Strategic Account Manager

Job Description

Strategic Account Manager

• Permanent full-time role with competitive salary, benefits and performance incentives

• Based:  Macquarie Park, NSW, Australia

• Career growth: expand your expertise in a growing, successful industry

• Professional development: gain valuable experience in a dynamic, evolving role

The Strategic Account Manager (SAM) develops and executes strategic plans to maximise value and growth of key accounts (Retailers and Onliners) for Companion Animal Health AU. You will understand account needs, market trends and company capabilities to create tailored solutions that drive mutual success.

The ideal candidate brings strategic thinking, commercial acumen, relationship management, problem-solving and strong execution capability. You will collaborate with marketing, technical, customer effectiveness and finance teams to deliver Strategic Account plan objectives and resources that drive brand activity and sales, working closely with sales leads and the field team to align customer plans with marketing and sales priorities.

Primary responsibilities include achieving topline and bottom-line sales targets; developing in-depth knowledge of customers and the market; creating and implementing account-based sales and marketing plans; building productive business relationships to grow our companion animal portfolio; and managing complex accounts across the assigned geography.

What You Will Do

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:

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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:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

05/26/2026

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