Hospital / Institutional Customer Representative - North Wales, United States - Merck Sharp & Dohme

Merck Sharp & Dohme

Verified Company

North Wales, United States

3 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays a critical role in supporting our Company's customer centric business model.

He/she is responsible for working with the 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.

Territory covers St. Paul/Minneapolis, St. Cloud, Rochester and LaCrosse, WI.
The selected Sales Representative must reside within the territory.
Overnight travel may be required.

The primary activities include:

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 pullthrough
Shares learning and bestpractices 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 "inscope" 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.

Qualifications

Education Minimum Requirements:

Bachelor's Degree with 3 (36 months) or more 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).

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 our Company's 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 Headquarter operations
Ability to analyze metrics to assess progress against objectives
Hospital/Institutional Sales experience

MSJR

EBRG
Vetjobs

NOTICE FOR INTERNAL APPLICANTS

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 collabo