Job Description

The Business Unit Director – Companion Animals is responsible for leading the dedicated Brazil Companion Animals Business Unit sales team and further developing the business model in accordance with departmental and company strategy. This role is also accountable for maximizing sales and profitability of the Companion Animals Business Unit by promoting and supporting products, as well as implementing marketing and sales activities in direct contact with customers.

Primary Responsibilities:

• Leads the BU’s strategy execution aligned to the Enterprise Leadership Skills and the Must Wins.

• Leads, manages, coaches, and develops the team.

• Regularly manages and reviews team performance accordingly to the BU’s goals.

• Ensures the strengthening of the cultural pillars.

• Maximizes the sales force effectiveness in alignment with the customer segmentation.

• Builds and reinforces business relationships with targeted customers, Key Opinion Leaders, and authorities, ensuring customer satisfaction and engagement with the company and its products to meet or exceed annual sales objectives.

• Collaborates with other functions across the organization to identify, pilot, and implement new technologies that optimize the customer and employee experience, enhance our digital capabilities, and improve the go-to-market model.

• Shares and implements best practices both within the country and across the region.

• Escalates commercial cases as appropriate and within authority levels.

• Ensures the development and implementation of the annual commercial and financial plans, monitors its results, and initiates corrective actions as needed.

Requirements:

• Proven track record of business experience and tangible results in sectors related companion animals, preferably with multi-species business exposure.

• Strong experience leading large teams.

• Established people leader with the ability to align leaders, professional peers, and subordinates across functions and markets to drive progress on strategic objectives.

• Demonstrated ability to synthesize industry and market trends into successful commercial strategies.

• Ability to convey complex ideas, prioritize business needs and objectives, and develop and implement comprehensive action plans.

• Significant experience in negotiating and closing new business and developing strategic partnerships.

• In-depth experience in effective performance management and organizational development, with a strong personal commitment to people development in a diverse and multi-talented team culture.

• Fluent in English and Portuguese; Spanish is highly desirable.

• Bachelor’s or Master’s degree in a business-related discipline.

• MBA or related courses are desirable.

Key Leadership Capabilities:

• Makes rapid, disciplined decisions – Makes decisions based on a deep understanding of revenue, expense, and profit potential.

• Acts with courage and candor – Demonstrates conviction; stakes out a position and sets an unequivocal course of action. Resolves organizational issues by making difficult decisions, ensuring the success of ALI’s strategy. Encourages and supports others to express their views, especially on tough issues. Proactively confronts problems or conflict across teams or divisions. Takes a difficult stand in the best interests of ALI, customers, and end-users.

• Demonstrates ethics and integrity – Sets policies and governance practices that ensure conformance with internal and external business/legal requirements. Makes the right decision when own principles or values are tested by external/internal pressures. Places broader organizational interests above own or team interests. Clearly models ethical behavior in both speech and actions.

• Drives results – Effectively communicates strategic priorities. Understands the difference between installing solutions and realizing business results. Encourages teams not to stop until business results are realized. Focuses on the critical metrics that drive unit/organizational performance. Demonstrates substantial business acumen, savvy, and political skill when executing strategic initiatives.

• Focuses on customers – Makes a focus on customer/stakeholder needs a cornerstone of their vision. Holds employees accountable for maintaining, and acting in accordance with, a “customer focus” mindset. Establishes long-term, strategic relationships or partnerships with key stakeholders, customers, or external organizations. Demonstrates the willingness to appropriately trade off short-term costs for long-term customer benefits and relationships. Spends personal time understanding the evolving needs of external customers.

• Builds talent – Demonstrates effective performance management: holding direct reports accountable and ensuring outcomes are followed by appropriate consequences. Champions leadership-development initiatives and practices that contribute to a strong, diverse succession pool. Demonstrates to the organization that attracting, selecting, and retaining top, diverse talent is critical to long-term business success. Inspires employees to take ownership of their own professional development.

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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:

Not Applicable

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

05/14/2025

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