HIV Customer Representative - Sacramento, CA
Merck
5 hours ago
On-site
Greater Sacramento
Sales
Territory (Field-Based Sales)
- Cover Sacramento, California territory, including Reno, Carson City, Stockton, Lake Tahoe, and Oroville.
- Ideal residence: within the territory or a reasonable commuting distance.
- Travel varies based on location within the geography.
Primary Responsibilities
- Communicate product information meaningfully and relevantly; customize discussions based on customer needs.
- Conduct informed discussions with HCPs, knowing when/how to seek and provide additional information.
- For select accounts, serve as primary point of contact; meet with key personnel to understand practice structure, business model, key influencers/network structure, customer needs, and identify business opportunities.
- Coordinate with customer team to develop customer strategy (interactions/relationships, solutions, potential offerings).
- Share learnings and best practices across customers.
- Focus on better health outcomes (HCP and patient experience).
- Provide input into resource allocation decisions across customers.
- Identify/select programs and services from available resources to address customer needs.
- Maintain understanding of practice structure/business model/key influencers/network and share with relevant stakeholders.
- Influence beyond specific geography/product area.
- Embrace and maximize new technologies and channels to engage customers.
- Perform all activities with ethics/integrity and comply with relevant laws, policies, and regulations.
HIV Specific / Sales Process Execution
- Execute across all stages of the sales process; position HIV products vs. competition using appropriate patient focus and supportive approved resources.
- Stay ahead of market trends; assess business impact and make proactive recommendations in evolving environments.
- Ask strategic questions to uncover customer healthcare needs; use insights to position products and collaborate on customized business strategy.
- Identify customer/market segments and local industry conditions (including Specialty Pharmacy opportunities and distribution channel challenges).
- Manage the total Virology product portfolio through segmentation, targeting, and business analysis.
- Understand and articulate the HIV payer environment and stakeholder roles for product access.
- Develop and execute account plans; collaborate with extended Virology Account Team (CLs, CTLs, Managed Care, Marketing) on long-term plans and customer-centric solutions.
- Use current/future technologies and multi-channel opportunities to engage customers.
- Partner with cross-functional stakeholders (e.g., Community Liaisons, IDS executives, District members) to maximize interactions and territory management.
- Build relationships in “no sample” environments.
- Operate with a “business owner mindset” during high-change cycles; flex across segments/product portfolios in matrix settings.
Minimum Requirements
- Bachelor’s degree with at least 2 years sales experience OR high school diploma with at least 6 years equivalent experience (e.g., professional sales, marketing, military, or healthcare/scientific field such as pharma/biotech/medical devices).
- Valid driver’s license.
- Willing to travel within the assigned territory for in-person customer visits and national meetings/conferences.
Preferred Experience and Skills
- 2+ years in account management or sales with Infectious Disease customers; preference for HIV product experience and/or launch experience.
- Specialty sales across multiple specialty markets (preference for launch experience).
- Pharma/biotech/medical device sales experience.
- Demonstrated experience developing/executing customer engagement plans.
- Demonstrated relationship-building success.
- Experience in highly regulated environments where compliance is critical.
- Account experience with complex hospital systems (teaching institutions and community hospitals).
- Ability to identify account inter-dependencies and build stakeholder partnerships.
- Experience with complex payer environments, including pharmacy stakeholders.
- Trusted/reliable representative with disease-state customers.
- Experience with scientific thought leaders and developing advocates across an adoption continuum.
- Ability to develop relationships in challenging “no sampling” environments.
- Strong business acumen and account management; current relationships with key opinion leaders preferred.
- Leadership, planning/organization, self-motivation, ability to learn and convey complex information.
Required Skills
Account planning, business analysis, business opportunities, client communication, customer engagement, customer feedback management, customer segmentation, customer strategy, health outcomes, interpersonal relationships, lead generation, market analysis, market trends, pharmaceutical sales training, product information, product portfolio management, sales calls, sales metrics, sales presentations, sales process management, sales services, sales territory management, Virology.
Required/Preferred Application Instructions (from posting)
- Apply via https://jobs.merck.com/us/en (or Workday Jobs Hub for current employees). Application deadline is listed on the posting.
Benefits / Compensation (explicitly stated)
- Eligible for annual bonus and long-term incentive, if applicable.
- Comprehensive benefits include medical, dental, vision, retirement (401(k)), paid holidays, vacation, and compassionate and sick days.
- Cover Sacramento, California territory, including Reno, Carson City, Stockton, Lake Tahoe, and Oroville.
- Ideal residence: within the territory or a reasonable commuting distance.
- Travel varies based on location within the geography.
Primary Responsibilities
- Communicate product information meaningfully and relevantly; customize discussions based on customer needs.
- Conduct informed discussions with HCPs, knowing when/how to seek and provide additional information.
- For select accounts, serve as primary point of contact; meet with key personnel to understand practice structure, business model, key influencers/network structure, customer needs, and identify business opportunities.
- Coordinate with customer team to develop customer strategy (interactions/relationships, solutions, potential offerings).
- Share learnings and best practices across customers.
- Focus on better health outcomes (HCP and patient experience).
- Provide input into resource allocation decisions across customers.
- Identify/select programs and services from available resources to address customer needs.
- Maintain understanding of practice structure/business model/key influencers/network and share with relevant stakeholders.
- Influence beyond specific geography/product area.
- Embrace and maximize new technologies and channels to engage customers.
- Perform all activities with ethics/integrity and comply with relevant laws, policies, and regulations.
HIV Specific / Sales Process Execution
- Execute across all stages of the sales process; position HIV products vs. competition using appropriate patient focus and supportive approved resources.
- Stay ahead of market trends; assess business impact and make proactive recommendations in evolving environments.
- Ask strategic questions to uncover customer healthcare needs; use insights to position products and collaborate on customized business strategy.
- Identify customer/market segments and local industry conditions (including Specialty Pharmacy opportunities and distribution channel challenges).
- Manage the total Virology product portfolio through segmentation, targeting, and business analysis.
- Understand and articulate the HIV payer environment and stakeholder roles for product access.
- Develop and execute account plans; collaborate with extended Virology Account Team (CLs, CTLs, Managed Care, Marketing) on long-term plans and customer-centric solutions.
- Use current/future technologies and multi-channel opportunities to engage customers.
- Partner with cross-functional stakeholders (e.g., Community Liaisons, IDS executives, District members) to maximize interactions and territory management.
- Build relationships in “no sample” environments.
- Operate with a “business owner mindset” during high-change cycles; flex across segments/product portfolios in matrix settings.
Minimum Requirements
- Bachelor’s degree with at least 2 years sales experience OR high school diploma with at least 6 years equivalent experience (e.g., professional sales, marketing, military, or healthcare/scientific field such as pharma/biotech/medical devices).
- Valid driver’s license.
- Willing to travel within the assigned territory for in-person customer visits and national meetings/conferences.
Preferred Experience and Skills
- 2+ years in account management or sales with Infectious Disease customers; preference for HIV product experience and/or launch experience.
- Specialty sales across multiple specialty markets (preference for launch experience).
- Pharma/biotech/medical device sales experience.
- Demonstrated experience developing/executing customer engagement plans.
- Demonstrated relationship-building success.
- Experience in highly regulated environments where compliance is critical.
- Account experience with complex hospital systems (teaching institutions and community hospitals).
- Ability to identify account inter-dependencies and build stakeholder partnerships.
- Experience with complex payer environments, including pharmacy stakeholders.
- Trusted/reliable representative with disease-state customers.
- Experience with scientific thought leaders and developing advocates across an adoption continuum.
- Ability to develop relationships in challenging “no sampling” environments.
- Strong business acumen and account management; current relationships with key opinion leaders preferred.
- Leadership, planning/organization, self-motivation, ability to learn and convey complex information.
Required Skills
Account planning, business analysis, business opportunities, client communication, customer engagement, customer feedback management, customer segmentation, customer strategy, health outcomes, interpersonal relationships, lead generation, market analysis, market trends, pharmaceutical sales training, product information, product portfolio management, sales calls, sales metrics, sales presentations, sales process management, sales services, sales territory management, Virology.
Required/Preferred Application Instructions (from posting)
- Apply via https://jobs.merck.com/us/en (or Workday Jobs Hub for current employees). Application deadline is listed on the posting.
Benefits / Compensation (explicitly stated)
- Eligible for annual bonus and long-term incentive, if applicable.
- Comprehensive benefits include medical, dental, vision, retirement (401(k)), paid holidays, vacation, and compassionate and sick days.