Territory Sales Representative, Beef & Dairy - (northern California / Nevada)

Territory Representative

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. The Territory Representative is a key member of the field sales team and plays a critical role in supporting our customer centric business model. This position is responsible for working in their respective territory to understand and identify customer needs, by selling our Animal Health, ID and technology products, supporting pull-through activities relative to the customer strategy, and ensuring that Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals. In addition, the Sales Representative demonstrates an understanding of the resources available across Animal Health and our Distribution Partners in all business channels. This role will cover the Northern California / Nevada territory. It is required that that our sales employees reside in the territory in which they cover.

Key responsibilities may include, but are not limited to:

• Communicates about products in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs.
• Primary point of contact for assigned customers, meets with key personnel/decision makers to understand practice structure, business model, key influencers, customer needs and identifies business opportunities.
• Develop customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customer resulting in sales opportunities and account sales growth of Animal Health products and services.
• Develop territory and specific account plans for all assigned customers. Partners with National Account Managers, Corporate Account Team, Technical Service team members, Monitoring Sales and Solutions Specialists, Identification Specialist and Distribution Field Partners to maintain strong focus on accounts to drive sales growth.
• Work collaboratively across all species teams to foster our approach to enhance knowledge of the entire Animal Health product portfolio (biopharma, ID, technology).
• Shares with other team members within the region to foster growth and development within the team.
• Analyze sales results on a regular (monthly minimum) basis and manage expenses within budget guidelines.
• Identifies and selects programs/services available within Animal Health's available resources to address customer needs and provide education & training opportunities to accounts.
• Works with leadership and Field Technical Services to develop and deliver relevant offerings that address desired customer needs.
• Develop current understanding of Animal Health products, industry trends and competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends.
• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization with the help of daily/weekly/monthly CRM software reporting.
• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Education Minimum Requirement:

• High school diploma or equivalent required.
• Bachelor's Degree in Animal Science, Dairy Science, Agriculture, Business, Agribusiness, Marketing preferred.

Required Experience and Skills:

• Familiarity with the Ruminant and/or Agriculture Industry.
• Excellent interpersonal/communication and presentation skills.
• Ability to adapt to a changing environment.
• Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
• Ability to work independently and as part of a team.
• Ability to travel overnight and some weekend activity.

Preferred Experience and Skills:

• Technical, Product & Market Knowledge
• Territory & Business Management
• Selling Skills
• Leadership and team building
• Business development & planning skills
• Sales &/or experience within the Animal Health Industry
• Knowledge and understanding of animal health biological & pharmaceutical products as well as animal identification and monitoring products
• Understanding &/or prior experience working with distribution
• Internships or current role in agriculture sales
• Strategic Thinking
• Project Management
• Business & Financial Acumen
• Bilingual (Spanish/English)

Required Skills:

• Account Management
• Adaptability
• Agribusiness
• Agricultural Engineering
• Animal Handling
• Animal Science
• Annual Planning
• Business Management
• Business Opportunities
• Customer Contact Management
• Customer Relationship Management (CRM)
• Customer Strategy
• Dairy Science
• Global Supply Chain
• Interpersonal Relationships
• Lead Generation
• Management Process
• Market Analysis
• Market Trends
• Product Knowledge
• Revenue Maximization
• Sales Forecasting
• Sales Operations
• Sales Strategy Development
• Additional Skills

Salary Range: $77,700.00 - $122,300.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs. The successful candidate will be eligible for annual bonus and long-term incentive, if applicable. We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.