Account Manager Virology

Job Description

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.

The Account Manager Virology is responsible for our HIV portfolio and our antiviral treatment used to prevent cytomegalovirus (CMV) infection. Your primary role is to collaborate closely with customers to understand their challenges and jointly find solutions. Your goal is to bring our innovations to more patients quickly by driving launch excellence, patient access, and clinic-level uptake. This customer-facing position requires deep customer insights, building strong relationships, and optimizing key account management. Your focus will be on account management, pathway optimization and execution, working closely with cross-functional teams both within and across the markets.

Identifying customer needs, create business opportunities, and ensure benefits for patients, customers, and our company. Approximately 80% of your time will be spent engaging with customers, becoming an expert on the needs and considerations of hospitals, decision-makers, and patients in your market.

Serving as a core member of the cross-functional team (CFT), representing the voice of your customers. Adhering to ethical codes and local regulations, you will establish close working relationships with our customers. Reporting to the Virology Franchise Lead, Hospital Care. The sales territory: Romandie and Ticino.

Responsibilities:

Customer Engagement and Key Account Management

• Develop and execute customer engagement strategies and plans to drive sustained business growth, achieve revenue targets, and foster strong relationships with key external stakeholders.

• Utilize customer insights to identify and capitalize on commercial opportunities, ensuring continuous feedback with the cross-functional team.

• Gain deep expertise in the needs and considerations of hospitals and decision-makers by collaborating with customers to understand patient pathways and challenges.

• Create solutions that enhance the value of medicines and treatments based on insights from the hospital accounts, while providing scientifically and clinically approved disease and therapeutic information.

• Foster effective communication and dialogue with stakeholders by leveraging a deep understanding of therapeutic area, different treatment options, our and the competitor’s data, in addition to emerging trends in the field.

• Develop and implement launch strategies at clinic level to maximize market penetration and product adoption, collaborating effectively with internal and external stakeholders.

• Act as the account strategic manager to plan and oversee tactical implementation leveraging cross functional team expertise.

• Collaborate with key scientific leaders to co create and lead the implementation of educational events addressed to your main stakeholders.

• Ensure compliance with regulatory requirements throughout the launch process.

• In addition to accomplishing your quarterly goals, your success can be gauged by the level of quality engagement you establish with our customers, becoming a valued partner in addressing challenges within the healthcare sector.

Digital and Data:

• Strong understanding of the relevant therapeutic and clinical area, including both own and competitors' portfolio and clinical data. Possess the ability to effectively apply this knowledge to the local market, specific accounts.

• Monitor market dynamics and adapt launch strategies as necessary, while tracking and optimizing launch performance through data analysis and continuous improvement initiatives. Utilize data, analytics, and agile approaches to enhance customer engagement and performance.

• Drive innovation in applying value-added services and across communication channels.

• Collaborate with the cross-functional team to adapt marketing materials and omnichannel initiatives for customers.

• Uphold company values and standards to ensure compliance at all levels within the local market. Possesses strong expertise in managing business and customer engagements in accordance with company compliance standards as well as the local pharma code.

Your Profile:

• Minimum of 3 to 5 years of experience in account management or sales within the pharmaceutical industry, preferably with experience in managing infectious disease customers and/or HIV products. Experience in launching products in the fields of haematology, oncology, and/or pneumology is also desirable.

• Educational background in life sciences or medical/paramedical fields, providing a solid foundation in scientific knowledge and understanding.

• Proven track record in account management within complex hospital systems, demonstrating the ability to navigate and effectively engage with various stakeholders.

• Exceptional sales, negotiation, and communication abilities, with a strong focus on building and maintaining relationships. Possessing strong interpersonal skills and acumen to effectively interact with customers and internal teams.

• Established network of stakeholders in the field of infectious diseases and/or haematology-oncology, which can be leveraged to enhance business opportunities.

• Presentation and influencing skills: Strong presentation and communication skills, with the ability to effectively convey complex information and influence key stakeholders. Being able to tailor messages and adapt communication styles to different audiences.

• Relationship building and customer management: Demonstrated ability to build strong relationships with Health Care Providers (HCPs) including Scientific Leaders and manage customer expectations. Effectively managing conflicts and resolving issues to maintain customer satisfaction and loyalty.

• Cross-functional collaboration: Collaborating and effectively communicating with internal teams (e.g., marketing, medical affairs, finance) to align on account strategies, share insights, and drive coordinated efforts to meet customer needs and business objectives.

• Strategic thinking: The ability to think long-term and develop strategic account plans that align with the overall business strategy. Being able to identify new opportunities, anticipate market changes, and adapt plans accordingly.

• Problem-solving and decision-making: The ability to identify challenges or obstacles within accounts and proactively develop creative solutions or strategies to overcome them. Making informed decisions based on data and analysis.

• Continuous learning and adaptability: A mindset of continuous learning, staying updated on industry trends, therapies, and customer needs. Being adaptable and willing to quickly learn and apply new information or strategies.

• Proficiency in both French and English, enabling effective communication with customers and stakeholders.

• Familiarity with working in a highly regulated industry, emphasizing compliance with laws and policies to ensure ethical and compliant business practices.

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 COMPANY

Our company has had a presence in Switzerland since 1963. With a regional office and manufacturing/packaging facility, Lucerne is considered the center of operations. Approximately 1,000 people work collaboratively at the four Lucerne locations (Tribschenstrasse, Citybay, Schachen and Kriens). A fifth location has been recently established in Zurich, aimed at accelerating the development and commercialization of many of our company’s medicines and vaccines, which supports our mission to save and improve lives around the world. The new location has a target date of 2021 for operational readiness. We are proud to be certified as a “Top Employer Switzerland” and “Top Employer Europe” showing the company’s commitment to our employees and the community around us.

The Switzerland Head Office of our company’s Swiss Subsidiary is based in Lucerne's city centre. Located in the heart of the city, employees work collaboratively across many departments including commercial, market access, medical affairs, clinical research, regulatory affairs, and policy & communications.

Current Employees apply HERE

Current Contingent Workers apply HERE

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:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Job Posting End Date:06/04/2024

A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R295345