Hospital Sales Executive

About the role

The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays a critical role in supporting our customer-centric business model. This role involves understanding and identifying Health Care Provider (HCP) customer needs, supporting pull-through activities relative to the customer strategy, and ensuring our company demonstrates value and better health outcomes to healthcare professionals and their patients. Territory: Reading/Philadelphia.

Responsibilities

• Communicates about products 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 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/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.
• Coordinates with the customer team to develop customer strategies, outlining plans for interactions, relationships, solutions, and potential offerings.
• Partners with National Account Executives (NAEs) to maintain a 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, considering the HCP and patient experience beyond acquisition.
• Provides input into resource allocation decisions across customers.
• Identifies and selects programs/services from the company’s resource library to address customer needs.
• Works with the solutions group (Headquarters - HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address customer needs.
• Maintains a current understanding of practice structure, business model, key influencers, and network structure, making this information available to relevant stakeholders.
• Collaborates and communicates effectively with the extended customer team to ensure a consistent customer experience across the company’s divisions and functional areas.
• Ensures integration with National Account Executive (NAE), 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.
• Influences beyond their specific geography or product area.
• Implements approved resources, programs, and messages to address customer and company needs.
• Creates awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers, including discussing approved details of the contract.

Requirements

• Bachelor’s Degree with 3 or more years (36 months) 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).
• Minimum of 3–5 years of experience working directly with or selling to Integrated Delivery Networks (IDNs) within the pharmaceutical industry.
• Prior experience working in a scientific field or healthcare environment.
• Previous sales experience.
• Experience developing new business opportunities with existing customers.
• Experience establishing new customer relationships.
• Understanding of the company’s products and therapeutic areas.
• Consistent performer in most competency areas.
• Valid driver’s license.

Preferred Qualifications

• Prior consulting or customer service experience.
• Experience developing and executing plans for engaging customers and meeting customer needs.
• Understanding of Headquarters operations.
• Ability to analyze metrics to assess progress against objectives.
• Hospital/Institutional Sales experience.

Schedule

• The selected Sales Representative must reside within the territory (Reading, PA).
• Overnight travel may be required.
• Travel percentage varies based on candidate’s location within the geography.

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