HIV Customer Representative - Washington DC

MSD•North Wales, PA

7d•$106,200 - $167,200•Remote

About The Position

The HIV Customer Representative is a field-based member of the Customer Team who supports the company's customer-centric business model. The representative works with the team to understand and identify customer needs, support customer-strategy pull-through, and promote better health outcomes for healthcare professionals and their patients while adhering to company values, policies, and standards. The role requires professionalism and leadership in demonstrating the knowledge and competencies needed for successful field sales execution. The position covers the DC Mirror territory, including all of DC. The preferred residence is within the territory or a reasonable commuting distance to its workload centers. Travel varies by the candidate's location within the geography; the posting lists travel requirements of 75%. The role is remote and requires travel within the assigned territory for customer visits and national sales meetings or conferences. The representative engages healthcare professionals with relevant product information and informed discussions, builds account relationships, develops customized customer and account strategies, identifies appropriate resources and business opportunities, and shares insights and best practices. HIV-specific work includes executing the sales process, positioning HIV products using approved resources, analyzing market and customer needs, managing the Virology portfolio, and collaborating with cross-functional account teams to develop customer-centric solutions. The role also requires adapting to changing business conditions, using technology and multiple channels to engage customers, and maintaining high standards of ethics and compliance.

Requirements

Bachelor's degree and at least 2 years of sales experience, or a high school diploma and at least 6 years of equivalent experience.
Equivalent experience may include professional sales, marketing, military, or non-sales healthcare or scientific experience in pharmaceutical, biotech, or medical device fields.
Valid driver's license.
Willingness to travel within the assigned territory for in-person customer visits and to attend national sales meetings or conferences.
Required skills listed in the posting: HIV prevention, hospital sales, pharmaceutical sales, pharmaceutical sales training, sales meetings, sales metrics, sales pipeline management, sales presentations, sales territory management, and virology.

Nice To Haves

At least two years of account management or sales experience with infectious disease customers; HIV product or launch experience is preferred.
Specialty sales experience across multiple specialty markets, preferably including launch experience.
Pharmaceutical, biotech, or medical device sales experience.
Experience developing and executing plans to engage customers and meet their needs.
Success establishing, developing, and maintaining relationships.
Experience in a highly regulated industry or environment where compliance with laws and policies is critical.
Account experience with complex hospital systems, teaching institutions, and community hospitals.
Ability to identify account interdependencies and build partnerships with key stakeholders and departments.
Experience with complex payer environments and understanding stakeholder roles in product access, especially pharmacy stakeholders.
Recognition by current disease-state customers as a trusted and reliable representative.
Experience interacting with scientific thought leaders and developing advocates across an adoption continuum.
Experience developing customer relationships in challenging-to-access or no-sampling environments.
Strong business acumen and account management skills.
Existing relationships with key opinion leaders within designated accounts.
Leadership, planning and organization, self-motivation, initiative, ability to learn, and ability to understand and convey complex information.
Understanding of the importance of ethics, integrity, and working in a highly compliant environment.

Responsibilities

Communicate product information in a relevant way and tailor discussions and interactions to each customer's needs.
Engage healthcare professional customers in informed product discussions and seek or provide additional information when appropriate.
Serve as the primary customer contact for selected accounts, learning their practice structures, business models, influencers, networks, needs, and business opportunities.
Coordinate with the customer team to develop strategies for selected accounts and healthcare professionals, including interaction plans, relationship approaches, and potential solutions or offerings.
Share customer learnings and best practices to help other customers meet their needs.
Focus on better health outcomes and consider the healthcare professional and patient experience.
Provide input into resource allocation decisions across customers and identify appropriate programs and services from the available resource library.
Maintain and share current information about practice structures, business models, influencers, and network structures with relevant stakeholders.
Influence beyond the assigned geography or product area and maximize technological capabilities and channels for customer engagement.
Execute each stage of the sales process and position company HIV products against competitors using appropriate patient types and approved supportive resources.
Monitor market trends and dynamics, assess their impact on the business, and recommend proactive responses to future business needs.
Ask strategic questions to understand customer healthcare needs and use insights to position HIV products and develop customized business strategies with customers.
Identify customer and market segments and local industry conditions, with emphasis on specialty pharmacy, distribution opportunities, and challenges for HIV products.
Manage the Virology product portfolio by prioritizing opportunities and executing plans through customer segmentation, targeting, and business analysis.
Develop and execute account plans based on account needs and interdependencies, collaborating with Virology Account Team members such as CLs, CTLs, Managed Care, and Marketing.
Collaborate with cross-functional Virology and non-Virology stakeholders to maximize customer interactions and territory management.
Build and manage relationships with difficult-to-access customers in a no-sample environment.
Adapt across customer segments, product portfolios, and flexible matrix configurations during periods of significant business change.
Perform all responsibilities in accordance with company policies and procedures and applicable laws and regulations.