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Merck · 22 hours ago

HIV Customer Representative - San Jose, CA

San Jose, CA

Full-time

Hybrid

Entry, Mid Level

$104K/yr - $164K/yr

2+ years exp

Merck is a leading company in the healthcare industry, and they are seeking an HIV Customer Representative to support their customer-centric business model. This role involves engaging with healthcare professionals to understand their needs and provide relevant product information, while also managing customer relationships and driving business opportunities.

BiotechnologyHealth CareMedicalPharmaceutical

Comp. & Benefits

No H1B

Responsibilities

Communicates product information 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, meets with key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH)/network structure, customer needs and identifies business opportunities

For select customer accounts/HCPs, coordinates with customer team to develop customer strategy – outlining strategy for interactions/ relationship, solutions and potential offerings for customer

Shares learnings and best practices from one customer to help other customers meet their needs

Demonstrates a focus on better health outcomes (considers the HCP & patient experience)

Provides input into resource allocation decisions across customers

Identifies and selects programs/services available in the library of our "resources" to address customer needs

Maintains current understanding of practice structure, business model, key influencers/ network structure and makes information available to relevant stakeholders

Influences beyond their specific geography or product area

Embraces and maximizes new technological capabilities and channels to engage customers

Engages in all job responsibilities and activities with the highest standards of ethics and integrity, with particular emphasis on compliance with all relevant laws, policies and regulation

Demonstrates the ability to execute at each stage of the sales process

Creates a compelling and logical rationale in positioning our Company's HIV products versus the competition by focusing on appropriate patient types and use of supportive approved resources

Demonstrates the ability to stay ahead of market trends, assesses impact of dynamics on current business state and makes proactive recommendations to meet the future needs of the business

Demonstrates innovation, resilience and is able to adapt to ambiguous/evolving business environments

Demonstrates advanced ability to ask strategic, insightful questions to obtain information on customer healthcare needs

Uses the insights to position HIV products and collaborates with customers on focused and customized business strategy

Demonstrates the ability to identify customer/market segments and industry conditions in local market

Special emphasis on Specialty Pharmacy to leverage business opportunities and understanding of HIV products distribution channels/challenges

Demonstrates the ability to drive results by appropriately managing the total Virology product portfolio by prioritizing individual opportunities and plan execution through customer segmentation, targeting and business analysis

Articulates the complexities of the HIV payer environment, recognizing the role each stakeholder plays in the ability to access our company's Virology product portfolio

Demonstrates the ability to apply understanding of account needs and inter-dependencies in order to develop and execute account plans

Collaborates and models teamwork with extended members of the Virology Account Team (CLs, CTLs, Managed Care, Marketing) in the development of long-term account plans and customer centric solutions to improve value for both customers and patients

Demonstrates the ability to embrace and maximize current and future technological capabilities and multi-channel opportunities to engage customers

Demonstrates high-level collaboration skills to optimally maximize customer interactions and territory management with cross-functional Virology and non-Virology stakeholders such as Community Liaisons, IDS executives, fellow District members etc

Demonstrates the ability to forge and manage business relationships with difficult to access customers in a “no sample” environment

Demonstrates ability to function effectively and employ a “business owner mindset” during business cycles undergoing a high degree of change, including flexing across customer segments, product portfolios, and working in flexible matrix configurations

Demonstrates high-level compliance with all Company policies and procedures

Qualification

Account ManagementSales ExperienceInfectious Disease KnowledgeCustomer StrategyBusiness AnalysisPharmaceutical SalesClient CommunicationInterpersonal RelationshipsPlanningOrganizationAdaptabilityLeadership

Required

Bachelor's Degree with at least 2 years Sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience which could include professional sales, experience in marketing, military or healthcare/scientific field that is not sales related (pharmaceutical, biotech, or medical devices)

Valid Driver's license

Willing to travel within the assigned territory to visit customers in-person and for national sales meetings/conferences

Preferred

Minimum of two (2) years working in one or more of the following areas: account management or sales experience working with Infectious Disease customers, with a preference for HIV product experience and/or launch experience

Preference for specialty sales experience across multiple specialty markets with a preference for launch experience

Experience in pharma, biotech or medical device sales

Demonstrated experience developing and executing plans for engaging customers and meeting customer needs

Demonstrated success in establishing, developing and maintaining relationships

Prior experience working in a highly regulated industry or environment where compliance to laws and policies is critical

Account experience working in complex hospital systems, teaching Institutions and community hospitals

Demonstrated skill set to identify account inter-dependencies and build partnerships with key stakeholders/departments

Experience with complex payer environments, recognizing the role each stakeholder plays in the ability to access the product portfolio, especially pharmacy stakeholders

Current disease state customers acknowledge individual as a trusted and reliable representative

Experience interacting with scientific thought leaders and developing advocates across an adoption continuum

Demonstrated ability to develop customer relationships in a challenging-to-access or “no sampling” environment

High level of business acumen and account management skills

Current relationships with key opinion leaders within designated account preferred

Leadership, planning and organization, self-motivation and initiative, ability to learn, understand and convey complex information

Understanding of the value and importance of approaching job responsibilities with ethics and integrity and working in a highly compliant environment