HIV Customer Representative - Phoenix Mirror

This is a field-based sales position responsible for covering the Phoenix Mirror territory, including Las Vegas, Nevada; Tucson, Arizona; Albuquerque and Santa Fe, New Mexico; and El Paso, Texas. The ideal candidate will reside within this territory. Travel percentage varies based on the candidate’s location within the geography.

Responsibilities

• Communicates product information in a way that’s meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer needs.
• Engages in informed discussions about products with HCP customers—knowing when and how to seek and provide additional information.
• Acts as the primary point of contact for select customer accounts, meeting with key customers and personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and identifies business opportunities.
• Coordinates with the customer team to develop customer strategies, outlining plans for interactions, relationships, solutions, and potential offerings.
• Shares learnings and best practices from one customer to help others meet their needs.
• Demonstrates a focus on better health outcomes by considering both HCP and patient experiences.
• Provides input into resource allocation decisions across customers.
• Identifies and selects programs or services from the company’s resource library to address customer needs.
• Maintains a current understanding of practice structure, business model, key influencers, and network structure, making this information available to relevant stakeholders.
• Influences beyond their specific geography or product area.
• Embraces and maximizes new technological capabilities and channels to engage customers.
• Executes at each stage of the sales process, creating a compelling and logical rationale for positioning the company’s HIV products versus competitors by focusing on appropriate patient types and approved resources.
• Stays ahead of market trends, assesses the impact of dynamics on current business, and makes proactive recommendations to meet future needs.
• Demonstrates innovation, resilience, and adaptability in ambiguous or evolving business environments.
• Asks strategic, insightful questions to obtain information on customer healthcare needs and uses insights to position HIV products.
• Collaborates with customers on focused and customized business strategies.
• Identifies customer and market segments, as well as industry conditions in the local market, with a special emphasis on Specialty Pharmacy to leverage business opportunities.
• Understands HIV product distribution channels and challenges.
• Drives results by appropriately managing the total Virology product portfolio, prioritizing individual opportunities, and executing plans through customer segmentation, targeting, and business analysis.
• Articulates the complexities of the HIV payer environment, recognizing the role each stakeholder plays in accessing the company’s Virology product portfolio.
• Applies understanding of account needs and interdependencies to develop and execute account plans.
• Collaborates and models teamwork with extended members of the Virology Account Team (CLs, CTLs, Managed Care, Marketing) to develop long-term account plans and customer-centric solutions.
• Embraces and maximizes current and future technological capabilities and multi-channel opportunities to engage customers.
• Demonstrates high-level collaboration skills to optimize customer interactions and territory management with cross-functional Virology and non-Virology stakeholders, such as Community Liaisons, IDS executives, and fellow District members.
• Forges and manages business relationships with difficult-to-access customers in a “no sample” environment.
• Functions effectively and employs a “business owner mindset” during business cycles undergoing a high degree of change, including flexing across customer segments, product portfolios, and working in flexible matrix configurations.
• Demonstrates high-level compliance with all company policies and procedures.
• Engages in all job responsibilities with the highest standards of ethics and integrity, with particular emphasis on compliance with all relevant laws, policies, and regulations.

Requirements

• Bachelor’s Degree with at least 2 years of sales experience or a minimum of a high school diploma with at least 6 years of equivalent experience (e.g., professional sales, marketing, military, or healthcare/scientific field that is not sales-related, such as pharmaceutical, biotech, or medical devices).
• Valid driver’s license.
• Willingness to travel within the assigned territory to visit customers in-person and attend national sales meetings or conferences.

Qualifications

• Minimum of two (2) years working in one or more of the following areas: account management or sales experience with Infectious Disease customers, with a preference for HIV product experience and/or launch experience.
• Preference for specialty sales experience across multiple specialty markets, particularly with launch experience.
• Experience in pharma, biotech, or medical device sales.
• Demonstrated experience developing and executing plans for engaging customers and meeting their needs.
• Demonstrated success in establishing, developing, and maintaining relationships.
• Prior experience working in a highly regulated industry or environment where compliance with laws and policies is critical.
• Account experience working in complex hospital systems, teaching institutions, and community hospitals.
• Demonstrated skill set to identify account interdependencies and build partnerships with key stakeholders or departments.
• Experience with complex payer environments, recognizing the role each stakeholder plays in accessing the product portfolio, especially pharmacy stakeholders.
• Current disease state customers acknowledge the individual as a trusted and reliable representative.
• Experience interacting with scientific thought leaders and developing advocates across an adoption continuum.
• Demonstrated ability to develop customer relationships in challenging-to-access or “no sampling” environments.
• High level of business acumen and account management skills.
• Current relationships with key opinion leaders within designated accounts (preferred).
• Leadership, planning, and organization skills; self-motivation and initiative; ability to learn, understand, and convey complex information.
• Understanding of the value and importance of approaching job responsibilities with ethics and integrity, working in a highly compliant environment.

Skills

• Adaptability
• Business Acumen
• Business Decisions
• Competency Management
• Customer Service
• Hospital Sales
• Interpersonal Relationships
• Market Opportunity Identification
• Pharmaceutical Sales Training
• Sales Territory Management

Pay

The salary range for this role is $106,200.00 - $167,200.00. An employee’s position within the salary range will be based on several factors, including relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs. The successful candidate will be eligible for an annual bonus and long-term incentive, if applicable.

Benefits

• Comprehensive medical, dental, vision, and other insurance benefits (for employee and family).
• Retirement benefits, including 401(k).
• Paid holidays, vacation, compassionate, and sick days.