Job Description
Title Business Unit Head — Companion Animals (AH Portugal)
Reports to General Manager, AH Portugal
Role summary The Business Unit Head for Companion Animals defines and executes the commercial, innovation and value-creation strategy to secure the company’s leadership in the companion animal market in Portugal. The role leads a multidisciplinary team and operates in a matrix environment with regional and global functions (RD, Manufacturing, Regulatory, Supply Chain, Finance, HR, GBO). It combines senior management responsibilities with a hands‑on approach, notably supporting the development of junior team members.
Key responsibilities
Strategy results
- Define and implement the BU’s short-, mid- and long‑term strategy.
- Ensure achievement of financial and operational targets (revenue, market share, margin), monitoring performance and executing corrective plans.
- Manage and optimise the unit budget.
Leadership people management
- Lead and develop a multidisciplinary team (marketing, medical/science, sales, key account), promoting an inclusive, performance‑oriented culture.
- Ensure alignment of objectives, provide continuous coaching, conduct performance reviews and implement career development plans.
- Implement talent management and succession practices.
- Foster effective communication with other functions across the organisation.
Key account management
- Define and operationalise the Key Account Management (KAM) strategy.
- Build KAM capabilities within the team and align local execution with the global strategy.
- Manage senior relationships with strategic customers and set governance and KPIs to measure adoption and outcomes.
Go‑to‑market customer orientation
- Coordinate go‑to‑market plans, product launches and commercial policy and campaigns in collaboration with Marketing, Regulatory, RD , Science and Operations..
- Ensure offerings meet stakeholder needs (veterinarians, pet owners, distributors and retailers).
- Monitor market trends and competitor activity to anticipate opportunities and risks.
Innovation science
- Promote innovation rooted in science and technology as a differentiator.
- Work with RD and regional/global teams to accelerate commercial adoption of innovations.
- Foster a test‑learn‑adapt culture.
Governance matrix interface
- Collaborate with Regulatory, Legal, Supply Chain, Finance, HR and GBO to ensure compliance, product availability and profitability.
- Contribute to ensure appropriate business controls, clear processes and risk management.
- Translate strategy into execution with clear priorities, status monitoring and timely escalation, safeguarding forecast credibility.
Commercial operational planning
- Set annual commercial objectives and team quotas; monitor execution and performance.
- Ensure excellence in forecasting, pipeline management and sales force efficiency.
- Own day‑to‑day commercial performance, including performance analysis and pricing.
Required experience profile
- University degree in Business, Marketing, Veterinary Medicine, Life Sciences or similar.
- Strong commercial leadership experience (pharmaceutical Health (Animal or Human), Animal Nutrition or Clinical Nutrition) with deep knowledge of the Portuguese market and dynamics.
- Proven PL ownership: setting financial targets, monitoring results and allocating resources.
- Experience in KAM and in leading sales teams with direct reports.
- Operational sales force experience: coverage planning, territory design, quota setting, rigorous forecasting, pipeline management and continuous sales effectiveness improvement.
- Experience with indirect sales models (distributors/partners) and channel optimisation.
- Proficiency in tracking and analysing sell‑in, sell‑through and sell‑out to inform decisions and corrective actions.
- Experience managing the value chain and responsibility for demand‑generation initiatives, aligning marketing, commercial excellence and sales.
- Strong results orientation, financial planning skills and risk management capability.
- Excellent communication, negotiation and influencing skills in a matrix environment.
- Innovation mindset and ability to articulate scientific/technical differentiation.
- Fluent Portuguese and good command of English.
- Availability for hybrid work (preferred Lisbon base) and travel (approx. 50% domestic and occasional international).
Behavioural competencies
- Inspirational, hands‑on leader focused on coaching, talent development and career growth.
- Results driven with operational discipline, urgency and ability to influence across levels.
- Strategic thinker able to translate vision into operational results.
- Change catalyst with strategic, entrepreneurial and innovative mindset; translates vision into execution.
- Ability to builds networks and partnerships.
- High emotional intelligence, ownership and accountability; makes sound, policy‑guided decisions.
- Em Empathetic, team‑oriented and committed to continuous development.
KPIs (examples)
- Annual sales growth (net sales).
- Market share by segment.
- Unit margin and profitability (PL).
- Launch adoption and performance (time‑to‑adoption).
- Key account retention and satisfaction.
- Sales force effectiveness: quota attainment, territory coverage, forecast accuracy, productivity per FTE.
- Channel performance: sell‑in, sell‑through and sell‑out by partner.
- Impact of demand‑generation initiatives (lead‑to‑opportunity, conversion).
- Team engagement and development.
Terms benefits
- Competitive salary and benefits in line with company policy.
- International development opportunities and participation in regional/global projects.
- Continuous training and leadership development programme.
- Hybrid working model with preference for Lisbon base; travel as required.
Final note We are seeking a leader who combines strategic vision with operational discipline — someone with commercial and marketing experience in the Portuguese market, full PL responsibility, proven ability to manage indirect channels and the value chain, drive demand generation and optimise sell‑in/sell‑through/sell‑out. The ideal candidate transforms sales teams and processes and influences stakeholders across the organisation.
Required Skills:
Account Management, Account Management, Animal Nutrition, Career Development, Clinical Dietetics, Clinical Nutrition, Commercial Policies, Communication Strategy Development, Data Analysis, Digital Marketing, Financial Advising, Financial Planning, Marketing, Market Research, Market Share Analysis, People Leadership, Pharmaceutical Industry, Pharmaceutical Market, Pricing Strategies, Product Management, Results-Oriented, Risk Management, Sales Forecasting, Strategic Planning, Strategic Thinking {+ 2 more}
Preferred Skills:
Current Employees applyHERE
Current Contingent Workers applyHERE
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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:
08/19/2026*A job posting is effective until 11:59:59PM on the dayBEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the dayBEFORE the job posting end date.
Requisition ID: R396411
