboration as the normal mode of working and resolving problems.
- Demonstrated understanding of the position’s contribution to business goals and willingness to adopt changes to meet customer needs.
- Ability to independently understand customers’ evolving needs and combine this with knowledge of their organization and culture to drive results.
- Effective application of selling techniques and approaches, managing multiple customers/accounts at different stages of the sales process, and articulating the value of Animal Health products using approved resources.
- Ability to identify, develop, and manage a diverse mix of accounts independently within a territory, including complex accounts, and develop plans based on unique opportunities and customer needs.
- Proficient computer skills including working knowledge of Word, Excel, PowerPoint, and the ability to use an iPad.
- Ability to work both independently and as part of a team.
- Ability to travel overnight and some weekend activity (50% travel required).
- Valid driving license.
Preferred Qualifications
- Sales experience and/or experience within the Animal Health Industry.
- Knowledge of animal health biological and pharmaceutical products.
- Understanding or prior experience working with Distribution.
- Multi-lingual fluency, particularly in Spanish.
Pay
The salary range for this role is $96,200.00 - $151,400.00. An employee’s position within the salary range will be based on factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, and business needs. The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.
Benefits
We offer a comprehensive package of benefits, including:
- Medical, dental, vision healthcare, and other insurance benefits (for employee and family).
- Retirement benefits, including 401(k).
- Paid holidays, vacation, and compassionate and sick days.
More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.
Schedule
- Flexible work arrangements available.
- 1st shift - Day.
- 50% travel required.