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 meet the goals of the patients in their
The Vaccine Customer Representative is a key member of the
Vaccine Horizontal Market Team and plays a critical role in
supporting the Company's Vaccines customer engagement model.
He/she is responsible for engaging with customers in a way that
supports the local market focus on population health and centers on
the highest potential business opportunities that will improve our
impact on public health.
He/she 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. Responsible for ensuring all activities adhere to the
spirit and letter of all Company Policies and US Laws and
Primary activities include:
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
- Understand complex account interdependencies in order to
develop both short and long-term account plans in conjunction with
a wide array of stakeholders and lead a local account team's
execution to deliver on the account plan.
- Work consistently with customers to demonstrate an
understanding of and support for office vaccine protocols.
Understand the role of each health care practitioner in the office
(e.g., office manager, Medical Assistants, nurse, physician) as it
relates to establishing and implementing the vaccine protocol.
- Provide information and resources that support the integration
of a standard of care and the development and establishment of
office vaccination protocols.
- 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.
- Manage customer supply, product transition, and back-order
challenges and communications.
- Develop annual portfolio-wide account strategy business plan
with corresponding business case for top accounts.
- Establish and track account performance metrics to evaluate
progress and performance, and to assess opportunity and need to
adjust plans and associated tasks.
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 diverse customer segments which may include
private or public sector (state health departments, FQHCs, VISNs,
VAs, Military, Pharmacy, etc.). Work cross functionally with each
Company Vaccine and USCO 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
comprehensive solutions to previously unmet and evolving healthcare
needs with a focus on population health management.
- Understand and appropriately converse about current health care
trends per company guidance, including: ACOs, PCMHs, HC Reform,
Prevention & Wellness, etc.
- Change customer behaviors by understanding beliefs and
experiences and providing appropriate insight that creates a
- 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, and collaborate with customers on a
Customer Segmentation & Targeting - Divide 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
- Identify key customer segments, channels, and opportunities
across the eco-system of patient care. Evaluate and prioritize
business across many different types of customer segments
including: public clinics, private systems, pharmacy, government,
VA/military/CBOCs, FQHCs, etc.
- Divide a customer base into customer segments and apply the
insights to effectively and differentially allocate marketing and
field resources that drive execution of sales and marketing
- Communicate our Company's Vaccine clinical information and
Commercial Offers in a way that's meaningful and relevant to each
individual customer; customize discussions and client interactions
based on understanding of customer's needs
- Engage in informed discussions about products with Health Care
Provider customers - knowing when/how to seek and provide
- Act as primary point of contact for customer, meet with key
customers/personnel to understand practice structure, business
model, key influencers: Managed Care Organization (MCO), employers,
state and local policy)/network structure, customer needs and
identify business opportunities
- Coordinate with customer team to develop customer strategy -
outlining strategy for interactions/ relationship, solutions and
potential offerings for customer
For all employees, please initiate a discussion with your
manager to review your interest in this opportunity and to
determine whether or not it is aligned (readiness/availability)
with your Employee Development Plan.
If the successful candidate is an existing Field Sales employee
in grades S2 or S1, he/she will be offered the position at his/her
current grade/band level. If a former Field-Sales Customer Team
Leader / Business Manager is the successful candidate, he/she will
be offered the position at a grade S2.
This is a field-sales position based in Alexandria, Virginia.
Travel is required to cover the territory.
- This territory covers: Alexandria, Virginia and surrounding
area, including Annandale, Falls Church, Arlington, and more.
- The ideal location to reside is within this territory.
- Travel (%) depends on the selected candidate's location within
- This position reports to Customer Team Leader.
Education Minimum Requirement:
- A Bachelor's Degree with 0-2 years Sales experience OR a
minimum of high school diploma with at least 4 years of relevant
Required Experience and Skills:
- Demonstrated excellence in current or previous educational or
- Excellent interpersonal and communication skills
- Ability to work both independently and within a team
- Strong organizational and time management skills
- Valid Driver's license
Preferred Experience and Skills:
- Ability to convey technical concepts accurately and
- Previous sales, account management, consultative, or customer
- Ability to analyze metrics to assess progress against
Our Human Health Division maintains a "patient first, profits
later" ideology. The organization is comprised of sales, marketing,
market access, digital analytics and commercial professionals who
are passionate about their role in bringing our medicines to our
Who we are
We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA
in the United States and Canada and MSD everywhere else. For more
than a century, we have been inventing for life, bringing forward
medicines and vaccines for many of the world's most challenging
diseases. Today, our company continues to be at the forefront of
research to deliver innovative health solutions and advance the
prevention and treatment of diseases that threaten people and
animals around the world.
What we look for
In a world of rapid innovation, we seek brave Inventors who want
to make an Impact in all aspects of our business, enabling
breakthroughs that will affect generations to come. We encourage
you to bring your disruptive thinking, collaborative spirit and
diverse perspective to our organization. Together we will continue
Inventing For Life, Impacting Lives while Inspiring Your Career
Invent. Impact. Inspire.
NOTICE FOR INTERNAL APPLICANTS
In accordance with Managers' Policy - Job Posting and Employee
Placement, all employees subject to this policy are required to
have a minimum of twelve (12) months of service in current position
prior to applying for open positions.
If you have been offered a separation benefits package, but have
not yet reached your separation date and are offered a position
within the salary and geographical parameters as set forth in the
Summary Plan Description (SPD) of your separation package, then you
are no longer eligible for your separation benefits package. To
discuss in more detail, please contact your HRBP or Talent
Current Employees apply HERE
Current Contingent Workers apply HERE
US and Puerto Rico Residents Only:
Our company is committed to inclusion, ensuring that candidates
can engage in a hiring process that exhibits their true
capabilities. Please click here if you need an accommodation during
the application or hiring process.
For more information about personal rights under Equal
Employment Opportunity, visit:
EEOC GINA Supplement
OFCCP EEO Supplement
We are proud to be a company that embraces the value of bringing
diverse, talented, and committed people together. The fastest way
to breakthrough innovation is when diverse ideas come together in
an inclusive environment. We encourage our colleagues to
respectfully challenge one another's thinking and approach problems
collectively. We are an equal opportunity employer, committed to
fostering an inclusive and diverse workplace.
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck
Sharp & Dohme Corp., Kenilworth, 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 are position specific. Please, no phone calls or
Flexible Work Arrangements:
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