Job Description

Sales Operations Manager

• Join a leading, global animal health organisation
• Job location: Macquarie Park, NSW

About the Role:

The Sales Operations Manager plays a critical role in supporting the Sales & Key Account Management team by implementing and executing strategies developed at a national business unit level. This position is essential for promoting growth across the companion animal business unit, particularly with key accounts that are critical to the success of BU performance. The Sales Operations Manager collaborates closely with the CRM Success Manager and actively participates in the CRM Community of Practice, ANZ, to ensure effective CRM utilisation and alignment with sales strategies. This collaboration fosters best practice sharing, alignment across teams, and collaborative decision-making, enhancing overall operational effectiveness. The Sales Operations Manager sits within the Animal Health Sales organization and reports to the National Sales & Key Accounts Lead ANZ, Companion Animal Business Unit.

What You Will Do

Primary activities include, but are not limited to:

Sales Team Enablement for Execution Excellence and Launch Success

• Develop launch excellence frameworks with clear execution key gates, customer engagement plans, and activation plans.
• Create sales processes, tools, and materials to enable the sales team to execute go-to-market (GTM) strategies, referencing the global framework for the selling skills program (eg. Aslan - Other-Centered Selling).
• Define KPIs and tracking mechanisms to measure sell-in/sell-out and other key metrics for product launch success.
• Drive cross-functional collaboration with marketing, technical services, and other functions to ensure seamless launches.
• Equip the sales team with CRM tools (MAXX) and data-driven insights to enhance customer engagement and targeting.
• Streamline sales processes and reporting efficiencies, reducing administrative burden for the field team.
• Develop selling tools, key selling messages, sales performance management, and digital enablement.
• Develop Dynamic Attributes and Kynetic Mapping to align with Business Unit Strategic Must Wins.
• Set and deliver sales planning and execution SOP.
• Compliance-KPI, proof of performance based on regular monthly meetings with Leads for compliance and adherence to their KPIs (Call Notes, SFE Metrics, AH100 etc.).

Sales Force Excellence (SFE) Drive

• Create sales processes, tools, and materials to enable the sales team to execute go-to-market (GTM) strategies, referencing the global framework for the selling skills program
• Develop territory and customer segmentation models to ensure effective resource allocation.
• Lead the adoption of CRM and digital tools to optimise customer engagement and sales efficiency, including training new users and reinforcement training as required.

CRM Administration and Cycle Preparation

• Manage CRM administration tasks, including price maintenance, customer maintenance, DAF process, merging customers, and managing suspect customer matches.
• Prepare cycle plans, territory changes, MCM campaigns, key selling messages, surveys, and cycle activity reports and dashboards, ensuring alignment with the sales process.

Data Analysis and Sales Reporting

• Build and maintain BU-specific reports and dashboards to address gaps in existing ANZ dashboards, ensuring they support senior leadership and key account reporting needs.
• Collaborate with the Customer Effectiveness (CE) team on enhancements, troubleshooting, and the dashboard roadmap of centrally managed dashboards.
• Lead sales trend analysis to identify growth opportunities and optimize commercial strategy.
• Monitor territory performance tracking models to enable precise decision-making.

Support Management

• Provide Tier 1 CRM (MAXX) support to address initial user inquiries and issues.

Event Planning and Management

• Plan and coordinate by engaging with marketing when required for key account/wholesaler events and customer events.

Corporate Agreements

• Provide support to Key Account Managers around key rebate, discount, and invoicing policies, working with the Customer Effectiveness team to review, track, and record.

Market Dynamics and Competitor Activities

• Maintain and report on market trends, competitor activities, and other market information.

What You Must Have

• Minimum 5 years of work experience in related markets or industries.
• High level of attention to detail and sales proficiency.
• Excellent organizational and project management skills, with the ability to work independently and collaboratively.
• Proficient in Microsoft Office (Excel, PowerPoint, Teams, Word).
• Excellent communication skills with internal stakeholders.
• Strategic thinking abilities with medium to long-term goals clearly identified.
• Strong analytical and problem-solving skills.
• Capacity to act as a team member and leader, even in physical isolation from staff and colleagues.
• Ability to work well with other departments, demonstrating collaboration and inclusive behaviors.
• Ability to work under pressure to meet deadlines and follow corporate policies and processes.

What You Can Expect

• A great culture the benefits of working flexibly.
• Opportunity to make an impact in the promotion and growth of our Companion Animal Business Unit
• Be part of a company that thinks differently to solve problems, make progress and deliver meaningful innovations and solutions.
• Exposure to a variety of brands and opportunities for career growth.

We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse 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 diverse workplace.

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:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Required Skills:

Account Management, Account Management, Business Decisions, Business Reviews, Channel Design, Client Liaison, Commercial Strategies, Corrective Action Management, Cross-Functional Teamwork, Customer Engagement, Customer Experience Management, Customer Relationship Management (CRM), Customer Service Management, Detail-Oriented, Group Decision Making, Interdisciplinary Collaboration, Legal Compliance, Management Process, Market Trends, Microsoft Office, Microsoft PowerPoint, Project Management, Reporting Requirements, Resource Allocation, Sales Management {+ 4 more}

 Preferred Skills:

Job Posting End Date:

06/10/2025

*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.