Hospital / Institutional Customer Representative - Jackson, MS - Shreveport, LA

Role Summary

The Hospital / Institutional Customer Representative is a field-based role on the Hospital Customer Team responsible for understanding Health Care Provider (HCP) needs, supporting pull-through activities aligned to the customer strategy, and demonstrating value and better health outcomes to healthcare professionals and their patients. The role covers the Jackson, Mississippi – Shreveport, Louisiana territory (including Ruston and Monroe, Louisiana) and requires residency within the territory and travel as needed.

Responsibilities

• Communicates about product in a way that's meaningful and relevant to each customer; customizes discussions based on understanding of customer needs.
• Engages in informed discussions about products with HCP customers and knows when/how to seek and provide additional information.
• Acts as primary point of contact within select customer accounts; meets with key customers to understand practice structure, business model, influencers, network structure, customer needs, and opportunities.
• Coordinates with the customer team to develop account strategies outlining interactions, relationships, solutions and offerings for the customer.
• Partners with National Account Executives to maintain focus on Managed Care pull-through.
• Shares learning and best practices across customers to improve outcomes.
• Demonstrates focus on better health outcomes by considering the HCP and patient experience.
• Provides input into resource allocation decisions across customers.
• Identifies and selects programs/services from the company’s resource library to address customer needs.
• Works with solutions group and/or Medical Account Executive to deliver relevant offerings addressing customer needs.
• Maintains current understanding of practice structure and key influencers; shares information with relevant stakeholders.
• Collaborates with extended in-scope team to ensure a consistent customer experience across divisions; integrates with National Account Executives, vaccines personnel, HMS Manager, CSS, RMD and other stakeholders to support customer needs.
• Exhibits strong capabilities in account management, external market focus, and 1:1 customer interactions.
• Influences beyond their geography or product area.
• Implements approved resources, programs and messages to meet customer and company needs.
• Creates awareness of approved Inpatient Hospital Letters of Participation with eligible customers, including discussing contract details.

Qualifications

• Required: Prior experience working in a scientific field or healthcare environment
• Required: Previous sales experience
• Required: Prior experience developing new business opportunities with existing customers
• Required: Experience establishing new customer relationships
• Required: Understanding of the company’s products and therapeutic areas
• Required: Consistent performer in most competency areas
• Required: Valid driver's license
• Required: Ability to travel the amount the role requires
• Preferred: Prior consulting or customer service experience
• Preferred: Experience developing and executing a plan for engaging customers and meeting customer needs
• Preferred: Understanding of Headquarter operations
• Preferred: Ability to analyze metrics to assess progress against objectives
• Preferred: Hospital/Institutional Sales experience

Education

• Bachelor’s Degree with 3+ years of sales experience or a minimum of high school diploma with at least 6 years of equivalent experience in professional sales, marketing, military or healthcare/scientific fields that are not sales related (pharmaceutical, biotech, or medical devices).

Skills

• Account Management
• Account Planning
• Adaptability
• Business Management
• Business Model Development
• Business Opportunities
• Client Communication
• Commercial Account Management
• Customer Experience Management
• Customer Experience Strategy
• Customer Feedback Management
• Customer Needs Analysis
• Customer Strategy
• Digital Analytics
• Health Outcomes
• Hospital Sales
• Interpersonal Relationships
• Lead Generation
• Management Process
• Market Analysis
• Pharmaceutical Sales Training
• Resource Allocation
• Sales Calls
• Sales Metrics

Additional Requirements

• Travel: 25%
• Valid driver's license