Job DescriptionOur Hybrid Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems in meeting the healthcare goals of the patients in their communities.The Pharmacy Vaccine Account Representative (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 70% of the engagements with HCPs occurring remotely and 30% 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 - 7PM 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.
This territory covers the Southeast Region including Alabama, Georgia, Tennessee, North Carolina, South Carolina and Florida. Candidates must reside in the territory.
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 diverse 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.
Position Qualifications:Education:
S1 - Bachelor’s degree with 0-3 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).
S2 - Bachelor’s 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).
Required Skills:
Demonstrated aptitude to excel in current or previous educational or professional roles.
Ability to work both independently and within a team environment.
Strong organizational and time management skills
Excellent interpersonal and communication skills
Preferred Skills/Experience:
Ability to convey technical concepts accurately and clearly.
Prior experience working in a technical/scientific field or healthcare environment.
Previous sales, account management, consultative, or customer service experience
Experience developing and executing a plan for engaging customers and meeting customer needs.
Understanding of Marketing/Sales &/or Marketing/Sales Support Functions/Operations
Ability to analyze metrics to assess progress against objectives.
Vaccines experience
Eligible for ERPMSJRNOTICE FOR INTERNAL APPLICANTSIn accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.If you have been offered a separation benefits package but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.Current Employees apply HERE (https://wd5.myworkday.com/msd/d/inst/1422$1533/rel-task/3001$14.htmld)Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)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. Please click here (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088EEOCKnowYourRights1020.pdf)EEOC GINA SupplementPay Transparency Nondiscrimination (https://www.dol.gov/sites/dolgov/files/OFCCP/pdf/pay-transp%20EnglishformattedESQA508c.pdf)We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)U.S. Hybrid Work ModelEffective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as “remote”.Search Firm Representatives Please Read CarefullyMerck & 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:RegularRelocation:No relocationVISA Sponsorship:NoTravel Requirements:10%Flexible Work Arrangements:HybridShift:Valid Driving License:YesHazardous Material(s):NoRequisition ID: R281742