HIV Customer Representative - New Orleans Territory Mirror

MSD•North Wales, PA

1d•$106,200 - $167,200•Remote

About The Position

The HIV Customer Representative is a key member of the Customer Team, supporting the company’s customer-centric business model and helping ensure the company is viewed as delivering better health outcomes for healthcare professionals and their patients. The role works with the Customer Team to understand customer needs, support customer-strategy activities, and uphold company values, standards, and policies. The representative models the knowledge and professionalism required to execute Field Sales competencies. This is a remote, field-based sales position covering all of Louisiana, with most business in the New Orleans/Baton Rouge metroplex. The ideal candidate lives within the territory or a reasonable commuting distance from its workload centers. Travel varies by location and is listed as 75%; travel includes in-person customer visits and national sales meetings or conferences. The representative engages healthcare professionals with relevant product information, develops customer and account strategies, identifies business opportunities and appropriate resources, and shares customer insights and best practices. The role requires managing the Virology product portfolio and territory through customer segmentation, targeting, business analysis, and account planning. It also requires understanding HIV market dynamics, specialty-pharmacy opportunities and distribution channels, payer environments, and the stakeholders who influence product access. The representative collaborates with customers and cross-functional Virology and non-Virology partners to develop long-term account plans and customer-centered solutions. They build relationships with customers who may be difficult to access, work effectively in a changing business environment, use current and emerging technology and multichannel engagement opportunities, and perform all responsibilities in compliance with applicable laws, regulations, and company policies.

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/scientific experience in pharmaceutical, biotech, or medical-device settings.
Valid driver’s license.
Willingness to travel within the assigned territory to visit customers in person and attend national sales meetings or conferences.
Required skills include Hospital Sales, Sales Calls, Sales Metrics, Sales Pipeline Management, Sales Presentations, Sales Process Management, Sales Territory Management, Sales Training, Strategic Alliances, and Unique Selling Proposition.

Nice To Haves

At least two years of account management or sales experience with Infectious Disease customers, preferably including HIV product or launch experience.
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.
Demonstrated 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, especially pharmacy stakeholders and product access.
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 building customer relationships in challenging-to-access or no-sampling environments.
Strong business acumen and account-management skills.
Current relationships with key opinion leaders within designated accounts.
Leadership, planning, organization, self-motivation, initiative, ability to learn, and ability to understand and convey complex information.
Understanding of the importance of ethics, integrity, and compliance.

Responsibilities

Communicate product information in a meaningful and relevant way, tailoring discussions and interactions to individual customer needs.
Engage healthcare professional customers in informed product discussions and seek or provide additional information when appropriate.
Serve as the primary customer contact within select accounts, learning about practice structures, business models, key influencers, network structures, customer needs, and business opportunities.
Coordinate with the Customer Team to develop strategies for select accounts and healthcare professionals, including interaction and relationship plans and potential customer solutions.
Share customer learnings and best practices to help address the needs of other customers.
Maintain a focus on better health outcomes and the healthcare professional and patient experience.
Provide input into resource allocation decisions across customers.
Identify programs and services from the available resource library that address customer needs.
Maintain current knowledge of practice structures, business models, key influencers, and network structures, and share relevant information with stakeholders.
Influence beyond the assigned geography or product area and make effective use of technological capabilities and channels to engage customers.
Execute each stage of the sales process and position the company’s HIV products against competitors using appropriate patient types and approved resources.
Monitor market trends and business dynamics, assess their effects, and make proactive recommendations for future business needs.
Ask strategic questions to understand customer healthcare needs and use those insights to position HIV products and develop customized business strategies with customers.
Identify customer and market segments and local industry conditions, with particular attention to specialty-pharmacy opportunities and HIV product distribution channels and challenges.
Manage the Virology product portfolio by prioritizing opportunities and executing plans through customer segmentation, targeting, and business analysis.
Explain the HIV payer environment and the roles of stakeholders in access to the company’s Virology product portfolio.
Develop and execute account plans based on account needs and interdependencies, collaborating with Virology Account Team members on long-term plans and customer-centered solutions.
Collaborate with cross-functional Virology and non-Virology stakeholders to maximize customer interactions and territory management.
Build and manage business 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.
Meet high standards of ethics, integrity, and compliance with company policies and procedures.