Account Executive (Strategic Account Manager)

Job DescriptionThe Account Executive (Strategic Account Manager) is responsible for driving revenue through strategic sales execution and key account planning. The Strategic Account Manager (SAM) will provide an understanding of customer goals, pain points, and needs to develop joint business plans while building long-term trusted relationships with customer leadership, managing strategic accounts with the greatest complexity, and engaging with customers before, during, and after the contracting process.The SAM will execute strategic pricing plans for contracts, collaborate on approaches for key customers, and ensure compliance and performance to agreements. The position also involves coordinating the involvement of company personnel to meet key account performance objectives and aligning with go-to-market strategies from all areas responsible for demand creation.Responsibilities Includes:• Execute strategic pricing plan for contracts, incentive packages and other agreement elements• Collaborate on the approach for major customers and execute the defined process• Use financial tools and ensure compliance/performance to the agreements• Communicate and action the sales opportunity created by the contracts at the centralized level, as well as to our field sales team• Increase share of wallet, revenue and profitability• Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives• Align with go-to-market strategies from all category/functional areas responsible for demand creation• Serve as resident expert for key value-generators for customer groups• Work with strategic account activation leads (SAALs) to rollout initiatives at the regional and hospital level• Share best practices and client trends with internal and field based team members• Maintain an understanding of external factors and emerging trends impacting customers• Design and collaborate on a marketing plans to drive growth• Lead presentations, project kickoff meetings and execute promotionsBackground & Education:• Bachelor’s Degree (technical or business degree)• MBA preferredRequired Skills/Abilities:• Minimum 5 years of both sales and marketing experience; preferably within the Animal Health landscape• Must have at least 5 years of account management experience at the national and/or global level• Managed a customer generating $10M of annual revenue• Demonstrated negotiation abilities and share of wallet outcomes with key accounts• Excellent communication skills both verbal and written, including highly effective presentation skills• Must have knowledge of companion animal markets• Business minded acumen with science and technical balance• Strong veterinary medical acumen• Strong communication, influence, and collaboration skills• Strategic capability to successfully plan, source and manage portfolio of products at various lifecycle phases• Balanced ability to collaborate and influence across multiple internal and external stakeholders• Demonstrated technology proficiency including Customer Relationship Management software and web applications• Skilled at developing strong networks and relationships across functions and other organizational boundaries• Proficiency in Microsoft Office Suite#EBRGNOTICE FOR INTERNAL APPLICANTSIn accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.Current Employees apply HERE (https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)US and Puerto Rico Residents Only:Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)EEOC GINA Supplement​Pay Transparency Nondiscrimination (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf)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.Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)U.S. Hybrid Work ModelEffective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as “remote”.The Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate’s relevant skills, experience, and education.Expected US salary range:$149,400.00 - $235,100.00Available benefits include bonus eligibility, long term incentive if applicable, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. A summary of benefits is listed here (https://www.benefitsatmerck.com/) .Search Firm Representatives Please Read CarefullyMerck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, 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.Employee Status:RegularRelocation:No relocationVISA Sponsorship:NoTravel Requirements:50%Flexible Work Arrangements:RemoteShift:Not IndicatedValid Driving License:YesHazardous Material(s):N/AJob Posting End Date:10/5/2024• A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.Job Posting End Date: 10/05/2024A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.Requisition ID: R313994