National Account Director

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:

The National Account Director (NAD) serves as a professional sales leader in building and maintaining a profitable and strategic relationship with animal health distribution companies that include our company's Animal Health products and services in their offerings to veterinarians and customers. The NAD focuses on building strong relationships with distributor stakeholders in CA&E to understand their business model, unique value offerings (beyond logistics support) that help practitioners and practices, to improve and grow their businesses.

Reporting to the Exec Director Sales Enablement Leader, the National Account Lead is responsible for identifying opportunities to provide solutions that position both the distributor and our company's Animal Health positively with end customers. The individual is responsible for working across distributors to identify strategic opportunities, develop the plan for execution, and work with the Field Activation Leads to drive MAH growth of strategic products. This position works collaboratively with the Channel Operations team, marketing, and sales organizations to drive outcomes and actions, and has accountability for assigned accounts.

In conjunction with the Channel Operations Director, the NAD conducts financial analysis, develops proposals, secures internal approvals, and implements agreements. The NAD is also 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 National Account Director position contributes to a best-in-class sales force 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: (20%)
  • Develop and execute sales strategies within assigned accounts and communicate strategies to MAH Sales and Marketing leadership
  • In collaboration with leadership and marketing, develop sales incentive programs while meeting appropriate deadlines, communicating account plans, and reporting progress regularly
  • Identify marketing opportunities across teams for partnership and shepherd the opportunities to completion, sharing plans with Channel Marketing Specialist for execution.
  • Collaborate with Channel Operations team to collect forecasts
  • 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: (60%)
  • 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
  • Input and utilize call notes in MAXX
  • Leverage forecast from Channel Operations team to drive data-driven decisions for CA&E. Develop agendas for meetings and communicate meeting objectives to appropriate team(s)
  • Develop a timeline of CA&E 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
  • Serves as a point of escalation for National Accounts. In partnership with Channel Marketing and Channel Communications team, deliver consistent messaging in communications to support MAH's strategic priorities

Leadership Responsibilities may include, but are not limited to: (20%)
  • Manages and develops a team of Field Activation Leads to enhance relations with our distributors.
  • 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:
  • Companion Animal & Equine Species Leads, Channel Operations Team, ABL's, RM's TM's, Finance, Marketing, CABU Leadership, Sales Leader

External Key Contacts:
  • External 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 ten (10) years of sales, marketing, or equivalent experience
  • 5 years of people management experience preferred
  • Minimum of 5 years of management skills
  • Demonstrated ability to work within US animal health industry landscape

Required Skills/Abilities:
  • 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. May act as a mentor to team members
  • 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, Telecommuting


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Requisition ID:R144181