Toledo, OH Territory Manager
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 Representatives 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 Toledo, OH territory to identify veterinary clinic, shelter facility, and corporate account customer needs by selling our Company's Animal Health division, Companion Animal product portfolio. You will support pull-through activities relative to the customer strategy and ensure our Company is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals.
It is required that our sales employees reside in the territory in which they support.
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 sales 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 the competitor landscape.
- Articulate and communicate relevant customer, industry, product, and market trends appropriately through the organization.
- Develop and meet learning and development objectives agreed upon with leadership.
Qualifications
- Bachelor's Degree required (applicants with pending degrees will be considered, but degree must be completed prior to starting).
- Minimum 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 expectations, combining knowledge of customers’ organization and culture to drive results.
- Effective application of selling techniques and approaches, managing multiple customers/accounts at different stages of the sales process while articulating the value of Animal Health products.
- Demonstrated ability to identify, develop, and manage a diverse mix of accounts 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 (25% travel required).
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.
Skills
- Account Management
- Adaptability
- Business Opportunities
- Customer Experience Strategy
- Customer Management
- Customer Strategy
- Face-to-Face Interaction
- Identifying Sales Opportunities
- Industry Knowledge
- Interpersonal Relationships
- Lead Generation
- Market Analysis
- Market Trends
- Product Knowledge
- Sales Forecasting
- Sales Goal Achievement
- Sales Methods
- Sales Presentations
- Sales Process
- Sales Reporting
- Sales Strategy Development
- Sales Training
- Technical Product Sales
Enterprise Leadership 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
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 several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational 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
- 1st shift (Day)
- 25% travel required, including overnight and some weekend activity.
- Flexible work arrangements available (remote).