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Sales Representative - Companion Animal - United States  

MSD (company)


Posted on : 04 June 2017

Project Description

  • Our company  is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. 
  • The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where our company has codified its 125-year legacy. Our company's success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.
  • Our company division works to improve the health of animals around the world through collaborative partnerships and a deep sense of responsibility towards our customers, consumers, animals, society, and our planet.
  •  This team of energetic, independent thinkers offers one of the industry’s most innovative portfolios of products, services, and technologies that serve to prevent, treat, and control diseases across all major farm and companion animal species both domestically and internationally.
  • The Territory Representative is a key member of the field tactical team and plays a critical role in supporting our company's customer centric business model. 
  • He/she is responsible for working in their respective territory to understand and identify veterinary clinic, and corporate account customer needs, by selling our company Animal Health 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 the Science of Healthier Animals.
  •  In addition, the Territory Representative demonstrates a solid understanding of the resources available across  Animal Health and our Distribution Partners.
  • Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer's needs
  • Primary point of contact for assigned customers, meet with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet), 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 our company Animal Health Companion Animal products and services.
  • Develop territory and specific account plans for all key customers. Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts and corporate owned clinics to drive occupancy and sales growth.
  • Shares learning and best-practices from one customer to help other customers meet their needs.
  • Shares with other team members within the region to foster growth and development within the team.
  • Analyze sales results on a monthly basis and manage expenses within budget guidelines.
  • Identifies and selects programs/services available within company  Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts.
  • Works with Manager, Zone Director, Marketing, Commercial Operations or Field Technical Services to develop and deliver relevant offerings that address desired customer needs
  • Maintain current understanding of our company Animal Health products, industry trends, competitor landscape, business model, key influencers/ network structure and make information available to relevant stakeholders and to influence sales trends.
  • Able to articulate and communicate relevant customer, industry, product, and market trends appropriately through the organization.

Education Minimum Requirement:
BA/BS degree required

Required Experience and Skills:
  •  Excellent interpersonal/communication and presentation skills
  •  Demonstrated motivation and focus on achieving measurable, tangible results.
  •  Commitment to collaboration as the normal mode of working and resolving problems.
  •  Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes to meet customer needs.
  • Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive results.
  •  Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of MAH products using approved evidence-based scientific and economic data.
  •  Demonstrated ability to identify, develop and manage a diverse mix of accounts independently within a territory, including some complex accounts/opportunities, and to develop plans based on unique opportunities and customer needs.
  • Proficient computer skills including working knowledge of Word, Excel and PowerPoint and the ability to use an iPad.
  •  Ability to work independently and also as part of a team
  •  Ability to travel overnight and some weekend activity

Preferred Experience and Skills:
  • Sales experience and/or experience within the Animal Health industry
  • ‏‏Knowledge of animal health biological and pharmaceutical products.
  •  ‏Understanding and past experience working with distribution partners.

  • Our employees are the key to our company’s success.  
  • We demonstrate our commitment to our employees by offering a competitive and valuable rewards program.  Our Company’s benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. 

Travel: Yes, 25 % of the Time

Job Segment:  Sales Rep, Pharmaceutical, Pharmaceutical Sales, Direct Sales, Veterinarian, Sales, Science, Veterinary