Sr. Customer Representative, Telesales GHH

Pharmacy Vaccine Account Representative

Our Hybrid Sales team supports our customers by providing clinical information about products, educational information, clinical training programs, and resources. We support healthcare providers and healthcare systems in meeting the healthcare goals of the patients in their communities.

The Pharmacy Vaccine Account Representative position (PVAR) is a member of the Vaccine Account Team and plays a critical role in supporting the Company's Vaccines customer engagement model. The PVAR is responsible for engaging with assigned customers (i.e., pharmacy, medical groups, physician offices) in a way that supports the local market focus on population health and centers on the highest potential business opportunities with these customers that will improve our impact on public health. They will work with the local market team to understand and identify customer needs, proactively align products and services, support pull-through activities relative to integrated strategies, and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients. The PVAR is responsible for ensuring all activities adhere to the spirit and letter of all Company Policies and US Laws and Regulations.

The PVAR reports to the Customer Team Leader (CTL), Vaccine Customer Center, and works in close collaboration with broader Vaccine Field Sales team.

This position is a hybrid sales position with ~50% of the engagements with HCPs occurring remotely and ~50% requiring travel for the purpose of live customer engagements, exhibits, internal/external company meetings and relevant vaccine business activities.

Typical hours of operation are 8AM - 5PM EST, Monday - Friday, adjusting hours aligned to the geographical time zone based on residence. Our Team provides vaccine information and support to customers across time zones, as a result job hours vary depending on territory assignments.

For all our Company employees, please initiate a discussion with your manager to review your interest in this opportunity and to determine alignment (readiness/availability) with your Employee Development Plan.

Territory Information:

• This territory includes but is not limited to: Must reside near a major airport in Texas (DFW), Missouri/Kansas (KC, St. Louis)
• Travel % will vary depending on candidate's location in the territory, up to 50% of the time.

Primary Responsibilities:

Account Management & Contracting

• Understand multiple interdependencies within an account, consider customer healthcare goals and needs, and maximize account performance by building long-term relationships through collaborative business planning processes and approaches. This includes conducting customer business reviews with appropriate stakeholders discussing the financial impact of contracts and progress/ results of targeted vaccine programs and previously identified opportunities to improve customer benefits.
• Maintain complete knowledge and understanding of our company's contract terms and conditions. Apply knowledge of contracts and historical ordering patterns to optimize vaccine purchases for customers and appropriate inventory in support of office protocols, vaccination goals, and seasonality in patient origination.
• Establish and track account performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.
• Apply knowledge of full portfolio of our company's vaccines, competitive brands, immunization recommendations and protocols to support the integration of a standard of care and the development and establishment of vaccination protocols.
• Manage customer supply, product transition, and back-order challenges and communications.

Sales Acumen

• Build trust with customers and demonstrate value in selling situations to deliver high-quality engagements or interactions that deliver products/ solutions with the common goal of improving health outcomes in pediatric, adolescent, and adult populations and across multiple customer segments. Work cross functionally with each Field Sales counterpart to provide support and resources that assist customers in achieving health outcomes.
• Collaborate with customers through solid relationship management skills and leverage customer insights to provide appropriate information and solutions.
• Change customer behaviors by understanding beliefs and experiences and providing appropriate insight that creates a different experience.
• Create a compelling and logical rationale for the value of Company Vaccines (clinical) and Commercial Offers in support of patient health & wellness.
• Ask strategic, insightful questions to obtain information on customer healthcare needs, use the insights to position Company vaccines and commercial offers.

Customer Segmentation & Targeting

• Divide assigned customer population into groups of individuals who share similar characteristics and buying behaviors, and apply this information to focus on groups effectively, allocate promotional resources, and drive execution of commercial plans.
• Evaluate and prioritize business across assigned customer segments.
• Apply customer insights to effectively and differentially allocate marketing and field resources that drive execution of sales and marketing plans.
• Communicate our Company's Vaccine clinical information and Commercial Offers in a way that is meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer's needs.

Position Qualifications:

Education:

• Bachelor's degree with 3 (36 months) or more years Sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience which could include professional sales, experience in marketing, military or healthcare/scientific field that is not sales related (pharmaceutical, biotech, or medical devices).

Required Skills:

• Demonstrated aptitude to excel in current or previous educational or professional roles.
• Ability to work both independently and within a team environment.
• Strong organizational and time management skills
• Excellent interpersonal and communication skills

Preferred Skills/Experience:

• Ability to convey technical concepts accurately and clearly.
• Prior experience working in a technical/scientific field or healthcare environment.
• Previous sales, account management, consultative, or customer service experience
• Experience developing and executing a plan for engaging customers and meeting customer needs.
• Understanding of Marketing/Sales &/or Marketing/Sales Support Functions/Operations
• Ability to analyze metrics to assess progress against objectives.
• Vaccines experience
• Retail Pharmacy sales experience