[Hiring] HIV Customer Representative @MSD

Role Description

The HIV Customer Representative is a key member of the Customer Team and plays a critical role in supporting our Company's customer centric business model. This position is responsible for working with the Customer Team to understand and identify customer needs, supporting pull-through activities relative to the customer strategy, keeping with our Company's values and standards as governed by our policies and ensuring that our Company is viewed as demonstrating better health outcomes to healthcare professionals and their patients. The HIV Customer Representative demonstrates professionalism and leadership by modeling the required knowledge for successful execution of all Field Sales competencies.

This is a field-based sales position that is responsible for covering Las Vegas territory. This role also includes and is not limited to Las Vegas. The ideal location to reside is within this territory or within a reasonable commuting distance to those workload centers. Travel (%) varies based on candidate’s location within the geography.

Primary 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.
• Acts as primary point of contact for select customer accounts, meeting with key customers/personnel to understand practice structure, business model, key influencers, customer needs, and identifying business opportunities.
• Coordinates with customer team to develop customer strategy for select customer accounts/HCPs.
• 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 regulations.

HIV Specific Responsibilities

• Demonstrates the ability to execute at each stage of the sales process, creating a compelling rationale in positioning our Company's HIV products versus the competition.
• Stays ahead of market trends, assesses impact of dynamics on current business state, and makes proactive recommendations.
• Asks strategic, insightful questions to obtain information on customer healthcare needs and uses insights to position HIV products.
• Identifies customer/market segments and industry conditions in local market, with emphasis on Specialty Pharmacy.
• Drives results by managing the total Virology product portfolio through customer segmentation, targeting, and business analysis.
• Articulates the complexities of the HIV payer environment and recognizes the role each stakeholder plays.
• Develops and executes account plans in collaboration with extended members of the Virology Account Team.
• Maximizes customer interactions and territory management with cross-functional stakeholders.
• Forces and manages business relationships with difficult-to-access customers in a “no sample” environment.
• Functions effectively during business cycles undergoing a high degree of change.
• Maintains high-level compliance with all Company policies and procedures.

Qualifications

• Bachelor’s Degree with at least 2 years Sales experience OR Minimum of high school diploma with at least 6 years of equivalent experience.
• Valid Driver’s license.
• Willing to travel within the assigned territory to visit customers in-person and for national sales meetings/conferences.

Preferred Experience and Skills

• Minimum of two (2) years working in account management or sales experience with Infectious Disease customers, preferably HIV product experience.
• Preference for specialty sales experience across multiple specialty markets.
• Experience in pharma, biotech, or medical device sales.
• Demonstrated experience developing and executing plans for engaging customers.
• Prior experience in a highly regulated industry.
• Account experience in complex hospital systems, teaching institutions, and community hospitals.
• Experience with complex payer environments.
• Current disease state customers acknowledge individual as a trusted representative.
• Experience interacting with scientific thought leaders.
• High level of business acumen and account management skills.
• Current relationships with key opinion leaders within designated account preferred.

Required Skills

• HIV Prevention
• Hospital Sales
• Pharmaceutical Sales Training
• Sales Calls
• Sales Metrics
• Sales Presentations
• Sales Process Management
• Sales Territory Management
• Sales Training
• Strategic Alliances

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.