Territory Sales Manager – Dairy Monitoring

Job Description

New hires based in the US & Puerto Rico will be required to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption or accommodation to this vaccination requirement, subject to applicable law.

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.

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 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. 

Primary Responsibilities:

• 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. 

Education Minimum Requirements:

• 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.

Required Experience and Skills:

• Must have a minimum of 3 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

The individual selected will be responsible for the following territories: Texas, Kansas, New Mexico, Oklahoma, Colorado, Arizona and ideally reside in Texas or Kansas

Our Animal Health Division is a trusted global leader in veterinary medicine, dedicated to preserving and improving health, well-being, and performance 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 care and the world's food supply and have a deep sense of responsibility towards our customers, consumers, animals, society, and our planet.

Through our commitment to The Science of Healthier Animals , we offer 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. We invest in dynamic and comprehensive R&D resources and a modern, global supply chain. We are present in more than 50 countries, while our products are available in some 150 markets.

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.

What we look for ...

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.

NOTICE FOR INTERNAL APPLICANTS

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.

Residents of Colorado

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New hires in office-based roles in the US & Puerto Rico will be required, subject to applicable law, to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption to this vaccination requirement that can be accommodated without an undue burden to the operation. However, subject to applicable law, employees working in roles that the Company determines require routine collaboration with external stakeholders, such as employees in health services, customer facing commercial, or research based roles, will be required to be fully vaccinated as a condition of employment.

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. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

Search Firm Representatives Please Read Carefully 
Merck & 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:

Regular

Relocation:

Domestic

VISA Sponsorship:

Yes

Travel Requirements:

50%

Flexible Work Arrangements:

Shift:

Valid Driving License:

Yes

Hazardous Material(s):

Number of Openings:

1

Requisition ID:R185126