Account Executive - Rahway, United States - Merck Sharp & Dohme

Merck Sharp & Dohme

Verified Company

Rahway, United States

2 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

Contracting/Negotiation:
(35%)**- Must execute strategic pricing plan for contracts, incentive packages and other agreement elements

Collaborate on the approach for major customers and execute the defined process
Use financial tools and ensure compliance/performance to the agreements (hold customers accountable to their commitments)
Communicate and action the sales opportunity created by the contracts at the centralized level, as well as to our field sales team
Increase share of wallet, revenue and profitability

Marketing Plan Execution:
(30
%)

Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives
Align with gotomarket strategies from all category/functional areas responsible for demand creation
Serve as resident expert for key valuegenerators for customer groups
Work with strategic account activation leads (SAALs) to rollout initiatives at the regional and hospital level
Share best practices and client trends with internal and field based team members
Maintain an understanding of external factors and emerging trends impacting customers
Design and collaborate on a marketing plans to drive growth
Lead presentations, project kickoff meetings and execute promotions

Relationship Building/Sales:
(20%)

Build longterm trusted relationships with customer leadership
Manage strategic accounts with the greatest complexity, opportunity and/or challenges
Direct and engage with customers before, during and after the contracting process.
Monitor client engagement levels, conduct periodic business reviews and choose projects with the highest ROI
Understand key customers' longterm business goals, associated pain points and identify suitable upselling and crossselling opportunities
Discover and partner with vendors who add unique value to our customers organization. Drive the relationship and collaboration

Analytics:
(15%)

Optimize internal data to develop strategies, monitor customer compliance, maximize ROI, identify growth opportunities
Maintain accurate financial and structural customer information to ensure correct incentive calculations and to build trust
Provide feedback to our internal team to build tools and models that describe our current state, and can be applied to develop strategies to share with our customers

Internal Key Contacts:

Marketing, sales, salesforce enablement, global key accounts, customer experience, technology and monitoring, distribution, channel, finance, learning and development, communications, HR, legal, compliance, professional services, medical affairs

External Key Contacts:

Key industry opinion leaders
Customer executives
Noncompetitive industry stakeholders/leaders

Background & Education:

Bachelor's Degree (technical or business degree)
Minimum 5 years of both sales and marketing experience
Must have at least 5 years of account management experience at the national and/or global level
Managed a customer generating $10M of annual revenue
Experienced with negotiating and writing corporate account level contracts
MBA preferred

Required Skills/Abilities:

Demonstrated negotiation abilities and share of wallet outcomes with key accounts
Excellent communication skills both verbal and written, including highly effective presentation skills
Must have knowledge of companion animal markets
Business minded acumen with science and technical balance
Strong veterinary medical acumen
Strong communication, influence, and collaboration skills
Strategic capability to successfully plan, source and manage portfolio of products at various lifecycle phases
Balanced ability to collaborate and influence across multiple internal and external stakeholders
Skilled at developing strong networks and relationships across functions and other organizational boundaries
Proficiency in Microsoft Office Suite

EBRG

NOTICE
FOR
INTERNAL
APPLICANTS

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.

**Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential funct