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Territory Sales Manager - Northeast Territory (R74326)

Merck Animal Health

Last Updated: 11/25/20

Job Description


Job Description

Allflex Livestock Intelligence, part of our Company's Animal Health (AH) division, is the world leader in the design, development, manufacturing and delivery of solutions for animal identification, monitoring and traceability. Our data-driven solutions are used by farmers, companies and countries to manage hundreds of millions of animals worldwide. By putting intelligent, actionable management information into farmers’ hands, our solutions empower them to act in a timely manner to safeguard their animals’ health and wellbeing, while achieving optimal production outcomes for a healthy food supply.

As the largest provider of animal identification technology, we meet growing customer needs by providing over 500 million tags for identifying, tracking and monitoring animals every year and we monitor over 5.5 million cows daily, which allows access to real-time, actionable data and insights to help improve or enhance animal management and health outcomes.

With over 60 years of experience and around 1,900 team members worldwide, we have a global network of experts, each with a great depth of experience and unparalleled knowledge, who provide a valuable resource to farmers, companies and countries. Allflex Livestock Intelligence has manufacturing and technology subsidiaries in North America, Europe, Israel, South America, China, Australia and New Zealand. Our products are distributed in over 100 countries.

Our Company's Animal Health (AH) division offers 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. Our Company's Animal Health is dedicated to preserving and improving the health, well-being and performance of animals and the people who care for them.

The individual selected will be responsible for the following territories: New York, Rhode Island, Vermont, New Hampshire, Connecticut & Main and ideally reside in one of these states.

The primary responsibility of the Territory Sales Manager is to grow sales within assigned sales Territory by working with Partner network as well as via direct sales to large dairies. Territory Sales Manager will work independently, as well as with Partners to create target list of dairies, action plan and execute sales. Additionally, the Territory Sales Manager will establish and maintain relationships from executive offices down through the farm level management of the largest dairies within the Territory. This includes developing, negotiating, managing and growing long-term relationships and sales opportunities for Livestock Intelligence Monitoring products and services across the entire business enterprise. These responsibilities may be carried out in close partnership with the Partners and / or team members. This position requires a broad knowledge of the dairy industry, strong sales skills and understanding of the account management process.

Key responsibilities may include, but are not limited to:

  • In cooperation with Sales Manager, develop and execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources

  • Manage new and existing Livestock Intelligence Monitoring product portfolio and provide on-site sales support and coordinate onsite technical support with the assigned strategic account organization

  • Successfully implement Key Account Management (KAM) principals to include the creation and maintenance of account plans that identify threats and opportunities

  • Coordinate all activities in support of account growth. This includes communicating in detail and frequently with NA Sales Manager, Technical Support and Advanced Monitoring teams regarding needs and activities planned to meet the needs of account both as a whole as well as at individual account locations

  • Gather and clearly communicate market intelligence on a regular basis to Sales and Marketing Leadership

  • Develop and maintain strong executive / owner relationships within assigned accounts by presenting Livestock Intelligence Monitoring products information and business solutions to account executive and mid-level leadership to support their business needs. Develop an in-depth understanding of the needs of the strategic account and communicate that information to Livestock Intelligence Sales and Marketing Leadership

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

Scope & Context:

  • This position is an individual contributor role. It is critical that the Territory Sales Manager demonstrates the leadership ability to foster collaborative relationships and build a partnership with other internal stakeholders with shared responsibility with Partner organizations.

Candidate Prerequisites:

  • A four-year college degree or two-year dairy specific degree. In lieu of a degree, five years industry experience. High School Diploma or equivalent is required.

  • Must have a minimum of 5 years of combined work experience in Sales, Sales Management or Marketing roles in the agricultural field

  • Current knowledge of the US dairy industry

  • Strong selling and negotiations skills

  • Current knowledge and demonstrated ability to work with dealers and distributors

  • Demonstrated ability to build business relationships both internally and externally

  • Demonstrated ability to develop and implement accurate account plans

  • Demonstrated ability to work collaboratively in a matrix organization and effectively pull through business

  • Excellent oral, written and presentation communication skills

  • Strong understanding of financial and business metrics

  • Demonstrated ability to identify, develop and maintain strategic accounts

  • History of sound decision making and innovative thinking

  • Ability to balance the needs of Allflex Livestock Intelligence with customer needs

  • Ability to work as part of a fast paced, growing team in a developing industry

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

  • Superior organizational, analytical and time management skills

  • Must be able to travel overnight as necessary to meet Territory goals

Candidate Attributes:

  • Experience in the dairy industry and ideally technology space

  • Experience in dairy production or demonstrated aptitude to quickly learn the industry

  • Fluency in Spanish is preferred but not required

Our Animal Health division is a global leader in veterinary medicine and digital solutions dedicated to the health and well-being 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 health and well-being and supporting a safe food supply. Through our commitment to the Science of Healthier Animals®, we offer one of our industry’s most innovative portfolio of pharmaceuticals, vaccines and digital health management solutions including traceability and monitoring products that serve to prevent, treat, and control diseases across all major farm and companion animal species.

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.

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.

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Requisition ID:R74326

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.