Territory Sales Manager Dairy Monitoring (Texas Pan Handle and New Mexico)

Merck & Co.

Full-time - Mid Level

Onsite

Chemical Manufacturing

About the position

Our company's Animal Health is a leading animal health company with an exceptionally strong brand and reputation among beef and dairy producers, veterinarians, and nutritionists. The Territory Manager is a key member of the field sales team and plays a critical role in supporting our company's customer-centric business model. This position is responsible for working in a geographic-based environment to understand and identify customer needs, by selling our company's Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that our company’s Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals. The primary responsibility of the Territory Sales Manager is to grow sales within the assigned sales Territory by working with the Partner network as well as via direct sales to large dairies. The Territory Sales Manager will work independently, as well as with Partners to create a target list of dairies, action plan, and execute sales. Additionally, the Territory Sales Manager will establish and maintain relationships from executive offices down through the farm level management of the largest dairies within the Territory. This includes developing, negotiating, managing, and growing long-term relationships and sales opportunities for Livestock Intelligence Monitoring products and services across the entire business enterprise. These responsibilities may be carried out in close partnership with the Partners and/or team members. This position requires a broad knowledge of the dairy industry, strong sales skills, and understanding of the account management process. The individual selected will be responsible for the Texas Pan Handle and New Mexico territory and will reside within the territory.

Responsibilities

• Develop and execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources.
• Manage new and existing Livestock Intelligence Monitoring product portfolio and provide on-site sales support and coordinate onsite technical support with the assigned strategic account organization.
• Successfully implement Key Account Management (KAM) principles to include the creation and maintenance of account plans that identify threats and opportunities.
• Coordinate all activities in support of account growth, including communicating frequently with NA Sales Manager, Technical Support, and Advanced Monitoring teams regarding needs and activities planned to meet the needs of accounts.
• Gather and clearly communicate market intelligence on a regular basis to Sales and Marketing Leadership.
• Develop and maintain strong executive/owner relationships within assigned accounts by presenting Livestock Intelligence Monitoring products information and business solutions to account executive and mid-level leadership.
• Develop proposals, negotiate terms and conditions, and implement contractual agreements with accountability for delivering strong financial results for Livestock Intelligence.

Requirements

• A four-year college degree.
• Minimum of 3 years of combined work experience in Sales, Sales Management, or Marketing roles in the agricultural field.
• Current knowledge of the US dairy industry.
• Strong selling and negotiation skills.
• Current knowledge and demonstrated ability to work with dealers and distributors.
• Demonstrated ability to build business relationships both internally and externally.
• Demonstrated ability to develop and implement accurate account plans.
• Demonstrated ability to work collaboratively in a matrix organization and effectively pull through business.
• Excellent oral, written, and presentation communication skills.
• Strong understanding of financial and business metrics.
• Demonstrated ability to identify, develop, and maintain strategic accounts.
• History of sound decision making and innovative thinking.
• Ability to balance the needs of Livestock Monitoring with customer needs.
• Ability to work as part of a fast-paced, growing team in a developing industry.
• Must be results-oriented and able to work independently with little direct supervision.
• Superior organizational, analytical, and time management skills.

Nice-to-haves

• Experience in the dairy industry and ideally technology space.
• Experience in dairy production or demonstrated aptitude to quickly learn the industry.
• Fluency in Spanish is preferred but not required.