Hospital / Institutional Customer Representative - IOWA, IA
Merck, Des Moines, Iowa, United States, 50319
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.
Primary Activities
Communicates about products 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 and how to seek and provide additional information.
Within select customer accounts acts as primary point of contact, meeting with key customers/personnel to understand practice structure, business model, key influencers and network structure, and identify business opportunities.
For select customer accounts/HCPs, coordinates with the customer team to develop a customer strategy – outlining strategy for interactions, relationships, solutions and potential offerings for the customer.
Partners with National Account Executives (NAEs) to maintain a 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, considering the HCP and patient experience).
Provides input into resource allocation decisions across customers.
Identifies and selects programs/services available in the library of our Company's resources to address customer needs.
Works with the solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs.
Maintains current understanding of practice structure, business model, key influencers/network structure and makes information available to relevant stakeholders.
Collaborates and communicates effectively with the extended “in‑scope” customer team to ensure a consistent customer experience across our Company's divisions and functional areas; ensures integration with NAE, vaccines personnel, Health Management Services (HMS) Manager, Solutions Consultant, Customer Strategies and Solutions (CSS), Regional Medical Director (RMD) and other key stakeholders.
Exhibits outstanding performance in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions).
Influences beyond their 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, including discussing approved contract details.
Territory Information
This territory covers the state of Iowa, including but not limited to Sioux Falls, ND and Omaha, NE.
The selected Sales Representative must reside within the territory.
Overnight travel may be required.
Travel percentage varies based on candidate’s location within the geography.
Education Minimum Requirements
Bachelor’s Degree with 3 (36 months) or more years of sales experience OR a minimum of a high school diploma with at least 6 years of equivalent experience, which could include professional sales, marketing, military, or healthcare/scientific field experience that is not sales related (pharmaceutical, biotech, or medical devices).
Required Qualifications
Prior experience working in a scientific field or healthcare environment.
Previous sales experience.
Experience developing new business opportunities with existing customers.
Experience establishing new customer relationships.
Understanding of our Company's products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Preferred Qualifications
Prior consulting or customer service experience.
Experience developing and executing a plan for engaging customers and meeting customer needs.
Understanding of headquarters operations.
Ability to analyze metrics to assess progress against objectives.
Hospital/Institutional sales experience.
Required Skills Account Management, Account Planning, Adaptability, Business Management, Business Model Development, Business Opportunities, Client Communication, Customer Experience Design, Customer Experience Management, Customer Experience Strategy, Customer Feedback Management, Customer Rapport, Customer Strategy, Digital Analytics, Health Outcomes, Hospital Sales, Interpersonal Relationships, Lead Generation, Market Analysis, Pharmaceutical Sales Training, Resource Allocation, Sales Calls, Sales Metrics, Sales Operations, and related skills.
Preferred Skills None listed beyond those in the Preferred Qualifications section.
U.S. Hybrid Work Model Effective September 5, 2023, employees in office‑based positions in the U.S. will be working a hybrid schedule of three in‑site days per week (Monday–Thursday, with Friday typically remote) unless business‑critical tasks require on‑site presence. This model does not apply to field‑based, facility‑based, manufacturing‑based, or research‑based positions, or any position for which remote work cannot reasonably meet job requirements.
Salary and Benefits Salary range: $106,200.00 – $167,200.00.
Annual bonus and long‑term incentive eligible if applicable.
Benefits include medical, dental, vision, other insurance benefits (for employee and family), retirement benefits (including 401(k)), paid holidays, vacation, compassionate and sick days. More information is available at https://jobs.merck.com/us/en/compensation-and-benefits.
E‑Equal Employment Opportunity Statement Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. 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.
Residency and Other Requirements U.S. and Puerto Rico Residents only.
San Francisco residents: considered in compliance with the San Francisco Fair Chance Ordinance for qualified applicants with arrest and conviction records.
Los Angeles residents: considered in compliance with the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance for applicants with criminal histories.
Additional Information Regular employee status. No relocation required. 25% travel expected. Remote flexible work arrangement. Valid driver's license required. Hazardous material(s): none. VISA sponsorship: no. Shift: not indicated.
Application Deadline Job posting end date: 02/10/2026. The posting is effective until 11:59:59 PM on the day before the listed end date.
Contact Apply through https://jobs.merck.com/us/en or via the Workday Jobs Hub if you are a current employee.
Requisition ID R382695
#J-18808-Ljbffr
Primary Activities
Communicates about products 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 and how to seek and provide additional information.
Within select customer accounts acts as primary point of contact, meeting with key customers/personnel to understand practice structure, business model, key influencers and network structure, and identify business opportunities.
For select customer accounts/HCPs, coordinates with the customer team to develop a customer strategy – outlining strategy for interactions, relationships, solutions and potential offerings for the customer.
Partners with National Account Executives (NAEs) to maintain a 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, considering the HCP and patient experience).
Provides input into resource allocation decisions across customers.
Identifies and selects programs/services available in the library of our Company's resources to address customer needs.
Works with the solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs.
Maintains current understanding of practice structure, business model, key influencers/network structure and makes information available to relevant stakeholders.
Collaborates and communicates effectively with the extended “in‑scope” customer team to ensure a consistent customer experience across our Company's divisions and functional areas; ensures integration with NAE, vaccines personnel, Health Management Services (HMS) Manager, Solutions Consultant, Customer Strategies and Solutions (CSS), Regional Medical Director (RMD) and other key stakeholders.
Exhibits outstanding performance in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions).
Influences beyond their 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, including discussing approved contract details.
Territory Information
This territory covers the state of Iowa, including but not limited to Sioux Falls, ND and Omaha, NE.
The selected Sales Representative must reside within the territory.
Overnight travel may be required.
Travel percentage varies based on candidate’s location within the geography.
Education Minimum Requirements
Bachelor’s Degree with 3 (36 months) or more years of sales experience OR a minimum of a high school diploma with at least 6 years of equivalent experience, which could include professional sales, marketing, military, or healthcare/scientific field experience that is not sales related (pharmaceutical, biotech, or medical devices).
Required Qualifications
Prior experience working in a scientific field or healthcare environment.
Previous sales experience.
Experience developing new business opportunities with existing customers.
Experience establishing new customer relationships.
Understanding of our Company's products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Preferred Qualifications
Prior consulting or customer service experience.
Experience developing and executing a plan for engaging customers and meeting customer needs.
Understanding of headquarters operations.
Ability to analyze metrics to assess progress against objectives.
Hospital/Institutional sales experience.
Required Skills Account Management, Account Planning, Adaptability, Business Management, Business Model Development, Business Opportunities, Client Communication, Customer Experience Design, Customer Experience Management, Customer Experience Strategy, Customer Feedback Management, Customer Rapport, Customer Strategy, Digital Analytics, Health Outcomes, Hospital Sales, Interpersonal Relationships, Lead Generation, Market Analysis, Pharmaceutical Sales Training, Resource Allocation, Sales Calls, Sales Metrics, Sales Operations, and related skills.
Preferred Skills None listed beyond those in the Preferred Qualifications section.
U.S. Hybrid Work Model Effective September 5, 2023, employees in office‑based positions in the U.S. will be working a hybrid schedule of three in‑site days per week (Monday–Thursday, with Friday typically remote) unless business‑critical tasks require on‑site presence. This model does not apply to field‑based, facility‑based, manufacturing‑based, or research‑based positions, or any position for which remote work cannot reasonably meet job requirements.
Salary and Benefits Salary range: $106,200.00 – $167,200.00.
Annual bonus and long‑term incentive eligible if applicable.
Benefits include medical, dental, vision, other insurance benefits (for employee and family), retirement benefits (including 401(k)), paid holidays, vacation, compassionate and sick days. More information is available at https://jobs.merck.com/us/en/compensation-and-benefits.
E‑Equal Employment Opportunity Statement Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. 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.
Residency and Other Requirements U.S. and Puerto Rico Residents only.
San Francisco residents: considered in compliance with the San Francisco Fair Chance Ordinance for qualified applicants with arrest and conviction records.
Los Angeles residents: considered in compliance with the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance for applicants with criminal histories.
Additional Information Regular employee status. No relocation required. 25% travel expected. Remote flexible work arrangement. Valid driver's license required. Hazardous material(s): none. VISA sponsorship: no. Shift: not indicated.
Application Deadline Job posting end date: 02/10/2026. The posting is effective until 11:59:59 PM on the day before the listed end date.
Contact Apply through https://jobs.merck.com/us/en or via the Workday Jobs Hub if you are a current employee.
Requisition ID R382695
#J-18808-Ljbffr