Territory Sales Manager – Dairy Monitoring (Kansas, Colorado, Arizona, Oklahoma)

Job Description

Our company's Animal Health is a leading animal health company with an exceptionally strong brand and reputation among beef and dairy producers, veterinarians, and nutritionists.  The Territory Manager is a key member of the field sales team and plays a critical role in supporting our company's customer centric business model.  This position is responsible for working in a geographic-based environment to understand and identify customer needs, by selling our company's Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals.  

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. 

The individual selected will be responsible for Kansas, Colorado, Arizona and Oklahoma. Candidate must reside in Kansas or Colorado.

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 Livestock Monitoring 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

#MSJR

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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, 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.

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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.

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

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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. 

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