Senior Customer Representative, Telesales GHH -- Gulf Territory

Job Description

Our Hybrid 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 in meeting the healthcare goals of the patients in their communities.

The Pharmacy Vaccine Account Representative (VAR) 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., pharmacies, 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), National Retail Pharmacy Sales Team, and works in close collaboration with the broader Vaccine Field Sales and Vaccines Pharmacy Account Executive teams.

• This position is a hybrid sales position with 60% of the engagements with HCPs occurring remotely. And 40% requiring travel for the purpose of live customer engagement, and quarterly company meetings.

• For all internal 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 north the geography will include customers in the states of Alabama, Tennessee, Mississippi, Louisianna and Arkansas. Candidates must reside near a major airport in the states of Tennessee (Nashville, Memphis), Louisianna (New Orleans), Alabama (Birmingham).

• 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 diverse 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.

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