Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems meet the goals of the patients in their communities.
The Executive Institutional 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.
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 Health Care Provider 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/Health Care Provider's, 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 pull-through
Shares learning and best-practices from one customer to help other customers meet their needs
Demonstrates a focus on better health outcomes (beyond acquisition, considers the Health Care Provider and patient experience)
Provides input into resource allocation decisions across customers
Identifies and selects programs/services available in the library of our Company "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 "in-scope" customer team to ensure a consistent customer experience across our Company's divisions and functional areas; ensure integration with National Account Executive (NAE), Company 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
Territory covers: Santa Monica, CA
The ideal location to reside is in the territory or surrounding area.
This position may require 10% regular overnight travel.
This position reports to Customer Team Leader (CTL) – Tim Sullivan
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 ofour Company's products and therapeutic areas
Consistent performer in most competency areas
Valid Driver's license
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
Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide
Who we are …
Merck & Co., Inc., Kenilworth, New Jersey, USA is known as “Merck” in the United States, Canada & Puerto Rico. We are known as “MSD” in Europe, Middle East, Africa, Latin America & Asia Pacific. We are a global biopharmaceutical leader with a diverse portfolio of prescription medicines, oncology, vaccines and animal health products.
We are driven by our purpose to develop and deliver innovative products that save and improve lives. With 69,000 employees operating in more than 140 countries, we offer state of the art laboratories, plants and offices that are designed to Inspire our employees as we learn, develop and grow in our careers. We are proud of our 125 years of service to humanity and continue to be one of the world’s biggest investors in Research & Development.
What we look for …
In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth.
NOTICE FOR INTERNAL APPLICANTS
In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.
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.
If you need an accommodation for the application process please email us at firstname.lastname@example.org
Our core product categories include diabetes, cancer, vaccines and hospital acute care. We continue to focus our research on conditions that represent some of today’s most significant health challenges – like cancer, hepatitis C, cardio-metabolic disease, antibiotic-resistant infection and Alzheimer's disease, and we are on the front lines in the fight against emerging global pandemics, such as ebola.