Director, Commercial Operations for Vaccines – Central Region

Merck•Montgomery Township, PA

1d•$231,900 - $365,000•Remote

About The Position

Our Vaccines Sales Team supports our customers by providing clinical and educational information about our products, as well as provide clinical training programs and resources. We support healthcare providers and healthcare systems in meeting the goals and needs of patients in their communities. The Director, Commercial Operations for Vaccines – Central Region has overall responsibility for the management and results of customer teams which include VCRs and CTLs. The Regional territory includes 18 states in the Central area: Alabama, Florida, Georgia, Kentucky, Illinois, Iowa, Indiana, North Carolina, North Dakota, Michigan, Minnesota, South Carolina, South Dakota, Tennessee, Nebraska, Wisconsin, Wyoming, Montana. The DCO is responsible for staffing and selection of customer teams, development of strategic plans, resource allocation decisions, ownership/management of customer experiences, compliance with laws and policies, and accountability for P&L aggregations of assigned customer base. Responsible for the successful pull-through and implementation of brand strategies.

Requirements

BA/BS
Minimum of (10) years’ experience in Sales, Marketing or Managed Care - Pharmaceutical industry
Minimum of (3) years People Management experience
Minimum of (3) years’ experience developing and managing customer relationships
Valid Driver’s License
Create a strategic plan by integrating short-, mid-, and long-term objectives
Formulate a strategic business plan based on customer business, needs and available resources
Clearly communicate and articulate a vision and strategy that motivates and energizes the region
Understands the market environment - identification of customer segments and business drivers
Listen, understand, and proactively address customer needs
Assess business results against objectives and realign resources based on the assessment
Enhance the selling skills and capabilities of the Representatives and Managers to optimize the customer experience
Ability to translate division vision and strategy to directives and procedures
Experience leading a large team-organization
Marketing/brand experience, or experience working closely with Headquarter brand teams
Making resource decisions and trade-offs to maximize business potential
Identifying and pursuing opportunities for new products, services, and/or markets
Experience in building/directing new teams
Delivering customer value
Achieving results
Experience in managing Profit & Loss
Analyzing the human resource needs of a region to maximize the customer experience
Deliver Customer Value - ability and appreciation to clearly understand the customer and their unique needs; ability to translate understanding into effective development and delivery of relevant solutions
Collaborate
Builds Talent
Shape Strategy
Makes Sound Business Decisions
Relationship Development
Achieve Results
Brand Strategy
Business Operations
Client-Centric
Coaching
Customer Relationship Building
Employee Performance Management
Immunochemistry
Immunology
Inbound Phone Sales
Managed Care Marketing
New Product Launch Strategies
Oncology
Pathology
People Leadership
Pharmaceutical Sales
Relationship Building
Resource Allocation
Sales Forecasting
Sales Goal Achievement
Sales Pipeline Management
Sales Reporting
Sales Strategy Development
Strategic Planning
Strategic Thinking

Nice To Haves

Responsibilities

Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse & customer centric integrated region team
Sets appropriate expectations and assesses Customer Team Leaders' performance
Rewards and retains team members based on results and by creating an environment supportive of growth and development
Supports and fosters a diverse and inclusive environment
Ensure understanding and continually reinforce principles of commercial models, and provide formal and informal feedback to Headquarters regarding status of implementations
Responsible for leading ongoing organizational and cultural transformations
Lead annual people management processes for employees (performance management, employee development, compensation & rewards); ensure ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives
Prioritizes and allocates human resources across customers/accounts
Has ultimate responsibility for portfolio of customers and ownership of the "customer experience"
Responsible for Customer Teams’ delivery of customer experiences that demonstrate value and create trust
Develops business relationships with key customers
Supports prioritization of RMD efforts within the Region
Builds and maintains relationships with high-level individuals within key customer organizations; including building relationships with key Thought Leaders to support Advocate Development
Interactions with key customers in both public and private sector in order to ensure that customer teams and solutions/services are addressing needs of those accounts/customers
Implements an effective customer-centric approach, demonstrates the importance of the customer to our Company
Facilitates and advocates for ongoing customer interactions with our Company’s Senior management
Works closely with DCO counterparts (e.g., chronic care, oncology, IAM, virology, PAH/RD) to understand critical issues and opportunities, and ensures understanding has been incorporated into customer plans
Collaborates closely with other stakeholders to ensure consistency with customer base
Has decision rights for resource allocation decisions to maximize business outcomes
Makes local and customized resource allocation decisions to support optimal business results
Owns the business results for geography and is responsible for defined P&L goals.
Develops strategic plans by integrating information from multiple organization through collaboration with those groups, and sets objectives within context of divisional objectives; monitors and adjusts strategic plans as necessary
Integrates brand and customer strategies into overall strategic plan
Works closely with Headquarters brand teams to ensure appropriate field and customer input is provided to ongoing brand strategies
Shares and ensures alignment around customer centric visions with large teams, motivating and inspiring every level of employee toward shared goals
Informs and influences the development of national strategies and tactics as a participating member on cross-functional teams
Proactively identifies and creates opportunities to drive business results
Identifies opportunities to maximize business potential by taking into consideration and leveraging payor, patient, HBP, and Health Care Providers interactions and dependencies
Provides input into establishment of annual financial goals for aggregate assigned customer base
Ensures the team follows policies, business practices, and compliance guidelines