[Hiring] Chronic Care, Sales Force Effectiveness @Merck

Role Description

The Sr. Specialist, Sales Force Effectiveness is a hands-on, execution-focused role responsible for improving customer engagement and facilitating field execution. In this role, you will:

• Translate customer insights into targeted territory actions and call plans.
• Champion adoption of field productivity tools and resources.
• Maintain KPIs and scorecards.
• Collaborate closely with the Associate Director, Chronic Care Sales Force Effectiveness, as well as Sales, Marketing, Operations, and Digital Human Health.
• Design and execute sales force effectiveness initiatives that drive measurable actions and outcomes.

Key responsibilities include:

• Territory & Call Planning:
  • Collaborate with Sales leadership to operationalize call plans and target guidance for field teams.
  • Work with Sales leadership to implement recommended changes and monitor impact.
  • Analyze field call activity and coverage metrics to identify gaps in HCP reach, call frequency, or call quality.
  • Recommend tactical adjustments based on activity and capacity analysis.
• Performance Measurement & Insights:
  • Maintain and publish field KPIs, dashboards, and scorecards; analyze trends and produce actionable recommendations for field leaders.
  • Conduct root-cause analyses on underperforming territories or segments and recommend targeted interventions.
• Field Productivity Resources and Tools Adoption:
  • Drive adoption activities, including training, onboarding, and user support.
  • Capture field feedback and translate into enhancement requests or requirements for IT/digital/operation partners.
• Pilot & Program Execution:
  • Design, run, and measure focused field effectiveness initiatives to test hypotheses and scale proven approaches.
  • Manage project plans, timelines, and deliverables for assigned field effectiveness initiatives.
• Cross Functional Coordination:
  • Partner with Sales, Marketing, Analytics, Operations, and Finance to align priorities, ensure compliance, and operationalize programs.
  • Act as the operational liaison between field teams and headquarter functions to accelerate issue resolution and deployment.
• Field Enablement:
  • Coach sales leadership and field representatives on tools, processes, and best practices; set objectives and conduct performance reviews.
• Compliance & Documentation:
  • Maintain a high level of compliance knowledge to ensure all field programs and materials comply with field policy letters, relevant regulations, company policies, and promotional codes.
  • Maintain documentation for governance and audit readiness.

If you are a proactive, detail-oriented professional who enjoys turning customer insight into practical field actions and working closely with cross-functional partners to drive measurable improvements, we’d like to hear from you.

Qualifications

• High school diploma with 4+ years of relevant professional experience (e.g., sales, marketing, military, healthcare/scientific fields such as pharmaceutical, biotech, or medical devices).
• 2+ years of experience in pharmaceutical sales, marketing, commercial operations, or a related field, either in the field or at headquarters.
• Strong analytical and problem-solving skills, with the ability to analyze, translate data and customer insights into actionable recommendations.
• Strong business acumen with a consultative, strategic approach to decision-making.
• Demonstrated ability to collaborate across functions and execute cross-functional initiatives.
• Effective communication, organization, project management, and stakeholder influence skills.
• Proficiency in Microsoft Excel and data analysis tools, with the ability to maintain KPIs and produce actionable reports.
• Practical field experience and a customer-first mindset, including territory and call planning and CRM/tool usage such as Veeva.
• Ability to work within compliance and governance standards.
• Ability to travel approximately 10% for national sales and headquarters meetings.

Requirements

• Chronic Care field sales or key account management experience.
• Experience supporting product launches, field execution initiatives, or multi-market program rollouts.
• Familiarity with sales force effectiveness, targeting, segmentation, and incentive/compensation programs.
• Exposure to advanced analytics and AI-enabled solutions to identify performance opportunities and support data-driven decision-making.
• Hands-on analytics experience, including advanced Excel skills.
• Experience managing vendors or influencing budget decisions.
• Knowledge of omnichannel and digital engagement models.
• Experience with training, change management, and field capability-building initiatives.

Benefits

• Comprehensive package of benefits including medical, dental, vision healthcare and other insurance benefits (for employee and family).
• Retirement benefits, including 401(k).
• Paid holidays, vacation, and compassionate and sick days.