Strategic Account Manager Anz

3 weeks ago

Macquarie Park, Australia MSD Full time

**Strategic Account Manager ANZ - Companion Animal**
- Permanent full-time opportunity with **highly competitive renumeration and excellent benefits**
- ** Travel up to 30/40%** across Australia & New Zealand
- Work with a **high performing, agile and passionate team** within Companion Animal Health

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 plans with marketing and sales priorities.

Primary responsibilities of the Strategic Account Manager include 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 company’s companion animal product portfolio; and manage a range of complex accounts across a set geography.

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**

**Responsibilities include, however 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.
- 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.
- 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
- Manage and communicate plans including promotional and instore or clinic activity to the sales leads and field sales team.

**What You Must have**
- Tertiary Business or Marketing degree essential.
- Extensive work experience in a related market or industry.
- ** Proven experience in Key Account Management** preferably in FMCG, Pharmacy and or Animal Health.
- B2B selling experience essential.
- 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**
- Be critical in integrating your account management skills for a Global leading organisation.
- Joining a **collaborative **passionate team of **likeminded individuals**
- Be **developed and supported** in your role in a growth environment

**Who we are **

We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of th

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