Job Details
Merck & Co, Inc
Associate Vice President, US Vaccines Sales & Customer Engagement
Job Description
New hires in office-based roles in the US & Puerto Rico will be required, subject to applicable law, to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption to this vaccination requirement that can be accommodated without an undue burden to the operation. However, subject to applicable law, employees working in roles that the Company determines require routine collaboration with external stakeholders, such as employees in health services, customer facing commercial, or research based roles, will be required to be fully vaccinated as a condition of employment.
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 communities.
The Associate Vice President (AVP), US Vaccines Sales & Customer Engagement has responsibility for a $5.5 billion net revenue portfolio of our company's vaccine products. This is a growing portfolio, with new vaccines and new competition. This role has management responsibility for a broad and diverse organization of ~500 employees which include Vaccine Sales Representatives (VCRs), Sales Managers, Regional Directors of Commercial Operations (DCOs), Vaccine Key Customer leaders (VKCLs), Vaccine Pharmacy Account Executives (VPAEs), Regional Medical Directors (RMDs), a Medical Strategy team, and our company's Vaccine call center, which is a remote inside-sales team.
Major responsibilities include attracting, leading, and developing a strong, results-oriented and diverse team, developing sales plans, making resource allocation decisions, owning the customer experience, managing the P&L, and ensuring compliance to company guidelines in how we execute with customers. This sales leader will work closely with the US marketing leads, the portfolio marketing team, IAM, and the contracting team to inform marketing and segment specific plans for in-line and soon to launch new vaccines. The AVP will also be responsible for driving revenue growth and ensuring compliant execution of brand strategies with targeted customers. They will help inform evolution of contract offerings for key segments and customers. Customers include, but are not limited to: Integrated delivery systems, PO buying groups, independent physician clinics, Pediatrics, Family practice, OBGYNs, Retail Pharmacy, and Key Scientific leaders.
Given the dynamic external environment, this person will also be responsible for assessing market evolution, implications on team access, resources and skills needed, and for defining future needs of the organization. They will lead the vaccine organization to the implementation of needed innovations for how we engage going forward. This leader will also be responsible for collaborating with other sales, account management and Sales Operations leaders across the US market to influence market-wide issues and to ensure consistency across customer-facing teams, as appropriate.
Primary Responsibilities:
Clearly develops and communicates a clear vision and strategy for the business that motivates and energizes the national team.
Understands the evolving health care market environment - identification of customer segments and business drivers
Defines and optimizes the go-to-market model for US vaccines over time.
Determines the right people, right channel, and right time to engage each customer
Fosters customer relationship development, implements an effective customer-focused approach, and demonstrates the importance of the customer to our company.
Focuses on attaining business goals and growth targets for promoted brands via a compensation design that aligns to those behaviors
Makes resource allocation decisions within the customer facing organization to maximize business outcomes.
Develops a long-term plan for sales force deployment based on evolving customer needs, portfolio prioritization, and pipeline opportunities.
Education Minimum Requirements:
Required: BA/BS
Required Experience and Skills:
Minimum of (10) years’ experience in Sales, Account Management, Marketing or Managed Markets- Pharmaceutical industry
Experience leading at a senior sales level (manager of manager level)
US Marketing or Strategy development experience
Demonstrated ability to attract and lead a strong results-oriented team
Demonstrated agility and ability to anticipate and respond to evolving US trends
Demonstrated history of strong performance
Experience translating divisional or brand strategies into initiatives and local priorities
Preferred Experience and Skills:
Vaccine market understanding
Buy and Bill experience
Experience with account management
Experience leading a large, geographically diverse organization
Experience leading a transformational initiative
Location: Based in Upper Gwynedd, PA in order to collaborate closely with the associated Marketing teams and other functional groups
Travel: 25-50% US travel
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 customers worldwide.
Who we are …
We are known as Merck & Co., Inc., Rahway, 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 …
Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.
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 Acquisition Advisor.
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US and Puerto Rico Residents Only:
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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., 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 are position specific. Please, no phone calls or emails.
Employee Status:
RegularRelocation:
Domestic/InternationalVISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Shift:
Valid Driving License:
Hazardous Material(s):
Number of Openings:
1Requisition ID:R180965