Merck Rare Disease Account Specialist - PAH - Charlotte Territory
Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems to meet the goals of the patients in their communities.
As we continue to grow and define the rare disease market of the future, we are looking for dynamic individuals who thrive in a team environment and are driven to succeed. The Rare Disease Account Specialist serves as a key point of contact to customer accounts for our Company’s Pulmonary Arterial Hypertension (PAH) business. This role will be critical in establishing our presence in PAH and our commitment to supporting the efforts of PAH healthcare providers in improving patient health outcomes. This role will generate demand for our Company products, build and maintain a strong rapport with providers and office staff, engage and support account executives who help secure formulary access, and design account strategies to meet local customer needs.
This is a field-based sales position that is responsible for the Charlotte territory and may require regular overnight travel (50%).
Primary Activities & Responsibilities:
- Account Management:
- Responsible for the overall customer experience of all stakeholders within target accounts; builds relationships with providers and staff, as appropriate, and acts as cross-functional point of contact for all.
- Develops deep understanding of account objectives, strategies, unique challenges, and stakeholder influence networks to generate strategic insights.
- Plans & conducts quarterly strategic planning sessions for key accounts with relevant our Company stakeholders to create shared understanding of market context, account, & stakeholder needs and refine account strategy, including objectives, strategic imperatives, and tactics.
- Coordinates the execution of account strategies, tracks progress against objectives, and refines plans as needed to deliver on goals.
- Proactively solicits feedback from account stakeholders to better understand needs and become a trusted resource.
- Care Team Engagement:
- Provides approved disease and product information and resources to approved members of the patient care team, including MDs, NPs, PAs, and other provider roles.
- Shares information on target profiles to support the identification of appropriate patients for therapy.
- Supports the education of and responds to questions from approved providers on the care team on the appropriate administration of our Company products.
- Provides information and education to appropriate providers using approved resources on our Company’s patient support program to help address patient access and coverage issues.
- Acts as the primary point of contact for all care team stakeholders and coordinates with other our Company customer-facing roles to ensure customer needs are met in a compliant, orchestrated fashion.
- Demonstrates commitment to compliance through understanding of regulations, industry codes, and policies that govern customer interactions and consistent focus on ensuring compliance with them.
- Ecosystem Management:
- Partners with internal colleagues to plan and host medical education events within designated territory.
- Attends and supports our Company presence at national & local congress/society events.
- Proactively creates connections across care teams within designated territory to build appropriate provider-provider relationships.
- Partners with HQ role(s) to plan and execute events with key thought leaders practicing within a designated territory.
- Scientific/Clinical Proficiency:
- Deep understanding of clinical and scientific aspects of PAH, competitor products, and our Company products.
- Understanding of access & insurance coverage processes in PAH, specifically those of payers most active in designated territory.
- Business Acumen:
- Ability to understand and define customer business models and infer strategic objectives.
- Ability to create account strategies that deliver on both our Company and customer objectives.
- Ability to effectively and efficiently partner with appropriate cross-functional our Company stakeholders to develop and execute customer strategies & tactics.
- Ability to lead without authority across individuals in different reporting structures to ensure execution against objectives.
- Ability to partner with other Rare Disease Account Specialists to share best practices, peer-coach new team members, and create an environment of continual learning.
Qualifications:
- Bachelor’s degree with 4 years of sales experience in the pharmaceutical/medical industry or a high school diploma with at least 8 years of equivalent experience.
- Keen interpersonal skills, including abilities to interact with individuals from a variety of backgrounds and to influence senior levels of management, key thought leaders, and customers.
- Strong presentation and communication skills, including the ability to understand, distill, and convey complex scientific and public health-related concepts to diverse audiences.
- Technologically proficient (e.g., MS Office Suite, iPad).
- Able to travel the amount of time the role requires, including overnight travel - 50%.
Preferred Experience and Skills:
- Advanced degree (e.g., MBA, PharmD).
- Minimum of 2 years current/recent experience in the PAH market.
- Minimum of 2 years current/recent experience with rare disease products.
- 2+ years of account management experience in the healthcare industry.
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