AddressStrategic Account Manager ANZ, Companion Animals
Exciting Permanent Full-time position to be based in Sydney (Open to Melbourne or Brisbane for the right person!)
Join an innovative and evolving Global Animal Health company
Fantastic opportunity to utilise your strong Account Management experience in Animal Health or from other omnichannel (retail/corporate) industries like Pharmacy or FMCG
Join our supportive and passionate Sales team
Attractive salary and benefits on offer!
THE OPPORTUNITY
The Strategic Account Manager (SAM) is responsible for the overall business relationship between our Company and the identified companion animal Strategic Accounts where required across ANZ, serving as the main point of contact for planning and execution of terms of trade, customer strategy alignment, promotional and day-to-day operational activities that promotes growth within the Companion Animal Business Unit.
The Strategic Account Manager will collaborate internally with the ANZ marketing, technical, customer effectiveness and finance teams to ensure understanding of the overall Strategic Account plan objectives with the aim to develop resources to drive brand activities and sales. A key component of this role will be a close working relationship with the Sales Lead(s) and field team on execution to ensure clear alignment of the agreed customer Strategic Account plan with marketing and sales priorities.
The Strategic Account Manager sits within the Companion Animal Sales organisation and reports to the National Sales & Key Account Lead ANZ, Companion Animal.
WHAT YOU WILL DO
As a SAM, you will be responsible for achievement of sales targets, in-depth knowledge of customer, customer's business and the market; development and implementation of Strategic Account-based sales & marketing plans; establish and leverage productive business relationships to drive growth of our companion animal portfolio; and manage a range of complex accounts across a set geography.
Primary activities include, but are not limited to:
Lead and develop strong and enduring relationships with nominated Strategic Accounts at multiple levels across the customer organisation that creates alignment & opportunities for growth across ANZ.
Achievement of agreed sales budgets through a collaborative, key account management approach, effectively utilizing agreed promotional budgets and resources.
Contribute towards achieving net average selling price objectives by brand.
Co-create and implement Strategic Account plans to achieve agreed sales targets, regularly reviewing activity against achievement and ensuring that plans create mutual value through on-going collaboration and are kept up to date.
Collaborate internally with the sales team leads, marketing and technical functions as required to drive execution of agreed account plans and 12-month rolling Strategic Account calendar covering promotions, tailored sales, and marketing activities.
Extend the customer relationship beyond the main point of contact, to the likes of and not limited to customer marketing teams, regional and or area managers, customer influencers, and technical experts.
Lead and own the development of the strategic customer strategy, and the key financial performance parameters for the negotiation of customer rebates and trading terms.
Regularly conduct quarterly business reviews with Strategic Accounts that links to the agreed Strategic Account plan, that highlights ROI analysis of agreed promotional activity that identify opportunities for growth or decline to adjust strategies accordingly.
Utilise available market data, KPI analysis to ensure that Strategic Accounts are keeping pace with the market and or industry trends.
Utilise Field Services Veterinarians to assist in development and delivery of technical education and messaging to Strategic Accounts and their customers
Monitor customer inventory management to maximise stock on hand in customer outlets.
Manage and communicate plans including promotional and instore activity to the sales leads and field sales team.
Prepare and manage sales forecasts, budgets and programs with ROI analysis against targets based on plans.
Build, manage and utilise systems of control, to manage investment tracking and trade spend within budget.
Ensure compliance to key rebate, discount and pricing policies, working with finance team to review, track and record.
Maintain and report on market trends, competitor's activities and other relevant market information.
Ensure monitoring of competitor activities and provide strategic and tactical recommendations to grow Our Company's market share.
Ensure product complaint investigation, pricing queries, compliance issues and follow up requests are executed appropriately and within required timelines.
Regularly analyse customer data (through MAXX and other sources) to assist with territory, customer and pre-call planning, and the identification and targeting of high value customers
Record customer interactions within CRM systems (e.g. MAXX) to inform next call objectives, and to assist in building a single view of the customer to inform marketing strategy and tactics.
Maintain a high level of product knowledge, as well as a broader understanding of Animal Health issues.
Maintain a high level of product knowledge for competitor products to ensure best positioning of our Animal Health products.
Maintain an active engagement in improving selling skills, including ASLAN and key account management principles.
Ensure all business activity complies with all relevant Acts, policies and procedures
WHAT YOU WILL HAVE
To be successful in this role, you will have:
Tertiary Business or Marketing degree essential.
Solid 5+ years' work experience in a related market or industry.
Proven experience in Key Account Management preferably in FMCG, Pharmacy and or Animal Health.
Strong knowledge and application of 4Ps marketing principals in your roles
B2B selling experience essential.
Experience in managing strategic and corporate accounts.
Advanced Negotiation skills essential.
Excellent written and oral communication skills including audio visual presentations.
Excellent ability to communicate and collaborate with internal stakeholders.
Ability to think strategically, with medium to long term goals clearly identified.
Advanced financial acumen skills.
Demonstrated ability to manage own time and work to deadlines.
Ability to make decisions on a day-to-day basis concerning normal activities.
Strong computer program skills (e.g., Salesforce, Microsoft Office Suite).
WHAT YOU CAN EXPECT
Opportunity to make an impact in the promotion and ongoing growth of our Companion Animal Business Unit
Be part of a company that thinks differently to solve problems, makes progress, and deliver meaningful innovations and solutions
Exposure to a variety of innovative brands and access to future career growth
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.
Current Employees apply HERE
Current Contingent Workers apply HERE
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, 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.
Employee Status:
Regular
Relocation:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Shift:
Valid Driving License:
Hazardous Material(s):
Requisition ID:R275938
