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.

**Summary of the Job and Role Purpose:**

This position is location agnostic. The Field Activation Lead (FAL) serves as a professional sales leader in building and maintaining a profitable and proactive relationship with animal health distribution companies that support our company's Animal Health products and services in their offerings to veterinarians and customers **.** The FAL focuses on building strong relationships with distributor stakeholders at the field sales organization to understand their business model, unique value offerings and partnership opportunities.

Reporting to the National Account Director for the respective specie business unit, the Field Activation Lead is responsible for driving initiatives, communicating, and articulating the medical importance of our company's products and activating the distribution salesforce to drive growth of strategic products. The individual will work collaboratively with distributor field sales teams and play a critical role in supporting our customer centric business model. This position is responsible for their assigned distributors by selling our company's Animal Health division products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This position works collaboratively with channel management, marketing, and sales organizations to drive outcomes and actions, and has accountability for assigned accounts.

The FAL discovers field level opportunities and trains field selling distributor Territory Managers. The FAL is also held accountable for delivering strong financial results for our company's Animal Health. This position leverages analytics to drive accountability and uncover opportunities to maximize growth. Additionally, this position is responsible for understanding and utilizing market insights to drive opportunities and position our company's Animal Health as an industry leader. The Field Activation Lead position contributes to a best-in-class Salesforce Effectiveness and Enablement team by actively contributing to a culture that promotes innovation, continuous improvement, a customer-focused mindset, and values feedback and inclusion.

**Essential Accountabilities: Strategic, Operational, and Leadership Responsibilities**

**Strategic responsibilities may include, but are not limited to: (10%)**

+ Execute sales strategies within assigned accounts and communicates delivered strategies to our company's Sales leaders

+ Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion

+ Responsible for developing and clearly articulating the value of our full partnership as a margin contributor and our comprehensive partnership

**Operational Responsibilities** may include, but are not limited to: **(70%)**

+ Actively participate in distributor events, develop trainings, and activate the salesforce to grow our company's products

+ Deliver on Key Performance Measures of distribution through collaborative efforts with internal departments and across business units

+ Regularly communicate and document all key account activities, including but not limited to sales trends, performance metrics, risks, and opportunities, to appropriate individuals and teams

+ Communicates about product in a way that's meaningful and relevant to the distributor; customizes discussions and interactions based on understanding of distributor's needs.

+ Input and utilize call notes in MAXX

+ Develop agendas for meetings and communicate meeting objectives to appropriate team(s)

+ Develop a timeline of field leadership meetings, tradeshows, and promotional activities with distributor and share with key stakeholders

+ Attend Area and Regional business meetings

+ Conduct quarterly business reviews ensuring that accounts understand the value of our company's relationship and their performance relative to quarterly, semiannual, and annual growth expectations

+ Troubleshoot and take the lead on resolving any account issues, shepherd, and champion resolution

+ Resolve 1 **st** line issues and misunderstandings

+ Deliver consistent messaging in communications to support our company's strategic priorities

**Leadership Responsibilities** may include, but are not limited to: **(20%)**

+ Take leadership role to identify and adhere to key account management timelines for key leadership discussions, quarterly reviews, and presentations

+ Take the lead on issues to understand how all scenarios and groups work together across organizations; Be an advocate for the distributor and our company's shared goals

+ Partner, communicate, and facilitate collaborative interactions with peer organizations to ensure objectives, tactics, and long-term strategies are aligned and executed appropriately to achieve business goals

+ Ensure plans/actions/decisions do not negatively impact other of our company's species / business units

+ Share best practices and organizational learnings with the Marketing organization and company-wide, where appropriate

**Organizational Network and Collaboration**

**Internal Key Contacts:**

+ Species Leads, Channel Management Team, ABL's, RM's TM's, Finance, Marketing, CABU Leadership, Sales Leader

**External Key Contacts:**

+ External C-suite and distributor's sales leadership, External company networks, industry associations

**Animal Health Commercial Competencies**

**Leadership Behaviors**

+ Demonstrate Ethics & Integrity

+ Drive Results

+ Focus on Customers

+ Act with Courage & Candor

+ Foster Collaboration

+ Make Rapid Disciplined Decisions

**Professional Competencies**

+ Working Across Boundaries

+ Strategic Thinking

+ Project Management

+ Productive Communication

**Core Commercial Functional Competencies**

+ Operational & Process Excellence

+ Business Partnering

+ Business Insight

+ Customer Engagement

+ Service Excellence

+ Change Management

**Companion Animal & Equine Leadership Mindset Behaviors**

+ **Thinks Broadly** - Places broader organizational interests above own or team interest

+ **Displays Customer Obsessions & Ownership** - Demonstrates understanding of internal and external customers' needs and wants; Starts with customers and represents the voice of the customer, works backward thinking, long-term business goals, and results; conducts planning to ensure teams are focused on items with the highest impact to the business; Holds employees accountable for maintaining and acting in accordance with a "customer focused" mindset

+ **Embraces an Agile Mindset** - Uses appropriate agile methodology for the iterative development of tools, processes, and ideas to solve systemic problems through employing adaptive experimentation, collective responsibility, and applying lessons learned

+ **Maintains a Growth & Transformational Mindset** - Constantly looks for room for improvement and is open-minded and curious about new possibilities; adapts and embraces new practices, tools, and behaviors as the digital area evolves; understands and leverages technology to democratize, scale, and drive efficiency within every business action

+ **Leverages Critical Metrics** - Focuses on the critical metrics that drive unit and organizational performance

+ **Connects Others (Super Connector)** - Builds effective networks and acts with agility

+ **Shares Power & Success** - Encourages and supports others to express their views, especially on tough issues

+ **Engages Others with Empathy** - Appreciates and understands the perspective of others by putting oneself in others' shoes in order to connect and respond appropriately

+ **Displays Resilience -** Embraces ambiguity and drives for success with persistence

**Minimum Qualifications:**

**Background & Education:**

+ Bachelor's Degree in Animal Science or related discipline

+ MBA preferred

+ Minimum of five (5) years account management or equivalent experience

+ Demonstrated ability to work within US animal health industry landscape

**Required Skills/Abilities:**

**Minimum Qualifications:**

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

+ Take action and don't wait for someone to bring it to your attention

+ Superior organizational, analytical, and time management skills

+ 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.

+ 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 ability to develop and implement an accurate business plan

+ Excellent oral, written, and presentation communication skills

+ Strong understanding of financial and business metrics

+ Strong selling and negotiation skills

+ History of sound decision making and innovative thinking

+ 50 - 60% Travel; this role is national in scope - the selected candidate should reside near a major US airport to fulfill travel requirements as needed for the role

#LIRemote

**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 separationpackage, 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.**

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**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 ( 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:

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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.

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**U.S. Hybrid Work Model**

Effective 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:

$122,800.00 - $193,300.00

Available 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 ( .

**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:**

No relocation

**VISA Sponsorship:**

No

**Travel Requirements:**

50%

**Flexible Work Arrangements:**

Remote

**Shift:**

1st - Day

**Valid Driving License:**

Yes

**Hazardous Material(s):**

n/a

**Job Posting End Date:**

09/9/2024

***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:** 09/09/2024

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.

**Requisition ID:** R308591

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