Account Executive

2 weeks ago

Rahway, United States Merck Sharp & Dohme Full time

**Contracting/Negotiation**:(35%)**
- Must 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 (hold customers accountable to their commitments)
- 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

**Marketing Plan Execution**: (30**%)**
- 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 promotions

**Relationship Building/Sales: (20%)**
- Build long-term trusted relationships with customer leadership
- Manage strategic accounts with the greatest complexity, opportunity and/or challenges
- Direct and engage with customers before, during and after the contracting process.
- Monitor client engagement levels, conduct periodic business reviews and choose projects with the highest ROI
- Understand key customers’ long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities
- Discover and partner with vendors who add unique value to our customers organization. Drive the relationship and collaboration

**Analytics: (15%)**
- Optimize internal data to develop strategies, monitor customer compliance, maximize ROI, identify growth opportunities
- Maintain accurate financial and structural customer information to ensure correct incentive calculations and to build trust
- Provide feedback to our internal team to build tools and models that describe our current state, and can be applied to develop strategies to share with our customers

**Internal Key Contacts**:

- Marketing, sales, salesforce enablement, global key accounts, customer experience, technology and monitoring, distribution, channel, finance, learning and development, communications, HR, legal, compliance, professional services, medical affairs

**External Key Contacts**:

- Key industry opinion leaders
- Customer executives
- Non-competitive industry stakeholders/leaders

**Background & Education**:

- Bachelor’s Degree (technical or business degree)
- Minimum 5 years of both sales and marketing experience
- 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
- Experienced with negotiating and writing corporate account level contracts
- MBA preferred

**Required Skills/Abilities**:

- 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
- Skilled at developing strong networks and relationships across functions and other organizational boundaries
- Proficiency in Microsoft Office Suite

EBRG

**NOTICE** **FOR** **INTERNAL** **APPLICANTS**

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 funct

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