HIV Customer Representative - New Orleans Territory Mirror

MSD•New Orleans, LA

4d•$106,200 - $167,200•Remote

About The Position

The HIV Customer Representative is a field-based sales role and a key member of the Customer Team, supporting the company’s customer-centric business model. The representative works with the Customer Team to understand customer needs, support customer-strategy pull-through, and demonstrate the company’s commitment to better health outcomes for healthcare professionals and their patients. The position requires professionalism, leadership, product knowledge, and effective execution of Field Sales competencies. The role covers all of Louisiana, with most business in the New Orleans/Baton Rouge metroplex. The representative engages healthcare professionals and selected customer accounts, shares relevant product information, develops account strategies, identifies business opportunities, and collaborates with cross-functional Virology and non-Virology stakeholders. The representative manages the Virology product portfolio and customer relationships in a complex HIV market, including payer and distribution considerations, while working within company policies and applicable laws and regulations. The role is remote and requires travel within the territory and to national sales meetings or conferences.

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 fields.
Valid driver’s license.
Willingness to travel within the assigned territory for customer visits and to national sales meetings or conferences.
Required skills: 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 2 years of account management or sales experience with Infectious Disease customers; HIV product and/or launch experience 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 customer 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 or departments.
Experience with complex payer environments, particularly 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.
Ability to develop 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 and 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 way that is meaningful and relevant to each customer, customizing discussions and interactions based on customer needs.
Engage in informed product discussions with healthcare professional customers and seek or provide additional information when appropriate.
Serve as the primary customer contact for select accounts; meet with customers and key personnel to understand practice structures, business models, influencers, networks, needs, and business opportunities.
Coordinate with the Customer Team to develop strategies for selected customer accounts and healthcare professionals, including interaction plans, relationships, solutions, and potential offerings.
Share customer learnings and best practices to help other customers meet their needs.
Focus on improving healthcare professional and patient experiences and health outcomes.
Provide input into resource-allocation decisions across customers and identify programs or services from the company resource library that address customer needs.
Maintain current information about practice structures, business models, key influencers, and network structures, and share relevant information with stakeholders.
Influence beyond the assigned geography or product area and use available technology and channels to engage customers.
Execute each stage of the HIV sales process and position company HIV products against competition for appropriate patient types using approved resources.
Monitor market trends and dynamics, assess their impact on business, and make proactive recommendations to address future needs.
Ask strategic questions to understand customer healthcare needs and use insights to position HIV products and develop focused customer strategies.
Identify customer and market segments and local industry conditions, with particular attention to specialty pharmacy, business 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 complexities of the HIV payer environment and the role of stakeholders in access to the Virology portfolio.
Develop and execute account plans based on account needs and interdependencies, collaborating with the Virology Account Team and other stakeholders on long-term plans and customer-centered solutions.
Collaborate with 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 to changing business cycles, customer segments, product portfolios, and flexible matrix configurations while maintaining a business-owner mindset.
Perform all responsibilities with high ethical and compliance standards and follow company policies, procedures, laws, and regulations.
Travel within the assigned territory to visit customers in person and attend national sales meetings or conferences.