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(Archived) National Accountant Manager (TX and OK)

Last Updated: 11/22/20

Job Description


Job Description

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 primary responsibilities of the National Account Manager are sales and relationship management from the executive offices down through the consumer level management. This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for our company's Animal Health products and services across the accounts entire line of business. These responsibilities may be carried out in partnership with our company's Animal Health colleagues who have territory specific responsibility. This position requires a broad knowledge of the animal health industry and the account management process. Please note that as a Senior Acct. Manager, Account Management MAH in MAH Sales, your job will be contingent on the requirement that you reside in the territory to which you are assigned.

Key responsibilities:

  • Manage new and existing Animal Health product portfolio and provide on site sales and technical support within assigned strategic account organizations.

  • Implementation of Key Account Management (KAM) principals. Creation of key account plans that identify threats and opportunities.

  • Execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources.

  • Coordinate all activities in support of the strategic account. This includes communicating in detail and frequently with company Leadership, Technical Service Directors, Regional Management, Territory Management and Global Commercial Operations (as needed) regarding needs and activities planned to meet the needs of the strategic account both as a whole and at individual production sites.

  • Gather and clearly communicate market intelligence to strategic account team management and marketing colleagues.

  • Develop and maintain strong executive suite relationships within assigned accounts by presenting MAH product/services information and business solutions to executive level and mid-level account leadership to support their business needs.

  • Develop a deep understanding of account needs and communicate that information to MAH Sales and Marketing leadership.

  • Develop proposals, negotiate terms and conditions, and implement contractual agreements with accountability for delivering strong financial results for MAH.

  • 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.

In this role the geographically focus will be TX and OK and may include other bordering states.

Background & Education:

  • Bachelor’s degree (Agriculture related discipline preferred).

Required Skills/Abilities:

  • Minimum of ten (10) years of sales, marketing and/or animal health industry experience.

  • Minimum of five (5) years account management experience.

  • Strong working knowledge of Retail and Channel distribution within US animal health industry.

  • Demonstrated ability to work within US animal health business landscape.

  • Current knowledge of and demonstrated ability to work within the US animal health distribution network.

  • Ability to work collaboratively across all species, coordinating activities, leveraging resources and knowledge of accounts to identify opportunities/solutions to resolve customer issues and drive results. May act as a mentor to team members.

  • Demonstrated ability to cultivate networks and relationships across functions and other organizational boundaries with internal and external business partners.

  • Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes, identifying emerging needs and participating in defining innovative solutions to meet customer needs.

  • Exhibits expert skills in identifying unmet and evolving needs of customers and is sought out to provide customer centric solutions that drive long term sustainable results.

  • Demonstrates expertise in building partnerships and sustainable relationships with customers leveraging business insights to drive solutions and strategies throughout the customers’ organizations.

  • Demonstrated expertise in developing and managing a range of accounts to drive execution and follow through for all account tiers including large, complex accounts.

  • Demonstrated ability to develop and implement an accurate key account plan.

  • Demonstrated ability to implement the core strategic marketing plan.

  • Excellent verbal, written and presentation communication skills.

  • Strong understanding of business and financial metrics including the ability to analyze metrics to assess progress against objectives

  • Must be results oriented and able to work independently with little direct supervision.

  • Superior organizational, analytical and time management skills.

  • Regular overnight travel required (50% - 75%).

Our Animal Health division is a trusted global leader in veterinary medicine, dedicated to the health and well-being of animals. 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. We offer one of our industry’s most innovative portfolio of products, services and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species.

Who we are …

Merck & Co., Inc., Kenilworth, New Jersey, USA is known as “Merck” in the United States, Canada & Puerto Rico. We are known as “MSD” in Europe, Middle East, Africa, Latin America & Asia Pacific. We are a global biopharmaceutical leader with a diverse portfolio of prescription medicines, oncology, vaccines and animal health products.

We are driven by our purpose to develop and deliver innovative products that save and improve lives. With 69,000 employees operating in more than 140 countries, we offer state of the art laboratories, plants and offices that are designed to Inspire our employees as we learn, develop and grow in our careers. We are proud of our 125 years of service to humanity and continue to be one of the world’s biggest investors in Research & Development.

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.





In 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.


US and Puerto Rico Residents Only:

If you need an accommodation for the application process please email us at [Register to View] [Register to View] more information about personal rights under Equal Employment Opportunity, visit:

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We are an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Search Firm Representatives Please Read Carefully
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.

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Requisition ID:R83074

Company Details

Merck Animal Health

Madison, New Jersey, United States

Merck Animal Health is a research-driven company that develops, manufactures and markets a broad range of veterinary medicines and services. We offer one of the industry’s most innovative portfolios, spanning products for the prevention, treatment and control of disease in all major farm and companion animal species.