Inside Sales Account Representative – Companion Animal – (Pacific Time Zone)

Merck is a leading company in the Animal Health division, seeking an Inside Sales Account Representative to cover accounts in the Pacific time zone. The role involves interacting with customers virtually to understand their needs and selling Animal Health products, while collaborating with team members to drive sales growth and enhance customer relationships.

Responsibilities:

• Demonstrates an ability to quickly connect and build rapport
• Ability to thrive in a digital environment using MS Office, MS Teams, Outlook and Salesforce
• Primary point of contact for assigned customers, connect 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 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 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 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
• Develop knowledge of our omni-channel demand generation tools and how to leverage these tools to drive positive outcomes
• 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

Requirements:

• High school diploma or equivalent required
• Excellent interpersonal/communication and presentation skills are a must
• 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
• Effectively demonstrate application of selling techniques and approaches
• Must be able to simultaneously manage 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 for sales meetings, trainings, and other business needs required
• Bachelor's Degree preferred
• 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
• Multi-lingual fluency preferred, particularly in Spanish