Territory Representative

Merck; Springfield (MA); On-site; USD 96,000 - 151,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) plan

Paid holidays and vacation

Job summary

Merck in Springfield, MA seeks a Senior Territory Representative to manage animal health accounts, uncover needs, and drive sales in the Companion Animal portfolio. You will work with field teams and partners to execute customer strategies and deliver value through technical innovations.

The role requires building relationships with clinics, shelters, and corporate accounts, with strong emphasis on consultative selling and territory planning.

Qualifications

• High school diploma with 10+ years of sales experience or a Bachelor’s degree with 5+ years of sales experience.
• Proven ability to manage key accounts and develop territory plans.
• Strong communication, presentation and interpersonal skills.
• Willingness to travel overnight and on weekends.

Responsibilities

• Act as primary contact for assigned veterinary clinics, shelters and corporate accounts.
• Develop territory strategy and key account plans in collaboration with partners.
• Identify business opportunities and drive sales growth of Animal Health products.
• Collaborate with cross-functional teams to deliver customer-focused solutions.
• Analyze monthly sales results and manage expenses within budget.

Skills

Account Management

Interpersonal Skills

Sales Strategy

Communication

Multilingualism

Product Knowledge

Lead Generation

Presentation Skills

Team Collaboration

Travel Availability

Education

High School Diploma

Bachelor’s Degree

Tools

Word

Excel

PowerPoint

iPad

Job description

For over 130 years, we have pioneered groundbreaking science. Today, we are driven by continuous innovation to develop breakthrough medicines, vaccines and technology. Rooted in direct experience on the farm and in the clinic, we work hand in hand with our customers every step of the way.

Our singular focus is to empower those who care for animals, helping them manage their vital responsibility with confidence. Because when it comes to animal health, no one sees it like we do.

Our Senior 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.

This position is responsible for working in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, by selling our Company's Animal Health (AH) division, Companion Animal product portfolio, supporting pull-through activities relative to the customer strategy, and ensuring that our Company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. In addition, the Senior Territory Representative demonstrates an understanding of the resources available across our Company's Animal Health division and our Distribution Partners.

This role will cover the Springfield, MA territory. It is strongly preferred that our sales employees reside within the territory which they cover, however, we will allow sales employees to live up to 20 miles from the territory border.

Essential Accountabilities:

• Communicates about our product portfolio 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, meet with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs and identifies business opportunities.
• Develops customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement and potential offerings for customers resulting in solutions, partner involvement and potential offerings for customers resulting in sales opportunities and account sales growth of Animal Health products and services.
• Develops 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.
• Works collaboratively across all species teams to foster our Company's approach to enhance knowledge of the entire Animal Health product portfolio.
• Shares with other team members within the region to foster growth and development within the team.
• Analyzes monthly sales results 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 Professional Services to develop and deliver relevant offerings that address desired customer’s needs.
• Develops current understanding of Animal Health products, industry trends and competitor landscape.
• Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization.
• Responsible for developing and meeting learning and development objectives agreed upon with leadership.

Required Education:

• High school diploma with at least 10 years of sales or equivalent experience OR
• Bachelor’s degree with at least 5 years of sales experience

Required Skills/Abilities:

• 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 Animal Health products using approved resources.
• Demonstrated ability to identify, develop and manage a mix of accounts independently within a territory, including some complex accounts, 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 both independently and as part of a team.
• Ability to travel overnight and some weekend activity.

Preferred Skills & Abilities:

• Sales experience and/or experience within the Animal Health Industry.
• Knowledge of animal health biological and pharmaceutical products.
• Understanding or prior experience working with distribution.
• Multi-lingual fluency preferred, particularly in Spanish.

#MSJR

#NSN2026

Required Skills:

Account Management, Account Management, Adaptability, Business Opportunities, Customer Experience Strategy, Customer Management, Customer Strategy, Identifying Sales Opportunities, Inbound Phone Sales, Industry Knowledge, Interpersonal Relationships, Lead Generation, Market Analysis, Market Trends, Multilingualism, Product Knowledge, Sales Forecasting, Sales Goal Achievement, Sales Methods, Sales Presentations, Sales Process, Sales Reporting, Sales Strategy Development, Sales Training, Technical Product Sales {+ 2 more}

Preferred Skills:

US and Puerto Rico Residents Only:

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

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The salary range for this role is

$96,200.00 - $151,400.00

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.

San Francisco Residents Only:

We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only:

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

The application deadline for this position is stated on this posting.