at Merck in Dover, Delaware, United States
The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays an important role in supporting our Company's customer centric business model. This position provides candidates with the opportunity to join our Hospital Customer Team to understand and identify Health Care Provider ( HCP ) customer needs, support pull-through activities relative to the customer strategy and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients.
+ This is a field-based sales position that is responsible for the St. Louis West, Missouri territory.
+ Additional areas of this territory also include Columbia, MO; Springfield, MO; Joplin, MO.
+ The selected candidate must reside within the territory.
+ Overnight travel is required about 25% per month.
+ Travel (%) varies based on candidate's location within the geography.
Primary Duties & Responsibilities include and may not be limited to: + Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer's needs
+ Engages in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information
+ Within select customer accounts acts as primary point of contact for customer, meet with key customers/personnel to understand practice structure, business model, key influencers Managed Care Organization ( MCO ), employers, state and local regulations)/network structure, customer needs and identifies business opportunities
+ For select customer accounts/HCPs, coordinate with customer team to develop customer strategy – outlining strategy for interactions/ relationship, solutions and potential offerings for customer
+ Partners with National Account Executives (NAEs) to maintain strong focus on Managed Care pull-through
+ Shares learning and best-practices from one customer to help other customers meet their needs
+ Demonstrates a focus on better health outcomes (beyond acquisition, considers the HCP and patient experience)
+ Provides input into resource allocation decisions across customers
+ Identifies and selects programs/services available in the library of our Company's "resources" to address customer needs
+ Works with solutions group (Headquarters – HQ) and/or Medical Account Executive ( MAE ) to develop and deliver relevant offerings that address desired customer needs
+ Maintain current understanding of practice structure, business model, key influencers/ network structure and make information available to relevant stakeholders
+ Collaborate and communicate effectively with extended "in-scope" customer team to ensure a consistent customer experience across our Company's divisions and functional areas; ensure integration with National Account Executive ( NAE ), our Company's Vaccines personnel, Health Management Services ( HMS ) Manager, Solutions Consultant, Customer Strategies and Solutions ( CSS ), Regional Medical Director ( RMD ) and other key stakeholders to share key customer learning and support customer needs
+ Outstanding in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions)
+ Influences beyond their specific geography or product area
+ Implements approved resources, programs and messages to address customer and company needs.
+ Create awareness of approved Inpatient Hospital Letters of Participation ( LOP ) with eligible and appropriate customers. To include discussing approved details of the contract.
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Qualifications: Required Qualifications: + Bachelor's degree with at least 3 years of sales experience OR a high school diploma with at least 6 years of equivalent experience, which could include professional sales, marketing, military, or healthcare/scientific field that is not sales related (pharmaceutical, biotech, or medical devices)
+ Prior experience developing new business opportunities with existing customers
+ Experience establishing new customer relationships
+ Valid Driver's license and ability to drive a vehicle
+ Reside within the assigned territory
+ Able to travel overnight 25% per month
+ Legally authorized to work in the United States
Preferred Qualifications: + Hospital/Institutional sales experience in the pharmaceutical, biotechnology, or medical device industries
+ Experience selling pharmaceuticals in the antibiotics and/or antivirals specialty
+ Experience developing and executing a plan for engaging customers and meeting customer needs
+ Understanding of Headquarter operations
+ Ability to analyze metrics to assess progress against objectives
NOTICE FOR INTERNAL APPLICANTS In accordance with Managers' Policy – Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.
If you have been offered a separation benefits package but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description ( SPD ) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.
Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID -19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID -19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID -19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission. Current Employees apply HERE (
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US and Puerto Rico Residents Only: Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here ( if you need an accommodation during the application or hiring process.
We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
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