Hospital / Institutional Customer Representative - Sacramento
Merck
8 hours ago
On-site
Greater Sacramento
Sales
Territory Information
- Territory covers Sacramento, Roseville, Walnut Creek, Stockton and Yuba City, CA.
- Selected Sales Representative must reside within the territory.
- Overnight travel may be required.
- Travel (%) varies based on candidate’s location within the geography.
Primary Activities Include
- Communicate about products meaningfully and relevantly; customize discussions based on customer needs.
- Engage in informed product discussions with HCP customers; know when/how to seek and provide additional information.
- For select accounts, serve as primary point of contact; meet key customers/personnel to understand practice structure, business model, MCO influencers, employers, regulations/network structure, customer needs, and identify business opportunities.
- Coordinate with the customer team to develop customer strategy (interactions/relationships, solutions, and potential offerings).
- Partner with National Account Executives (NAEs) to focus on Managed Care pull-through.
- Share learning and best practices across customers.
- Focus on better health outcomes (consider HCP and patient experience).
- Provide input into resource allocation across customers.
- Identify and select programs/services from the company resource library to address customer needs.
- Work with solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings.
- Maintain understanding of practice structure, business model, key influencers/network structure and share with stakeholders.
- Collaborate with in-scope customer team to ensure consistent customer experience and integrate with NAEs and other key stakeholders.
- Perform across competency areas (Account Management; External Market Focus; 1:1 Customer Interactions).
- Influence beyond specific geography or product area.
- Implement approved resources, programs and messages.
- Create awareness of approved Inpatient Hospital Letters of Participation (LOP), including discussing approved contract details.
Qualifications
Education Minimum Requirements
- Bachelor’s degree with 3+ years (36+ months) of sales experience OR
- High school diploma with at least 6 years of equivalent experience (e.g., professional sales, marketing, military, or healthcare/scientific field not sales-related such as pharmaceutical/biotech/medical devices).
Required
- Prior experience working in a scientific field or healthcare environment.
- Previous sales experience.
- Prior experience developing new business opportunities with existing customers.
- Experience establishing new customer relationships.
- Understanding of company products and therapeutic areas.
- Consistent performer in most competency areas.
- Valid driver’s license.
Preferred
- Prior consulting or customer service experience.
- Experience developing and executing a plan for engaging customers and meeting customer needs.
- Understanding of headquarters operations.
- Ability to analyze metrics to assess progress against objectives.
- Hospital/Institutional Sales experience.
Required Skills
- Account management, account planning, adaptability, business management/model development, business opportunities, client communication, commercial account management, customer feedback management, customer strategy, digital analytics, health outcomes, hospital sales, interpersonal relationships, lead generation, market access/analysis, pharmaceutical sales training, sales calls/metrics/pipeline management, sales presentations/process management, and sales services.
Application Instructions
- Apply through https://jobs.merck.com/us/en (or Workday Jobs Hub if a current employee). Apply by the application deadline stated on the posting.
Benefits
- Eligible for annual bonus and long-term incentive, if applicable.
- Territory covers Sacramento, Roseville, Walnut Creek, Stockton and Yuba City, CA.
- Selected Sales Representative must reside within the territory.
- Overnight travel may be required.
- Travel (%) varies based on candidate’s location within the geography.
Primary Activities Include
- Communicate about products meaningfully and relevantly; customize discussions based on customer needs.
- Engage in informed product discussions with HCP customers; know when/how to seek and provide additional information.
- For select accounts, serve as primary point of contact; meet key customers/personnel to understand practice structure, business model, MCO influencers, employers, regulations/network structure, customer needs, and identify business opportunities.
- Coordinate with the customer team to develop customer strategy (interactions/relationships, solutions, and potential offerings).
- Partner with National Account Executives (NAEs) to focus on Managed Care pull-through.
- Share learning and best practices across customers.
- Focus on better health outcomes (consider HCP and patient experience).
- Provide input into resource allocation across customers.
- Identify and select programs/services from the company resource library to address customer needs.
- Work with solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings.
- Maintain understanding of practice structure, business model, key influencers/network structure and share with stakeholders.
- Collaborate with in-scope customer team to ensure consistent customer experience and integrate with NAEs and other key stakeholders.
- Perform across competency areas (Account Management; External Market Focus; 1:1 Customer Interactions).
- Influence beyond specific geography or product area.
- Implement approved resources, programs and messages.
- Create awareness of approved Inpatient Hospital Letters of Participation (LOP), including discussing approved contract details.
Qualifications
Education Minimum Requirements
- Bachelor’s degree with 3+ years (36+ months) of sales experience OR
- High school diploma with at least 6 years of equivalent experience (e.g., professional sales, marketing, military, or healthcare/scientific field not sales-related such as pharmaceutical/biotech/medical devices).
Required
- Prior experience working in a scientific field or healthcare environment.
- Previous sales experience.
- Prior experience developing new business opportunities with existing customers.
- Experience establishing new customer relationships.
- Understanding of company products and therapeutic areas.
- Consistent performer in most competency areas.
- Valid driver’s license.
Preferred
- Prior consulting or customer service experience.
- Experience developing and executing a plan for engaging customers and meeting customer needs.
- Understanding of headquarters operations.
- Ability to analyze metrics to assess progress against objectives.
- Hospital/Institutional Sales experience.
Required Skills
- Account management, account planning, adaptability, business management/model development, business opportunities, client communication, commercial account management, customer feedback management, customer strategy, digital analytics, health outcomes, hospital sales, interpersonal relationships, lead generation, market access/analysis, pharmaceutical sales training, sales calls/metrics/pipeline management, sales presentations/process management, and sales services.
Application Instructions
- Apply through https://jobs.merck.com/us/en (or Workday Jobs Hub if a current employee). Apply by the application deadline stated on the posting.
Benefits
- Eligible for annual bonus and long-term incentive, if applicable.