Hospital / Institutional Customer Representative – Columbus, OH
Merck, Nashville, TN, United States
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. This role works 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.
Field‑Based Sales Responsibilities
The position covers the Columbus, Ohio territory, including the Greater Columbus area (e.g., Bowling Green, Findlay, Lima, Springfield, Mansfield, Newark, Zanesville, Lancaster) and portions of West Virginia (e.g., Parkersburg).
The selected Sales Representative must reside within the territory.
Overnight travel may be required, with travel percentage varying based on location within the geography.
Primary Responsibilities and Activities
Communicates product information in a meaningful and relevant way to each customer, customizing discussions and interactions based on an understanding of customer needs.
Engages in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information.
Acts as the primary point of contact for selected customer accounts, meeting with key personnel to understand practice structure, business model, key influencers, Managed Care Organization (MCO), employers, and regulatory/network structure, and identifies business opportunities.
Coordinates with the customer team to develop customer strategy, outlining interactions, relationships, solutions, and potential offerings.
Partners with National Account Executives (NAEs) to maintain a strong focus on Managed Care pull‑through.
Shares learning and best practices to help other customers meet their needs.
Demonstrates a focus on better health outcomes, considering the HCP and patient experience beyond acquisition.
Provides input into resource allocation decisions across customers.
Identifies and selects programs/services from the company’s resource library to address customer needs.
Works with the solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings.
Maintains a current understanding of practice structure, business model, and key influencers/network structure to share relevant data with stakeholders.
Collaborates and communicates effectively with the extended customer team (NAE, Vaccines personnel, HMS Manager, Solutions Consultant, CSS, RMD) to ensure a consistent customer experience across divisions.
Exhibits outstanding competency in account management, external market focus, and 1:1 customer interactions.
Exerts influence 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 customers, discussing contract details.
Qualifications Minimum Requirements
Bachelor’s Degree with 3 (36 months) or more years of sales experience OR a minimum high school diploma with at least 6 years of equivalent experience (including professional sales, marketing, military, or healthcare/scientific fields that are not sales related).
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 the company’s products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Preferred
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 or clinical experience in critical care, transplant, and/or infusion centers.
Required Skills Account Planning, Adaptability, Customer Experience Management, Customer Feedback Management, Customer Needs Analysis, Hospital Sales, Interpersonal Relationships, Lead Generation, Management Process, Market Analysis, Pharmaceutical Sales Training, Sales Calls, Sales Metrics, Sales Pipeline Management, Sales Presentations, Sales Process Management, Sales Territory Management, Sales Training
Preferred Skills Current Employees and Contingent Workers may apply through internal links (links removed).
US and Puerto Rico Residents Only Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. If you need an accommodation during the application or hiring process, please survey we provide.
Equal Employment Opportunity 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 the EEOC resources.
Hybrid Work Model Effective September 5, 2023, employees in office‑based positions in the U.S. will be working a hybrid model of three on‑site days per week (Monday–Thursday, with Friday 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 that require on‑site attendance.
Salary and Benefits Salary range: $106,200.00 – $167,200.00. Eligibility for annual bonus and long‑term incentive, if applicable. Comprehensive benefits include medical, dental, vision, retirement (401(k)), paid holidays, vacation, and sick days. More information is available on our benefits portal.
Application Apply through our careers site: https://jobs.merck.com/us/en. The application deadline is stated on the posting.
Additional Information Employee Status: Regular
Relocation: No
VISA Sponsorship: No
Travel Requirements: 25%
Flexible Work Arrangements: Remote
Shift: 1st – Day
Valid Driving License: Yes
Hazardous Materials: n/a
Job Posting End Date: 03/17/2026.
Requisition ID R386791
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Field‑Based Sales Responsibilities
The position covers the Columbus, Ohio territory, including the Greater Columbus area (e.g., Bowling Green, Findlay, Lima, Springfield, Mansfield, Newark, Zanesville, Lancaster) and portions of West Virginia (e.g., Parkersburg).
The selected Sales Representative must reside within the territory.
Overnight travel may be required, with travel percentage varying based on location within the geography.
Primary Responsibilities and Activities
Communicates product information in a meaningful and relevant way to each customer, customizing discussions and interactions based on an understanding of customer needs.
Engages in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information.
Acts as the primary point of contact for selected customer accounts, meeting with key personnel to understand practice structure, business model, key influencers, Managed Care Organization (MCO), employers, and regulatory/network structure, and identifies business opportunities.
Coordinates with the customer team to develop customer strategy, outlining interactions, relationships, solutions, and potential offerings.
Partners with National Account Executives (NAEs) to maintain a strong focus on Managed Care pull‑through.
Shares learning and best practices to help other customers meet their needs.
Demonstrates a focus on better health outcomes, considering the HCP and patient experience beyond acquisition.
Provides input into resource allocation decisions across customers.
Identifies and selects programs/services from the company’s resource library to address customer needs.
Works with the solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings.
Maintains a current understanding of practice structure, business model, and key influencers/network structure to share relevant data with stakeholders.
Collaborates and communicates effectively with the extended customer team (NAE, Vaccines personnel, HMS Manager, Solutions Consultant, CSS, RMD) to ensure a consistent customer experience across divisions.
Exhibits outstanding competency in account management, external market focus, and 1:1 customer interactions.
Exerts influence 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 customers, discussing contract details.
Qualifications Minimum Requirements
Bachelor’s Degree with 3 (36 months) or more years of sales experience OR a minimum high school diploma with at least 6 years of equivalent experience (including professional sales, marketing, military, or healthcare/scientific fields that are not sales related).
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 the company’s products and therapeutic areas.
Consistent performer in most competency areas.
Valid driver’s license.
Preferred
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 or clinical experience in critical care, transplant, and/or infusion centers.
Required Skills Account Planning, Adaptability, Customer Experience Management, Customer Feedback Management, Customer Needs Analysis, Hospital Sales, Interpersonal Relationships, Lead Generation, Management Process, Market Analysis, Pharmaceutical Sales Training, Sales Calls, Sales Metrics, Sales Pipeline Management, Sales Presentations, Sales Process Management, Sales Territory Management, Sales Training
Preferred Skills Current Employees and Contingent Workers may apply through internal links (links removed).
US and Puerto Rico Residents Only Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. If you need an accommodation during the application or hiring process, please survey we provide.
Equal Employment Opportunity 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 the EEOC resources.
Hybrid Work Model Effective September 5, 2023, employees in office‑based positions in the U.S. will be working a hybrid model of three on‑site days per week (Monday–Thursday, with Friday 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 that require on‑site attendance.
Salary and Benefits Salary range: $106,200.00 – $167,200.00. Eligibility for annual bonus and long‑term incentive, if applicable. Comprehensive benefits include medical, dental, vision, retirement (401(k)), paid holidays, vacation, and sick days. More information is available on our benefits portal.
Application Apply through our careers site: https://jobs.merck.com/us/en. The application deadline is stated on the posting.
Additional Information Employee Status: Regular
Relocation: No
VISA Sponsorship: No
Travel Requirements: 25%
Flexible Work Arrangements: Remote
Shift: 1st – Day
Valid Driving License: Yes
Hazardous Materials: n/a
Job Posting End Date: 03/17/2026.
Requisition ID R386791
#J-18808-Ljbffr