Job Description

The Commercial Lead for Alliance Markets within the Central & Eastern Europe Clusters (CEE) will play a pivotal role in shaping the strategic direction and commercial performance of Animal Health CEE across the markets in the Baltic States, Ukraine, the Western Balkans, and Bulgaria. The role involves defining and implementing strategies that align with Animal Health's overarching business objectives.

In addition to strategic planning, the role emphasizes the importance of execution, ensuring that the defined strategies are not only conceptualized but also seamlessly translated into actionable initiatives. The candidate will lead the charge in operationalizing these strategies, working closely with cross-functional teams and local distributor partners to ensure that every aspect of the plan is effectively implemented in the field. This includes monitoring progress, adjusting tactics as necessary, and ensuring that all team members are aligned and equipped to drive success.

The role demands a strong understanding of local market dynamics and regulatory environments, along with the ability to foster relationships with distributors and key stakeholders to maximize business opportunities. By combining strategic vision with rigorous execution, the Commercial Lead will be instrumental in achieving sustainable growth and enhancing Animal Health's presence in these vital markets.

The Commercial Lead Alliance Markets is part of the AH CEE leadership team and reports directly to the Cluster Lead AH CEE.

Main Responsibilities:

Define and execute the long-term strategic business plan for alliance markets, ensuring alignment with Animal Health's corporate objectives.Develop and adapt go-to-market (GtM) models that cater to local market needs and evolving business conditions. Identify and analyze growth opportunities within local markets, collaborating with distribution partners to maximize resources and sales performance.Team Leadership: Lead and mentor the team of alliance managers, guiding them on quarterly sales targets and performance metrics to achieve optimal results.Foster collaboration among various departments, including but not limited to Marketing, Regulatory Affairs, and Supply & Logistics, to ensure seamless execution of initiatives.Conduct regular market assessments to understand competitive dynamics, leveraging insights to inform strategic decisions and positioning of Animal Health products.Build trust and maintain effective communication with main stakeholders to facilitate smooth market penetration for all of our products.Develop and implement tailored marketing strategies for different species and markets, addressing both short and long-term needs.Regularly evaluate the execution of marketing and sales activities in partnership with local distributors, aligning efforts with strategic priorities.Strengthen relationships with top strategic customers directly or through your team. You and your team will act as the primary liaison with local distribution partners to ensure alignment on business objectives.

Qualifications:

A university degree from an accredited institution in Veterinary, Pharmacy, Medicine, Engineering, Economics, Business Administration, Finance, or a related field.Language Proficiency: Proficiency in English is required; knowledge of local languages is a significant advantage.A minimum of 5 years of successful management experience in procurement, commercial, market access, and/or sales roles is required. Demonstrated leadership abilities to coach and support teams effectively, along with excellent communication and influencing skills for interaction with colleagues and external stakeholders.An innovative approach to developing business opportunities, demonstrating a growth mindset and an openness to sharing, networking, and experimentation.A strong understanding of P&L, basic financial analysis, and the impact of commercial activities, alongside familiarity with new digital technologies and experience in tender management or submission processes.Strong negotiation skills to effectively engage with stakeholders, ensuring favorable terms and agreements that align with business objectives.

Enterprise Leadership Skills required:

Influence: Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.Coaching & Development: Coaching and developing others for success. providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual Skills and abilities.Networking & Partnership: Cultivating networks and partnerships; initiating and maintaining strategic relationships with stakeholders and potential partners inside and outside the organization (e.g., customers, peers, cross functional partners, external vendors, alliance partners) who are willing and able to provide the information, ideas, expertise and/or influence needed to advance understanding of business issues and achieve business goals.Execution Excellence: Inspiring excellence and driving execution; translating strategic priorities into operational reality per compliance standards; establishing high, standards, communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic, priorities yield measurable and sustainable results.Change Catalyst: Leading change; driving organizational and cultural changes needed to achieve strategic priorities; catalyzing innovative approaches to improve results by transforming organizational culture, systems, or products/services; helping others overcome resistance to change.

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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:

Domestic/International

VISA Sponsorship:

Yes

Travel Requirements:

50%

Flexible Work Arrangements:

Hybrid

Shift:

Not Indicated

Valid Driving License:

No

Hazardous Material(s):

n/a

Job Posting End Date:

02/3/2025

*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.

Requisition ID:R330452