HIV Customer Representative - Sacramento, CA
Merck
5 hours ago
On-site
Stockton, CA
Sales
Territory Information
- Field-based sales position covering the Sacramento, California territory, including Reno, Carson City, Stockton, Lake Tahoe, and Oreoville.
- Ideal to reside within the territory or within reasonable commuting distance.
- Travel varies based on candidate location.
Primary Responsibilities
- Communicate product information meaningfully and tailor discussions based on individual customer needs.
- Engage in informed product discussions with HCPs; know when/how to seek and provide additional information.
- Serve as primary point of contact for select accounts; meet key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and business opportunities.
- Coordinate with the customer team to develop customer strategies (interactions/relationships, solutions, and potential offerings).
- Share learnings and best practices across customers.
- Focus on better health outcomes (HCP and patient experience).
- Provide input into resource allocation decisions and select programs/services from the company’s resources library.
- Maintain understanding of practice structure, business model, and network/influencers; make information available to relevant stakeholders.
- Influence beyond specific geography/product area; embrace and maximize new technologies/channels; uphold ethics, integrity, and compliance with applicable laws/policies/regulations.
HIV Specific
- Execute the sales process; position HIV products versus competition using appropriate patient focus and supportive approved resources.
- Stay ahead of market trends; assess impacts; make proactive recommendations; demonstrate innovation/resilience.
- Ask strategic, insightful questions about healthcare needs; use insights to position products and collaborate on customized business strategy.
- Identify customer/market segments and local industry conditions (including Specialty Pharmacy distribution channels/challenges).
- Manage the total Virology portfolio through prioritization and plan execution using segmentation, targeting, and business analysis.
- Understand complexities of the HIV payer environment and stakeholder roles in access to the portfolio.
- Develop and execute account plans using account needs/inter-dependencies; collaborate with Virology Account Team (CLs, CTLs, Managed Care, Marketing) on long-term plans and customer-centric solutions.
- Maximize multi-channel opportunities/technology; collaborate with cross-functional stakeholders for customer interactions and territory management.
- Build/manage relationships with difficult-to-access customers in a “no sample” environment; operate with a “business owner mindset” in changing cycles and flexible matrix configurations.
Position Qualifications
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 experience not sales-related such as pharmaceutical/biotech/medical devices).
- Valid driver’s license.
- Willing to travel within the assigned territory for in-person visits and national meetings/conferences.
Preferred Experience and Skills
- 2+ years account management or sales experience with Infectious Disease customers (preferred HIV product and/or launch experience).
- Specialty sales experience across multiple specialty markets (preferred launch experience); experience in pharma/biotech/medical device sales.
- Demonstrated experience developing/executing customer engagement plans; success building/maintaining relationships.
- Experience in highly regulated environments with critical compliance to laws/policies.
- Account experience in complex hospital systems and teaching/community hospitals.
- Ability to identify account inter-dependencies and build partnerships with key stakeholders/departments.
- Experience with complex payer environments (especially pharmacy stakeholders).
- Ability to build advocates with scientific thought leaders; trusted representative with disease-state customers.
- Experience developing relationships in challenging “no sampling” environments.
- High business acumen and account management skills; current relationships with key opinion leaders (preferred).
- Leadership, planning/organization, self-motivation, ability to learn and convey complex information; understanding the value of approaching responsibilities.
Required Skills
- Account planning; business analysis; business opportunities; client communication; customer engagement and feedback management; customer segmentation and strategy; health outcomes; interpersonal relationships; lead generation; market analysis and trends; pharmaceutical sales training; product information and portfolio management; sales calls/metrics/presentations/process management/services; sales territory management; Virology.
Application Instructions
- Apply at https://jobs.merck.com/us/en (application deadline is stated on the posting).
- Field-based sales position covering the Sacramento, California territory, including Reno, Carson City, Stockton, Lake Tahoe, and Oreoville.
- Ideal to reside within the territory or within reasonable commuting distance.
- Travel varies based on candidate location.
Primary Responsibilities
- Communicate product information meaningfully and tailor discussions based on individual customer needs.
- Engage in informed product discussions with HCPs; know when/how to seek and provide additional information.
- Serve as primary point of contact for select accounts; meet key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and business opportunities.
- Coordinate with the customer team to develop customer strategies (interactions/relationships, solutions, and potential offerings).
- Share learnings and best practices across customers.
- Focus on better health outcomes (HCP and patient experience).
- Provide input into resource allocation decisions and select programs/services from the company’s resources library.
- Maintain understanding of practice structure, business model, and network/influencers; make information available to relevant stakeholders.
- Influence beyond specific geography/product area; embrace and maximize new technologies/channels; uphold ethics, integrity, and compliance with applicable laws/policies/regulations.
HIV Specific
- Execute the sales process; position HIV products versus competition using appropriate patient focus and supportive approved resources.
- Stay ahead of market trends; assess impacts; make proactive recommendations; demonstrate innovation/resilience.
- Ask strategic, insightful questions about healthcare needs; use insights to position products and collaborate on customized business strategy.
- Identify customer/market segments and local industry conditions (including Specialty Pharmacy distribution channels/challenges).
- Manage the total Virology portfolio through prioritization and plan execution using segmentation, targeting, and business analysis.
- Understand complexities of the HIV payer environment and stakeholder roles in access to the portfolio.
- Develop and execute account plans using account needs/inter-dependencies; collaborate with Virology Account Team (CLs, CTLs, Managed Care, Marketing) on long-term plans and customer-centric solutions.
- Maximize multi-channel opportunities/technology; collaborate with cross-functional stakeholders for customer interactions and territory management.
- Build/manage relationships with difficult-to-access customers in a “no sample” environment; operate with a “business owner mindset” in changing cycles and flexible matrix configurations.
Position Qualifications
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 experience not sales-related such as pharmaceutical/biotech/medical devices).
- Valid driver’s license.
- Willing to travel within the assigned territory for in-person visits and national meetings/conferences.
Preferred Experience and Skills
- 2+ years account management or sales experience with Infectious Disease customers (preferred HIV product and/or launch experience).
- Specialty sales experience across multiple specialty markets (preferred launch experience); experience in pharma/biotech/medical device sales.
- Demonstrated experience developing/executing customer engagement plans; success building/maintaining relationships.
- Experience in highly regulated environments with critical compliance to laws/policies.
- Account experience in complex hospital systems and teaching/community hospitals.
- Ability to identify account inter-dependencies and build partnerships with key stakeholders/departments.
- Experience with complex payer environments (especially pharmacy stakeholders).
- Ability to build advocates with scientific thought leaders; trusted representative with disease-state customers.
- Experience developing relationships in challenging “no sampling” environments.
- High business acumen and account management skills; current relationships with key opinion leaders (preferred).
- Leadership, planning/organization, self-motivation, ability to learn and convey complex information; understanding the value of approaching responsibilities.
Required Skills
- Account planning; business analysis; business opportunities; client communication; customer engagement and feedback management; customer segmentation and strategy; health outcomes; interpersonal relationships; lead generation; market analysis and trends; pharmaceutical sales training; product information and portfolio management; sales calls/metrics/presentations/process management/services; sales territory management; Virology.
Application Instructions
- Apply at https://jobs.merck.com/us/en (application deadline is stated on the posting).