Field Activation Lead (Remote)

Job Description

If this position will be based in the US or Puerto Rico (not applicable to positions based outside of US or Puerto Rico): Subject to applicable law, all prospective hires will be required to demonstrate that they have been fully vaccinated for COVID-19 or intend to be vaccinated for COVID-19 by November 1, 2021, or qualify for a medical or religious accommodation to this vaccination requirement. Hired candidates who are not vaccinated by November 1, 2021, and who have not been approved for a legally-required medical or religious accommodation will be subject to disciplinary action up to and including termination of employment, subject to applicable law.

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 MAH 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 MAH 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 MAH 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 the MAH 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 1st line issues and misunderstandings
  • Deliver consistent messaging in communications to support MAH'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 MAH on 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


Our Animal Health Division is a trusted global leader in veterinary medicine, dedicated to preserving and improving health, well-being, and performance of animals and the people who care for them. We are a global team of professionals working together to make a positive difference in animal care and the world's food supply and have a deep sense of responsibility towards our customers, consumers, animals, society, and our planet.

Through our commitment to The Science of Healthier Animals®, we offer veterinarians, farmers, pet owners and governments one of the widest ranges of veterinary pharmaceuticals, vaccines and health management solutions and services as well as an extensive suite of digitally connected identification, traceability and monitoring products. We invest in dynamic and comprehensive R&D resources and a modern, global supply chain. We are present in more than 50 countries, while our products are available in some 150 markets.

Who we are ...

We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for ...

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.


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 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.

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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. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

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Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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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Travel Requirements:

Flexible Work Arrangements:
Remote Work


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Requisition ID:R144179