Job Description
The Pharmacy Vaccine Account Representative position (PVAR) is a member of the Vaccine Account Team and plays a critical role in supporting the Company's Vaccines customer engagement model. The PVAR is responsible for engaging with assigned customers (i.e., pharmacy, medical groups, physician offices) in a way that supports the local market focus on population health and centers on the highest potential business opportunities with these customers that will improve our impact on public health. They will work with the local market team to understand and identify customer needs, proactively align products and services, support pull-through activities relative to integrated strategies, and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients. The PVAR is responsible for ensuring all activities adhere to the spirit and letter of all Company Policies and US Laws and Regulations.
The PVAR reports to the Customer Team Leader (CTL), Vaccine Customer Center, and works in close collaboration with broader Vaccine Field Sales team.
This position is a hybrid sales position with ~25% of the engagements with HCPs occurring remotely (Teams/Phone) and ~75% requiring travel for the purpose of live customer engagements, exhibits, internal/external company meetings and relevant vaccine business activities.
Typical hours of operation are 8AM - 5PM EST, Monday - Friday, adjusting hours aligned to the geographical time zone based on residence. Our Team provides vaccine information and support to customers across time zones, as a result job hours vary depending on territory assignments.
For all our Company employees, please initiate a discussion with your manager to review your interest in this opportunity and to determine alignment (readiness/availability) with your Employee Development Plan.
Location: Stamford/Boston, reside within 250 miles of the geography.
Primary Responsibilities:
Account Management & Contracting
Understand multiple interdependencies within an account, consider customer healthcare goals and needs, and maximize account performance by building long-term relationships through collaborative business planning processes and approaches. This includes conducting customer business reviews with appropriate stakeholders discussing the financial impact of contracts and progress/ results of targeted vaccine programs and previously identified opportunities to improve customer benefits.
Maintain complete knowledge and understanding of our company's contract terms and conditions. Apply knowledge of contracts and historical ordering patterns to optimize vaccine purchases for customers and appropriate inventory in support of office protocols, vaccination goals, and seasonality in patient origination.
Establish and track account performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.
Apply knowledge of full portfolio of our company's vaccines, competitive brands, immunization recommendations and protocols to support the integration of a standard of care and the development and establishment of vaccination protocols.
Manage customer supply, product transition, and back-order challenges and communications.
Sales Acumen
Build trust with customers and demonstrate value in selling situations to deliver high-quality engagements or interactions that deliver products/ solutions with the common goal of improving health outcomes in pediatric, adolescent, and adult populations and across customer segments. Work cross functionally with each Field Sales counterpart to provide support and resources that assist customers in achieving health outcomes.
Collaborate with customers through solid relationship management skills and leverage customer insights to provide appropriate information and solutions.
Change customer behaviors by understanding beliefs and experiences and providing appropriate insight that creates a different experience.
Create a compelling and logical rationale for the value of Company Vaccines (clinical) and Commercial Offers in support of patient health & wellness.
Ask strategic, insightful questions to obtain information on customer healthcare needs, use the insights to position Company vaccines and commercial offers.
Customer Segmentation & Targeting
Divide assigned customer population into groups of individuals who share similar characteristics and buying behaviors, and apply this information to focus on groups effectively, allocate promotional resources, and drive execution of commercial plans.
Evaluate and prioritize business across assigned customer segments.
Apply customer insights to effectively and differentially allocate marketing and field resources that drive execution of sales and marketing plans.
Communicate our Company's Vaccine clinical information and Commercial Offers in a way that is meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer's needs.
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Position Qualifications:
Education Minimum Requirements:
BA/BS with 0-2 years Sales experience OR a minimum of high school diploma with at least 4 years of relevant work experience which could include: professional sales, experience in marketing, military, or healthcare/scientific field (pharmaceutical, biotech, or medical devices).
Required Skills:
Demonstrated excellence in current role or previous educational or professional roles
Excellent interpersonal and communication skills
Ability to work both independently and within a team environment
Strong organizational and time management skills
Ability to convey technical concepts accurately and clearly
Ability to analyze metrics to assess progress against objectives
Ability to build trust with customers and demonstrate value in selling situations.
Ability to understand customer business characteristics and apply this information to focus on business opportunities, allocation of resources and execute plans.
Ability to understand customer’s business climate, assess overall market, and prioritize unique opportunities and business risks in local markets; develop plans and follow up to drive results.
Tenacity to drive and achieve measurable results
Ability to overcomes setbacks to meet or exceed objectives
Demonstrated pursuit of opportunities to learn and apply new skills
Demonstrated interest in innovation by utilizing new or existing technologies
Other Requirements:
Preferred Skills/Experience:
Eligible for ERP
#MSJR
Required Skills:
Account Management, Account Management, Biopharmaceutical Industry, Biopharmaceuticals, Biopharmaceutics, Business Opportunities, Customer Engagement, Customer Segmentation, Health Outcomes, Lead Generation, Lead Generation Management, Market Analysis, Medical Devices, Meeting Organization, Order Processing, Outbound Telemarketing, Pharmaceutical Biology, Product Knowledge, Public Health, Qualifying Leads, Sales Campaigns, Sales Documentations, Sales Forecasting, Sales Presentations, Sales Reporting {+ 2 more}
Preferred Skills:
Current Employees apply HERE
Current Contingent Workers apply HERE
The salary range for this role is
$71,900.00 - $113,200.00
This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s 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.
San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Remote
Shift:
Valid
