Senior Specialist, Specialty Sales Force Effectiveness Ophthalmology

Sr. Specialist, Sales Force Effectiveness

The Sr. Specialist, Sales Force Effectiveness is a hands-on, execution-focused role responsible for field launch readiness, 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, Specialty 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

• Conduct root-cause analyses on underperforming/overperforming territories or segments and recommend targeted interventions or insights.
• Leverage and/or assist in building field tools. Maintain and adjust field KPIs, dashboards and scorecards; analyze trends and produce actionable recommendations for field leaders.

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.

Minimum Requirements:

• Bachelor's degree in science OR 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

Preferred Experience and Skills:

• Analytics, field sales or key account management experience.
• Knowledge in Ophthalmology is nice to have.
• Experience in Power Bi
• 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

Required Skills:

Biopharmaceutical Industry, Business Planning, Data Analysis, Market Development, Medical Devices, Ophthalmology, Pricing Strategies, Project Management, Sales Leadership, Teamwork

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

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As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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The salary range for this role is $117,000.00 - $184,200.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at

You can apply for this role through (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions