HIV Customer Representative - South Chicago

About the role

The HIV Customer Representative is a key member of the Customer Team and plays a critical role in supporting the company’s customer-centric business model. This position works with the Customer Team to understand and identify customer needs, supports pull-through activities relative to the customer strategy, and ensures the company is viewed as demonstrating better health outcomes to healthcare professionals and their patients. The role models professionalism and leadership by demonstrating the required knowledge for successful execution of all Field Sales competencies.

Territory Information

This is a field-based sales position covering the Chicago, South Chicago, Central Illinois, and Northwest Indiana territory. The ideal location is within this territory or within a reasonable commuting distance to those workload centers. Travel percentage varies based on the candidate’s location within the geography.

Responsibilities

• Communicates product information in a way that is 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 healthcare professional (HCP) customers, knowing when and how to seek and provide additional information.
• Within select customer accounts, acts as the primary point of contact, meets with key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and identifies business opportunities.
• For select customer accounts/HCPs, coordinates with the customer team to develop customer strategy, outlining strategy for interactions, relationships, solutions, and potential offerings.
• Shares learnings and best practices from one customer to help other customers meet their needs.
• Demonstrates a focus on better health outcomes by considering the HCP and patient experience.
• Provides input into resource allocation decisions across customers.
• Identifies and selects programs/services available in the library of resources to address customer needs.
• Maintains a current understanding of practice structure, business model, key influencers, and network structure, and makes information available to relevant stakeholders.
• Influences beyond the specific geography or product area.
• Embraces and maximizes new technological capabilities and channels to engage customers.
• Engages in all job responsibilities and activities with the highest standards of ethics and integrity, with particular emphasis on compliance with all relevant laws, policies, and regulations.

HIV Specific Responsibilities

• Demonstrates the ability to execute at each stage of the sales process.
• Creates a compelling and logical rationale for positioning the company’s HIV products versus the competition by focusing on appropriate patient types and the use of supportive approved resources.
• Demonstrates the ability to stay ahead of market trends, assess the impact of dynamics on the current business state, and makes proactive recommendations to meet future needs of the business.
• Demonstrates innovation, resilience, and the ability to adapt to ambiguous or evolving business environments.
• Demonstrates an advanced ability to ask strategic, insightful questions to obtain information on customer healthcare needs and uses the insights to position HIV products and collaborate with customers on focused and customized business strategies.
• Demonstrates the ability to identify customer/market segments and industry conditions in the local market, with special emphasis on specialty pharmacy to leverage business opportunities and understand HIV product distribution channels and challenges.
• Demonstrates the ability to drive results by appropriately managing the total virology product portfolio by prioritizing individual opportunities and plan execution through customer segmentation, targeting, and business analysis.
• Articulates the complexities of the HIV payer environment, recognizing the role each stakeholder plays in the ability to access the company’s virology product portfolio.
• Demonstrates the ability to apply understanding of account needs and inter-dependencies to develop and execute account plans.
• Collaborates and models teamwork with extended members of the virology account team (CLs, CTLs, Managed Care, Marketing) in the development of long-term account plans and customer-centric solutions to improve value for both customers and patients.
• Demonstrates the ability to embrace and maximize current and future technological capabilities and multi-channel opportunities to engage customers.
• Demonstrates high-level collaboration skills to optimally maximize customer interactions and territory management with cross-functional virology and non-virology stakeholders such as community liaisons, IDS executives, and fellow district members.
• Demonstrates the ability to forge and manage business relationships with difficult-to-access customers in a “no sample” environment.
• Demonstrates the ability to function effectively and employ 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.

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 (which could include professional sales, marketing, military, or healthcare/scientific fields such as pharmaceutical, biotech, or medical devices).
• Valid driver’s license.
• Willingness to travel within the assigned territory to visit customers in-person and for national sales meetings/conferences.

Preferred Experience and Skills

• Minimum of two (2) years working in one or more of the following areas: account management or sales experience working with infectious disease customers, with a preference for HIV product experience and/or launch experience.
• Preference for specialty sales experience across multiple specialty markets, with a preference for launch experience.
• Experience in pharma, biotech, or medical device sales.
• Demonstrated experience developing and executing plans for engaging customers and meeting customer 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 inter-dependencies and build partnerships with key stakeholders/departments.
• Experience with complex payer environments, recognizing the role each stakeholder plays in the ability to access 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 a challenging-to-access or “no sampling” environment.
• High level of business acumen and account management skills.
• Current relationships with key opinion leaders within designated accounts preferred.
• Leadership, planning and organization, 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 and working in a highly compliant environment.

Benefits

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

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, but not limited to, 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.