Job Description
Strategic Account & Sales Manager - Companion Animal
Permanent role
with competitive remuneration, benefits and tools of trade provided e.g. Car, Laptop, iPad etc
Based:
Sydney, Macquarie Park, Australia
Lead:
a high-performing, agile and passionate sales team
Shape
: and drive the strategic direction of our retail companion animal portfolio across Australia
Join
: a collaborative, purpose-driven animal health organisation with trusted brands and innovative products
As the Strategic Account & Sales Manager - Companion Animal, you will lead the development and execution of strategic plans to grow key retail accounts across our companion animal portfolio.
In this pivotal role, you will combine commercial acumen, strategic thinking and relationship management expertise to deliver tailored solutions for our company and retail partners.
You will also lead and develop a team of Retail Territory Sales Managers, ensuring strong field execution, retail standards and commercial performance.
Reporting to the National Sales & Key Account Lead, Companion Animal, you will work closely with marketing, technical, customer effectiveness, finance and field sales teams to align plans, resources and execution priorities across the channel.
What You Will Do
Responsibilities include, but are not limited to:
Account Management
Build strong relationships with strategic retail accounts across multiple levels
Act as the primary point of contact for key accounts
Understand customer needs and category priorities to develop tailored solutions
Engage buying, category, operations, marketing, regional and store teams
Conduct joint business planning and regular business reviews
Negotiate commercial agreements, trade terms and investment plans to deliver revenue and profitability goals
Team Leadership
Lead, coach and develop Retail Territory Sales Managers to deliver channel objectives
Set clear priorities, territory plans, call expectations and performance KPIs
Drive best-practice execution of marketing campaigns and territory planning
Monitor progress against targets, coverage, activity and execution quality
Build a collaborative, accountable and high-performance team culture
Support alignment between retail execution and national sales priorities
Manage day-to-day team needs including expenses, leave and safe driving practices
Strategic Planning
Develop and execute account growth plans aligned to customer and company goals




Review performance regularly and adjust priorities to deliver mutual value
Analyse market trends and competitor activity to identify opportunities and risks
Create a 12-month rolling strategic account master plan
Prepare forecasts, budgets and ROI-based programs
Sales and Revenue Growth
Deliver sales, market share, gross-to-net and profitability objectives
Drive growth through ranging, distribution, promotional execution and merchandising excellence
Identify new opportunities within existing retail partners
Track account performance and adjust resources as needed
Monitor trade spend, rebates and promotional investment within budget
Partner with supply chain and customer service to support availability and execution readiness
Collaboration
Work closely with brand managers to align execution with brand strategy and campaigns
Collaborate with technical, marketing and field services teams to support customer education
Partner with finance to ensure commercial plans are sound and compliant
Facilitate communication between customers, Retail Territory Sales Managers and internal teams
Gather feedback to improve products, promotions and execution standards
Ensure compliance with pricing, rebate, discount and governance policies
What You Must Have
Tertiary business or marketing degree essential
Extensive solid proven 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
Strong financial acumen
Ability to think strategically with medium- to long-term goals in mind
Excellent written and oral communication skills, including presentations
Strong collaboration skills and the ability to work effectively with internal stakeholders
Demonstrated ability to manage time effectively and work to deadlines
Strong computer skills, including Salesforce and Microsoft Office Suite
What You Can Expect
The
prospect to lead a critical strategic account portfolio
in a high-growth companion animal category
A




chance to shape retail execution and drive meaningful commercial outcomes across Australia
A
collaborative, cross-functional environment
with
strong internal support
Ongoing learning, development
and leadership opportunities
The opportunity to make a
real impact on companion animal health outcomes
We are proud to be a company that embraces the value of bringing varied, talented, and committed people together.
The fastest way to breakthrough innovation is when varied 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 multicultural workplace.
Additional location(s) Compensation Information:
Required Skills:
Account Management, Account Strategies, Animal Health Sales, Bid Management, Business Growth Strategies, Customer Relationship Building, Data Analysis, Financial Acumen, Industry Knowledge, Market Analysis, Sales Campaigns, Sales Forecasting, Sales Leadership, Sales Marketing Strategies, Sales Objectives, Sales Strategy Development, Strategic Objectives, Strategic Planning
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
Relocation:
No relocation
VISA Sponsorship:
No
Travel Requirements:
No Travel Required
Flexible Work Arrangements:
Hybrid
Shift:
Not Indicated
Valid Driving License:
Yes
Hazardous Material(s):
N/A
Job Posting End Date:
11/28/2026
*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.

📌 Strategic Account & Sales Manager (New South Wales)
🏢 Msd
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