Account Executive (Strategic Account Manager)

$149,400 - $235,100/Yr

Merck & Co. - Rahway, NJ

Full-time - Senior

Onsite - Rahway, NJ

Chemical Manufacturing

About the position

The Account Executive (Strategic Account Manager) at Merck Sharp & Dohme is responsible for driving revenue through strategic sales execution and key account planning. This role involves understanding customer goals and needs to develop joint business plans, building long-term relationships with customer leadership, and managing complex strategic accounts. The SAM will execute pricing plans, collaborate with key customers, and ensure compliance with agreements while coordinating company personnel to meet performance objectives.

Responsibilities

• 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
• 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
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives
• Align with go-to-market strategies from all category/functional areas responsible for demand creation
• Serve as resident expert for key value-generators 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

Requirements

• Bachelor's Degree (technical or business degree)
• MBA preferred
• Minimum 5 years of both sales and marketing experience; preferably within the Animal Health landscape
• At least 5 years of account management experience at the national and/or global level
• Managed a customer generating $10M of annual revenue
• Demonstrated negotiation abilities and share of wallet outcomes with key accounts
• Excellent communication skills both verbal and written, including highly effective presentation skills
• 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
• Demonstrated technology proficiency including Customer Relationship Management software and web applications
• Skilled at developing strong networks and relationships across functions and other organizational boundaries
• Proficiency in Microsoft Office Suite

Benefits

• Paid holidays
• Health insurance
• Retirement plan