Customer Representative, Telesales GHH

Merck; United States; Hybrid; USD 71,900 - 113,200; Full time

Job summary

Merck is seeking a Pharmacy Vaccine Account Representative on a hybrid schedule to support vaccine programs across pharmacy, medical groups and physician offices. You will engage customers, align products, and drive pull-through activities within the vaccines portfolio to improve public health outcomes.

This role travels up to 50% and requires strong account management, collaboration with field sales, and the ability to translate clinical information into actionable plans for healthcare

Qualifications

• Diploma with 3+ years sales experience or high school diploma with at least 6 years of equivalent experience.
• Ability to work both independently and within a team environment.
• Strong organizational and time management skills.
• Excellent interpersonal and communication skills.

Responsibilities

• Manage accounts and contracting to optimize vaccine program outcomes.
• Demonstrate value and influence through trusted customer engagements.
• Segment and prioritize customer groups to allocate resources effectively.

Skills

Account Management

Customer Engagement

Sales Strategy

CRM Proficiency

Relationship Building

Territory Planning

Education

Diploma +3 yrs sales

High school +6 yrs exp

Job description

Remote

Job Description

Our Hybrid Sales team supports our customers by providing clinical information about products, educational information, clinical training programs, and resources. We support healthcare providers and healthcare systems in meeting the healthcare goals of the patients in their communities.

The Pharmacy Vaccine Account Representative position (PVAR) is a member of the Vaccine Account Team and plays a critical role in supporting the Company's Vaccines customer engagement model. The PVAR is responsible for engaging with assigned customers (i.e., pharmacy, medical groups, physician offices) in a way that supports the local market focus on population health and centers on the highest potential business opportunities with these customers that will improve our impact on public health. They will work with the local market team to understand and identify customer needs, proactively align products and services, support pull-through activities relative to integrated strategies, and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients. The PVAR is responsible for ensuring all activities adhere to the spirit and letter of all Company Policies and US Laws and Regulations.

The PVAR reports to the Customer Team Leader (CTL), Vaccine Customer Center, and works in close collaboration with broader Vaccine Field Sales team.

This position is a hybrid sales position with ~50% of the engagements with HCPs occurring remotely and ~50% requiring travel for the purpose of live customer engagements, exhibits, internal/external company meetings and relevant vaccine business activities.

Typical hours of operation are 8AM - 5PM EST, Monday - Friday, adjusting hours aligned to the geographical time zone based on residence. Our Team provides vaccine information and support to customers across time zones, as a result job hours vary depending on territory assignments.

Territory Information:

This territory includes but is not limited to: Must reside near a major airport in Colorado (Denver), Utah (Salt Lake City) Texas (DFW)

Travel % will vary depending on candidate's location in the territory, up to 50% of the time.

Primary Responsibilities:

Account Management & Contracting

• Understand multiple interdependencies within an account, consider customer healthcare goals and needs, and maximize account performance by building long-term relationships through collaborative business planning processes and approaches. This includes conducting customer business reviews with appropriate stakeholders discussing the financial impact of contracts and progress/ results of targeted vaccine programs and previously identified opportunities to improve customer benefits.
• Maintain complete knowledge and understanding of our company’s contract terms and conditions. Apply knowledge of contracts and historical ordering patterns to optimize vaccine purchases for customers and appropriate inventory in support of office protocols, vaccination goals, and seasonality in patient origination.
• Establish and track account performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.
• Apply knowledge of full portfolio of our company’s vaccines, competitive brands, immunization recommendations and protocols to support the integration of a standard of care and the development and establishment of vaccination protocols.
• Manage customer supply, product transition, and back‑order challenges and communications.

Sales Acumen

• Build trust with customers and demonstrate value in selling situations to deliver high‑quality engagements or interactions that deliver products/solutions with the common goal of improving health outcomes in pediatric, adolescent, and adult populations and across multiple customer segments. Work cross‑functionally with each Field Sales counterpart to provide support and resources that assist customers in achieving health outcomes.
• Collaborate with customers through solid relationship management skills and leverage customer insights to provide appropriate information and solutions.
• Change customer behaviors by understanding beliefs and experiences and providing appropriate insight that creates a different experience.
• Create a compelling and logical rationale for the value of Company Vaccines (clinical) and Commercial Offers in support of patient health & wellness.
• Ask strategic, insightful questions to obtain information on customer healthcare needs, use the insights to position Company vaccines and commercial offers.

Customer Segmentation & Targeting

• Divide assigned customer population into groups of individuals who share similar characteristics and buying behaviors, and apply this information to focus on groups effectively, allocate promotional resources, and drive execution of commercial plans.
• Evaluate and prioritize business across assigned customer segments.
• Apply customer insights to effectively and differentially allocate marketing and field resources that drive execution of sales and marketing plans.
• Communicate our Company’s Vaccine clinical information and Commercial Offers in a way that is meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer’s needs.

Position Qualifications:

Education:

Diploma 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 Skills:

• Demonstrated aptitude to excel in current or previous educational or professional roles.
• Ability to work both independently and within a team environment.
• Strong organizational and time management skills
• Excellent interpersonal and communication skills

Preferred Skills/Experience:

• Ability to convey technical concepts accurately and clearly.
• Prior experience working in a technical/scientific field or healthcare environment.
• Previous sales, account management, consultative, or customer service experience
• Experience developing and executing a plan for engaging customers and meeting customer needs.
• Understanding of Marketing/Sales &/or Marketing/Sales Support Functions/Operations
• Ability to analyze metrics to assess progress against objectives.
• Vaccines experience
• Retail Pharmacy sales experience

#MSJR

Required Skills:

• Account Management
• Account Management
• Business Opportunities
• Customer Due Diligence (CDD)
• Customer Engagement
• Customer Management
• Customer Relationship Management (CRM)
• Customer Segmentation
• Health Outcomes
• Interpersonal Communication
• Lead Generation
• Lead Generation Management
• Market Analysis
• Medical Devices
• Meeting Organization
• Order Processing
• Outbound Telemarketing
• Product Knowledge
• Public Health
• Qualifying Leads
• Sales Campaigns
• Sales Documentations
• Sales Forecasting
• Sales Presentations
• Sales Reporting {+ 2 more}

We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

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The salary range for this role is $71,900.00 - $113,200.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.