Companion Animal Senior Territory Representative (Washington, DC/Northern Virginia)

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.

This position is responsible for working in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, 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. In addition, the Territory Representative demonstrates an understanding of the resources available across our Company’s Animal Health division and our Distribution Partners.

This role will cover the Washington, DC/Northern Virginia territory. Must live in territory.

Essential Accountabilities:

• Communicates about product in a way that’s meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer’s needs

• Primary point of contact for assigned customers, meet with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs and identifies business opportunities.

• Develop customer strategy – outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in

• solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Animal Health products and services.

• Develop territory and specific account plans for all key customers. Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts and corporate owned clinics to drive occupancy and sales growth.

• Work collaboratively across all species teams to foster our Company’s approach to enhance knowledge of the entire Animal Health product portfolio.

• Shares with other team members within the region to foster growth and development within the team.

• Analyze sales results on a monthly basis and manage expenses within budget guidelines.

• Identifies and selects programs/services available within Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.

• Works with leadership and Field Professional Services to develop and deliver relevant offerings that address desired customer needs.

• Develop current understanding of Animal Health products, industry trends and competitor landscape.

• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.

• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Scope and Context:

This position is an individual contributor role.

Animal Health Commercial Competencies

Leadership Behaviors

• Demonstrate Ethics & Integrity

• Drive Results

• Focus on Customers & Patients

• Make Rapid Disciplined Decisions

• Act with Courage & Candor

• Build Talent

• Foster Collaboration

Professional Competencies

• Business & Financial Acumen

• Working Across Boundaries

• Strategic Thinking

• Productive Communication

• Problem Solving

• Project Management

Core Commercial Functional Competencies

• Customer and Market Insights

• Product Knowledge & Portfolio Management

• Account Management

• Customer Engagement

• Market Access

• Regulatory & Compliance Knowledge

• Lifecycle Management

Minimum Qualifications:

Background & Education:

• Bachelor’s Degree required (applicants with pending degrees will be considered, but degree must be completed prior to starting with our Company)

Required Skills/Abilities:

• Minimum 3 years of sales experience is required.

• Experience selling animal health products is preferred.

• Excellent interpersonal/communication and presentation skills

• Demonstrated motivation and focus on achieving measurable, tangible results.

• Commitment to collaboration as the normal mode of working and resolving problems.

• Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes to meet customer needs.

• Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive results.

• Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of Animal Health products using approved resources.

• Demonstrated ability to identify, develop and manage a diverse mix of accounts independently within a territory, including some complex accounts, and to develop plans based on unique opportunities and customer needs.

• Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.

• Ability to work independently and also as part of a team

• Ability to travel overnight and some weekend activity

Preferred Skills/Abilities

• Sales experience and/or experience within the Animal Health industry

• Knowledge of animal health biological and pharmaceutical products.

• Understanding or past experience working with distribution.

Current Employees apply HERE (https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)

Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)

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 (https://survey.sogosurvey.com/r/aCdfqL) 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:

EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)

EEOC GINA Supplement​

Pay Transparency Nondiscrimination (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp_%20English_formattedESQA508c.pdf)

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.

Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)

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, Monday – 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:

$94,300.00 – $148,500.00

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 (https://www.benefitsatmerck.com/) .

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

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:

No

Travel Requirements:

10%

Flexible Work Arrangements:

Remote

Shift:

1st – Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

03/17/2025

*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: R337945