Hospital Executive Representative Sales - RICHMOND, VA

Job Description

The Hospital Executive Representative Sales is a key member of the Hospital Customer Team and plays a critical role in supporting our Company's customer centric business model. He/she is responsible for working with the Hospital Customer Team to understand and identify Health Care Provider (HCP) customer needs, support pull-through activities relative to the customer strategy, and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients.

• Territory covers Richmond Virgina (Norfolk, Richmond, Charlottesville, Harrisonburg, Roanoke)
• The selected Sales Representative must reside within the territory.

• Communicates about product in a way that's meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer's needs
• Engages in informed discussions about products with HCP customers - knowing when/how to seek and provide additional information
• Within select customer accounts acts 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 regulations)/network structure, customer needs and identifies business opportunities
• For select customer accounts/HCPs, coordinate with customer team to develop customer strategy - outlining strategy for interactions/ relationship, solutions and potential offerings for customer
• Partners with National Account Executives (NAEs) to maintain strong focus on Managed Care pull-through
• Shares learning and best-practices from one customer to help other customers meet their needs
• Demonstrates a focus on better health outcomes (beyond acquisition, considers the HCP and patient experience)
• Provides input into resource allocation decisions across customers
• Identifies and selects programs/services available in the library of our Company's "resources" to address customer needs
• Works with solutions group (Headquarters - HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs
• Maintain current understanding of practice structure, business model, key influencers/ network structure and make information available to relevant stakeholders
• Collaborate and communicate effectively with extended "in-scope" customer team to ensure a consistent customer experience across our Company's divisions and functional areas; ensure integration with National Account Executive (NAE), our Company's Vaccines personnel, Health Management Services (HMS) Manager,
• Solutions Consultant, Customer Strategies and Solutions (CSS), Regional Medical Director (RMD) and other key stakeholders to share key customer learning and support customer needs
• Outstanding in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions)
• Influences beyond their specific geography or product area
• Implements approved resources, programs and messages to address customer and company needs.
• Create awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers. To include discussing approved details of the contract.

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).

• Prior experience working in a scientific field or healthcare environment
• Previous pharma sales experience.
• Prior 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

• Prior consulting or customer service experience
• Experience developing and executing a plan for engaging customers and meeting customer…