Hospital / Institutional Customer Representative – Greater Cleveland, OH
Merck, Columbia, South Carolina, us, 29228
Job 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.
Responsibilities
Communicates product information in a meaningful and relevant way to each customer, customizing discussions based on customer needs.
Engages in informed discussions about products with HCP customers, knowing when and how to seek and provide additional information.
Acts as the primary point of contact for select customer accounts, meeting with key customers to understand practice structure, business model and key influencers.
Coordinates with the customer team to develop customer strategy, outlining interactions and potential offerings.
Partners with National Account Executives to 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, considering the HCP and patient experience.
Provides input into resource allocation decisions across customers.
Identifies and selects programs and services available in the company’s resources to address customer needs.
Works with solutions group and/or Medical Account Executive to develop and deliver relevant offerings that address customer needs.
Collaborates and communicates effectively with the extended customer team to ensure a consistent customer experience across company divisions and functional areas.
Exhibits outstanding competency in account management, external market focus and 1:1 customer interactions.
Influences beyond specific geography or product area.
Implements approved resources, programs and messages to address customer and company needs.
Creates awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers.
Territory This territory covers the Greater Cleveland area. The selected Sales Representative must reside within the territory. Overnight travel may be required. Travel percentage varies based on candidate’s location.
Qualifications
Bachelor’s Degree with 36 months sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience that includes professional sales, marketing, military or healthcare/scientific field that is not sales related.
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 company products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Required Skills
Account Planning
Adaptability
Customer Experience Design
Customer Experience Management
Customer Feedback Management
Hospital Sales
Interpersonal Relationships
Lead Generation
Market Analysis
Pharmaceutical Sales Training
Sales Calls
Sales Metrics
Sales Operations
Sales Pipeline Management
Sales Presentations
Sales Process Management
Sales Territory Management
Sales Training
EEO Statement As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit: EEOC Know Your Rights.
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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.
Responsibilities
Communicates product information in a meaningful and relevant way to each customer, customizing discussions based on customer needs.
Engages in informed discussions about products with HCP customers, knowing when and how to seek and provide additional information.
Acts as the primary point of contact for select customer accounts, meeting with key customers to understand practice structure, business model and key influencers.
Coordinates with the customer team to develop customer strategy, outlining interactions and potential offerings.
Partners with National Account Executives to 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, considering the HCP and patient experience.
Provides input into resource allocation decisions across customers.
Identifies and selects programs and services available in the company’s resources to address customer needs.
Works with solutions group and/or Medical Account Executive to develop and deliver relevant offerings that address customer needs.
Collaborates and communicates effectively with the extended customer team to ensure a consistent customer experience across company divisions and functional areas.
Exhibits outstanding competency in account management, external market focus and 1:1 customer interactions.
Influences beyond specific geography or product area.
Implements approved resources, programs and messages to address customer and company needs.
Creates awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers.
Territory This territory covers the Greater Cleveland area. The selected Sales Representative must reside within the territory. Overnight travel may be required. Travel percentage varies based on candidate’s location.
Qualifications
Bachelor’s Degree with 36 months sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience that includes professional sales, marketing, military or healthcare/scientific field that is not sales related.
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 company products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Required Skills
Account Planning
Adaptability
Customer Experience Design
Customer Experience Management
Customer Feedback Management
Hospital Sales
Interpersonal Relationships
Lead Generation
Market Analysis
Pharmaceutical Sales Training
Sales Calls
Sales Metrics
Sales Operations
Sales Pipeline Management
Sales Presentations
Sales Process Management
Sales Territory Management
Sales Training
EEO Statement As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit: EEOC Know Your Rights.
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