Strategic Account Manager

About this role

Responsibilities

• Responsibilities include, however not limited to:
• Account Management
• Lead and develop strong, enduring relationships with nominated strategic accounts (Retailers and Onliners) at multiple levels across the customer organisation that create alignment and growth across AU
• Understand key accounts’ business needs, challenges and opportunities to provide value-added solutions that drive mutual growth
• Extend relationships beyond the main contact to customer marketing teams, regional/area managers, influencers and technical experts
• Serve as the primary point of contact for assigned key accounts
• Strategic Planning
• Create and execute strategic account growth plans aligned to account category objectives and company goals
• Conduct joint business planning with key accounts, regularly review progress and update plans to ensure mutual value
• Analyse market trends and competitive landscape to identify opportunities and risks
• Collaborate with field sales leads, marketing and technical teams to develop tailored proposals, translating into a 12-month rolling strategic account master plan covering promotions, NPD launches and tailored sales & marketing activities
• Prepare and manage sales forecasts, budgets and programs with ROI analysis against targets
• Sales and Revenue Growth
• Drive sales growth within key accounts through upselling, cross-selling, renewals and targeted campaigns
• Identify and pursue new business within existing accounts using data, market trends and channel insight
• Negotiate and close contracts and trade terms to meet or exceed revenue targets
• Conduct quarterly business reviews to monitor account performance, KPIs and activity ROI and adjust strategies as needed
• Build and use systems of control to manage investment tracking and trade spend within budget
• Collaboration
• Partner with Field Services Veterinarians to develop and deliver technical education and messaging to strategic accounts and their customers
• Facilitate regular communication between clients and internal teams to ensure alignment and resolve issues
• Gather and analyse client feedback to improve products, services and processes
• Ensure compliance with rebate, discount and pricing policies, working with finance to review, track and record
• Reporting and Documentation
• Monitor competitors and recommend actions to grow market share
• Manage product complaints, pricing queries and compliance follow-ups within timelines
• Analyse customer data (e.g., MAXX) to target high-value customers and support planning
• Log customer interactions in CRM (e.g., MAXX) to inform next-call objectives and build a single
• What You Must have
• Tertiary business or marketing degree essential
• Extensive prior experience in a related market or industry
• Proven key account management experience preferably in FMCG, pharmacy or animal health
• B2B selling experience essential
• Advanced negotiation and financial acumen skills
• Strategic thinker with medium to long-term focus
• Excellent written and oral communication skills including presentations
• Strong ability to communicate and collaborate with internal stakeholders
• Demonstrated time management and ability to meet deadlines
• Comfortable making day-to-day decisions within normal activities
• Strong computer skills (e.g., Salesforce, Microsoft Office Suite)
• What You Can Expect
• Lead
• high-impact account strategies with
• real
• autonomy
• and
• visible business outcomes
• Direct access to cross-functional experts
• and
• global resources
• to accelerate your career
• Structured development
• and
• mentoring
• to expand
• strategic, commercial
• and
• leadership skills
• A
• collaborative, high-performing
• team
• where your
• ideas drive
• product and category growth
• We are proud to be a company that embraces the value of bringing talented and committed people together. The fastest way to breakthrough innovation is when 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 workplace.
• Required Skills:
• Account Management, Animal Health Care, Animal Health Sales, Bid Management, Business Opportunities, Commercial Strategies, Complaints Investigation, Contract Management, Customer Centric Solutions, Customer Relationship Building, Customer Satisfaction, Data Analysis, Identifying Sales Opportunities, Industry Knowledge, Market Analysis, Market Trends, Pressure Management, Sales Forecasting, Sales Reporting, Sales Strategy Development, Strategic Selling, Veterinary Medicine
• Preferred Skills:
• 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