Hospital​/Institutional Customer Representative - Bronx and Westchester, NY

Overview

Job Description

The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and supports our customer-centric business model. He/she works with the Hospital Customer Team to understand Health Care Provider (HCP) customer needs, supports pull-through activities relative to the customer strategy, and helps ensure the company is viewed as delivering value and better health outcomes to healthcare professionals and their patients.

The primary activities include:

• Communicating about products in a way that is meaningful and relevant to each customer; customizing discussions and client interactions based on understanding of customer needs
• Engaging in informed discussions about products with HCP customers, knowing when/how to seek and provide additional information
• For select customer accounts, acting as the primary point of contact; meeting with key customers/personnel to understand practice structure, business model, key influencers (MCOs, employers, state/local regulations)/network structure, customer needs, and identifying business opportunities
• Coordinating with the customer team to develop customer strategy for select accounts/HCPs, outlining strategy for interactions/relationships, solutions, and potential offerings
• Partnering with National Account Executives (NAEs) to maintain focus on Managed Care pull-through
• Sharing learning and best practices from one customer to help others meet their needs
• Demonstrating a focus on better health outcomes (beyond acquisition, considering the HCP and patient experience)
• Providing input into resource allocation decisions across customers
• Identifying and selecting programs/services from the company’s resources to address customer needs
• Working with solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address customer needs
• Maintaining current understanding of practice structure, business model, key influencers/network structure, and making information available to relevant stakeholders
• Collaborating and communicating effectively with the extended in-scope customer team to ensure a consistent customer experience across divisions; ensuring integration with NAEs, Vaccines personnel, HMS Manager, Solutions Consultant, CSS, RMD, and other key stakeholders to share customer learning and support needs
• Exhibiting excellence in Account Management, External Market Focus, and 1:1 Customer Interactions
• Influencing beyond geography or product area
• Implementing approved resources, programs, and messages to address customer and company needs
• Creating awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible customers, including discussing approved contract details

Territory Information:

• This territory covers the Bronx and Westchester, NY.
• The selected Sales Representative must reside within the territory.
• Overnight travel may be required.
• Travel percentage varies based on location within the geography.

Education

Minimum Requirements:

• Bachelor’s Degree with 3 (36 months) or more years of 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 fields that are not sales-related).

Required:

• Prior experience in a scientific field or healthcare environment
• Previous sales experience
• Experience developing new business opportunities with existing customers
• Experience establishing new customer relationships
• Understanding of our company’s products and therapeutic areas
• Consistent performer in most competency areas
• Valid driver’s license

Preferred:

• Prior consulting or customer service experience
• Experience developing and executing a plan for engaging customers and meeting needs
• Understanding of Headquarters operations
• Ability to analyze metrics to assess progress against objectives
• Hospital/Institutional sales experience

Our Human Health Division maintains a “patient first, profits later” ideology. The organization includes sales, marketing, market access, digital analytics, and other professionals who are passionate about bringing…