Hospital / Institutional Customer Representative - Greater Cleveland, OH

divh2Hospital / Institutional Customer Representative/h2pThe Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays a critical role in supporting our companys 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./ppThe primary activities include:/pulliCommunicates about product in a way thats meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customers needs/liliEngages in informed discussions about products with HCP customers - knowing when/how to seek and provide additional information/liliWithin 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/liliFor select customer accounts/HCPs, coordinate with customer team to develop customer strategy - outlining strategy for interactions/ relationship, solutions and potential offerings for customer/liliPartners with National Account Executives (NAEs) to maintain strong focus on Managed Care pull-through/liliShares learning and best practices from one customer to help other customers meet their needs/liliDemonstrates a focus on better health outcomes (beyond acquisition, considers the HCP and patient experience)/liliProvides input into resource allocation decisions across customers/liliIdentifies and selects programs/services available in the library of our companys resources to address customer needs/liliWorks with solutions group (Headquarters - HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs/liliMaintain current understanding of practice structure, business model, key influencers/ network structure and make information available to relevant stakeholders/liliCollaborate and communicate effectively with extended in-scope customer team to ensure a consistent customer experience across our companys divisions and functional areas; ensure integration with National Account Executive (NAE), our companys 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/liliOutstanding in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions)/liliInfluences beyond their specific geography or product area/liliImplements approved resources, programs and messages to address customer and company needs./liliCreate awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers. To include discussing approved details of the contract./li/ulpTerritory Information:/pulliThis territory covers the Greater Cleveland area./liliThe selected Sales Representative must reside within the territory./liliOvernight travel may be required./liliTravel (%) varies based on candidates location within the geography./li/ulpQualifications:/ppEducation Minimum Requirements:/pulliBachelors Degree with 3 (36 months) or more years Sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience which could include professional sales, experience in marketing, military or healthcare/scientific field that is not sales related (pharmaceutical, biotech, or medical devices)./li/ulpRequired:/pulliPrior experience working in a scientific field or healthcare environment/liliPrevious sales experience/liliPrior experience developing new business opportunities with existing customers/liliExperience establishing new customer relationships/liliUnderstanding of our companys products and therapeutic areas/liliConsistent performer in most competency areas/liliValid Drivers license/li/ulpPreferred:/pulliPrior consulting or customer service experience/liliExperience developing and executing a plan for engaging customers and meeting customer needs/liliUnderstanding of Headquarter operations/liliAbility to analyze metrics to assess progress against objectives/liliHospital/Institutional Sales experience/li/ulpOur 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./ppRequired Skills:/pulliAccount Planning/liliAdaptability/liliCustomer Experience Design/liliCustomer Experience Management/liliCustomer Feedback Management/liliHospital Sales/liliInterpersonal Relationships/liliLead Generation/liliMarket Analysis/liliPharmaceutical Sales Training/liliSales Calls/liliSales Metrics/liliSales Operations/liliSales Pipeline Management/liliSales Presentations/liliSales Process Management/liliSales Territory Management/liliSales Training/li/ulpPreferred Skills:/pulliAccount Planning/liliAdaptability/liliCustomer Experience Design/liliCustomer Experience Management/liliCustomer Feedback Management/liliHospital Sales/liliInterpersonal Relationships/liliLead Generation/liliMarket Analysis/liliPharmaceutical Sales Training/liliSales Calls/liliSales Metrics/liliSales Operations/liliSales Pipeline Management/liliSales Presentations/liliSales Process Management/liliSales Territory Management/liliSales Training/li/ulpOur company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process./ppAs 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./ppWe are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one anothers thinking and approach problems collectively./ppThe salary range for this role is $106,200.00 - $167,200.00. An employees position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs. The successful candidate will be eligible for annual bonus and long-term incentive, if applicable. We offer a comprehensive package of benefits. Available benefits include 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. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits . You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting./p/div