Chronic Care, Sales Force Effectiveness

Merck • North Wales, PA

3d • $117,000 - $184,200 • Remote

About The Position

The Sr. Specialist, Sales Force Effectiveness is a hands-on, execution-focused role responsible for improving customer engagement and facilitating field execution. In this role, you will translate customer insights into targeted territory actions and call plans; champion adoption of field productivity tools and resources; maintain KPIs and scorecards; and collaborate closely with the Associate Director, Chronic Care Sales Force Effectiveness, as well as Sales, Marketing, Operations, and Digital Human Health, to design and execute sales force effectiveness initiatives that drive measurable actions and outcomes.

Territory & call planning
Collaborate with Sales leadership to operationalize call plans and target guidance for field teams.
Work with Sales leadership to implement recommended changes and monitor impact.
Analyze field call activity and coverage metrics to identify gaps in HCP reach, call frequency or call quality.
Recommend tactical adjustments (territory rebalance, routing changes, prioritized target lists) based on activity and capacity analysis.
Performance measurement & insights
Maintain and publish field KPIs, dashboards and scorecards; analyze trends and produce actionable recommendations for field leaders.
Conduct root‑cause analyses on underperforming territories or segments and recommend targeted interventions.
Field Productivity Resources and Tools adoption
Drive adoption activities, including training, onboarding and user support.
Capture field feedback and translate into enhancement requests or requirements for IT/digital/operation partners.
Pilot & program execution
Design, run and measure focused field effectiveness initiatives (training, digital detailing, call guides and more) to test hypotheses and scale proven approaches.
Manage project plans, timelines and deliverables for assigned field effectiveness initiatives.
Cross functional coordination
Partner with Sales, Marketing, Analytics, Operations, and Finance to align priorities, ensure compliance and operationalize programs.
Act as the operational liaison between field teams and headquarter functions to accelerate issue resolution and deployment.
Field enablement
Coach sales leadership and field representatives on tools, processes and best practices; set objectives and conduct performance reviews.
Compliance & documentation
Maintain a high level of compliance knowledge to ensure all field programs and materials comply with field policy letters, relevant regulations, company policies and promotional codes.
Maintain documentation for governance and audit readiness.
If you are a proactive, detail‑oriented professional who enjoys turning customer insight into practical field actions and working closely with cross‑functional partners to drive measurable improvements, we’d like to hear from you. Join us to help optimize how our field teams engage customers and contribute directly to better commercial performance and patient outcomes.

Requirements

• High school diploma with 4+ years of relevant professional experience (e.g., sales, marketing, military, healthcare/scientific fields such as pharmaceutical, biotech, or medical devices)
• 2+ years of experience in pharmaceutical sales, marketing, commercial operations, or a related field, either in the field or at headquarters
• Strong analytical and problem-solving skills, with the ability to analyze, translate data and customer insights into actionable recommendations
• Strong business acumen with a consultative, strategic approach to decision-making
• Demonstrated ability to collaborate across functions and execute cross-functional initiatives
• Effective communication, organization, project management, and stakeholder influence skills
• Proficiency in Microsoft Excel and data analysis tools, with the ability to maintain KPIs and produce actionable reports
• Practical field experience and a customer-first mindset, including territory and call planning and CRM/tool usage such as Veeva
• Ability to work within compliance and governance standards
• Ability to travel approximately 10% for national sales and headquarters meetings

Nice To Haves

• Chronic Care field sales or key account management experience
• Experience supporting product launches, field execution initiatives, or multi-market program rollouts
• Familiarity with sales force effectiveness, targeting, segmentation, and incentive/compensation programs
• Exposure to advanced analytics and AI-enabled solutions to identify performance opportunities and support data-driven decision-making
• Hands-on analytics experience, including advanced Excel skills
• Experience managing vendors or influencing budget decisions
• Knowledge of omnichannel and digital engagement models
• Experience with training, change management, and field capability-building initiatives

Responsibilities

• Collaborate with Sales leadership to operationalize call plans and target guidance for field teams.
• Work with Sales leadership to implement recommended changes and monitor impact.
• Analyze field call activity and coverage metrics to identify gaps in HCP reach, call frequency or call quality.
• Recommend tactical adjustments (territory rebalance, routing changes, prioritized target lists) based on activity and capacity analysis.
• Maintain and publish field KPIs, dashboards and scorecards; analyze trends and produce actionable recommendations for field leaders.
• Conduct root‑cause analyses on underperforming territories or segments and recommend targeted interventions.
• Drive adoption activities, including training, onboarding and user support.
• Capture field feedback and translate into enhancement requests or requirements for IT/digital/operation partners.
• Design, run and measure focused field effectiveness initiatives (training, digital detailing, call guides and more) to test hypotheses and scale proven approaches.
• Manage project plans, timelines and deliverables for assigned field effectiveness initiatives.
• Partner with Sales, Marketing, Analytics, Operations, and Finance to align priorities, ensure compliance and operationalize programs.
• Act as the operational liaison between field teams and headquarter functions to accelerate issue resolution and deployment.
• Coach sales leadership and field representatives on tools, processes and best practices; set objectives and conduct performance reviews.
• Maintain a high level of compliance knowledge to ensure all field programs and materials comply with field policy letters, relevant regulations, company policies and promotional codes.
• Maintain documentation for governance and audit readiness.

Benefits

• medical, dental, vision healthcare and other insurance benefits (for employee and family)
• retirement benefits, including 401(k)
• paid holidays
• vacation
• compassionate and sick days
• annual bonus
• long-term incentive

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED