Key Account Manager

Job Description

Key Account Manager - Feedlot

• Permanent, full-time role with competitive remuneration and benefits
• Ideally based in border region of Southern NSW/Northern Vic, covering, Southern NSW, Victoria, South Australia, Tasmania
• Partnering in field with feedlot operators, veterinary consultants and OTC distribution partners
• Career growth in a successful, fast moving animal health and technology sector
• Professional development with real opportunities to build commercial, technical and key account management (KAM) capability across the Ruminant Business Unit (RUBU)

The primary responsibility of the Key Account Manager (KAM) – Feedlot, Southern is to ensure achievement of the annual Net Sales Target for the Ruminant Business Unit's (RUBU) Feedlot Business Segment by implementing a commercial KAM strategy across the Region.

Of critical importance to the successful execution of this role is the ability and willingness to spend significant time In-Field with Feedlot operators, a variety of personnel at numerous Feedlots, Veterinary Consultants, and traditional OTC (over-the-counter) Distribution Partners. The ability to establish and maintain commercial relationships with each of these stakeholders is essential to drive acceptance of our offering in the Feedlot sector in order to achieve budgeted sales results. Of equal importance is the ability to develop new business by identifying key targets, establish new relationships, develop strategic plans and the In-Field implementation of such to achieve sales growth and increased market share.

The Ruminant BU (business unit) operates within the Australian Production Animal Health industry, which is both highly regulated and very competitive.

What You Will Do

Responsibilities include, however not limited to:

Strategy and Planning

• Conduct quarterly business reviews with key customers, plan upcoming programmes and forecast product usage.
• Identify new business opportunities across biopharma, technology and other portfolio areas as required.
• Review and adjust the annual net sales forecast for the business segment each month.
• Work with the Ruminant Business Unit (RUBU) marketing team to develop and implement promotional strategies for key programmes and brands.
• Partner with the Technical Services and After Sales teams to deliver targeted technical strategies that build awareness of productivity benefits from incorporating our company's programmes and brands into production systems, with the goal of maximising sales across the business unit's product range.
• Monitor and report on market trends, competitor activity, customer developments and other relevant insights.
• Identify, establish and maintain strategic relationships with key industry influencers and key opinion leaders (KOLs).

Organisation Management

• Collaborate with RUBU over the counter (OTC) regional sales managers (RSMs) and OTC territory sales managers (TSMs) to promote, distribute and sell the full range of biopharma and technology products, ensuring all RUBU associates work cooperatively to achieve the annual RUBU net sales budget.

Relationship Management

• Identify and develop relationships with new customers, veterinary health professionals and other key opinion leaders.
• Maintain and strengthen relationships with feedlot operators.

What You Must have

• Solid prior experience in livestock or related industries with technical and/or sales expertise, with experience in Industrial Reader or Technology categories highly desirable
• Experience managing a geographically diverse business
• Proven success collaborating across cross functional and cross geographical teams
• Strong commercial acumen with a record of building and delivering plans in a fast-paced environment
• Ability to learn and apply technical information in a commercial context
• Personal resilience with the ability to thrive and motivate others through change
• Interpersonal effectiveness, able to build influential stakeholder relationships and negotiate effectively
• Strategic and innovative thinking to execute organisational vision
• Strong time management and personal effectiveness with keen attention to detail
• Drive to succeed with a passion for customers and outstanding service
• Tertiary qualifications in agriculture, business or a related discipline desirable but not essential
• Well-developed written, verbal and presentation skills
• Excellent IT proficiency, including Microsoft Office
• Willingness to travel regularly and spend time away from home as required by the business

What You Can Expect 

• Work autonomously with strong support and encouragement, as part of a trusted global animal health and pharmaceutical leader
• Ongoing development with opportunities to upskill, deepen your technical and commercial expertise and grow your career
• Flexibility that opens doors to new opportunities and skill sets, including exposure across biopharma, technology and the feedlot value chain
• Join a collaborative team of like‑minded professionals who value customer impact, in‑field excellence and winning together

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

Required Skills:

Beef Cattle Management, Business Management, Customer Loyalty, Customer Relationship Management (CRM), Identifying Sales Opportunities, Industry Knowledge, Interpersonal Relationships, Lead Generation, Market Analysis, National Accounts Management, Partner Relationship Management (PRM), Product Knowledge, Sales Budgets, Sales Forecasting, Sales Goal Achievement, Sales Presentations, Sales Reporting, Sales Strategy Development, Sales Training, Stakeholder Relationship Management, Technical Product Sales, Veterinary Consulting, Veterinary Medicine

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

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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:

Remote

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

12/4/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

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