Regional Team Leader, Rare Disease/Pah - North Central

Job Description

Regional Team Leader

• North Central

The Regional Team Leader (RTL) serves as the primary interface for our company's Pulmonary Arterial Hypertension (PAH) business. RTLs are fully engaged in the operation of their Regions to manage business priorities. The RTL is essential in executing upon our company's PAH strategy, including recruiting, hiring, and leading a team of customer representatives who engage with HCPs, setting objectives in accordance with national and regional goals, and developing strategic business priorities through an integrated account management framework.

• This is a field-based people management position that is responsible for the North Central region of the United States.

• The North Central region consists of Michigan, Illinois, Iowa, Missouri, Kansas, Minnesota, and Indiana.

• The selected candidate must reside in the region.

• Travel (%), including overnight travel, may be required 75% of the time.

Primary Activities & Responsibilities will include and may not be limited to the following:

People Management

• Lead and manage a team of Customer Account Specialists in identifying customer needs.

• Coach Customer Account Specialists, oversee training, complete people management processes, and effectively develop and resource their customer team to address customer needs and strategic priorities.

• Deliver and adapt performance plans to achieve goals and objectives utilizing KPIs, scaling of successes, etc.

• Conduct formal and informal performance reviews for customer representatives.

• Build a team culture that fosters a safe and supportive environment through coaching to develop and reinforce the knowledge, competencies, skills, and behaviors Customer Account Specialists must master for success.

• Ensure that all interactions with both internal and external customers are conducted in a manner consistent with our company's Values and Standards and Leadership Behaviors and complies with Company policies and procedures.

Ecosystem Management

• Partner across Marketing and Commercial colleagues to plan and host medical education events within designated territories.

• Collaborate across Marketing and Commercial colleagues with emerging Key Opinion Leaders (KOL) to understand and align perceptions around PAH treatment outcomes in alignment with our company's strategy.

• Attend and manage our company's presence at national and local congress/society events.

• Proactively create connections across care teams within designated territory to build KOL-provider relationships.

• Manage and monitor sales performance at ecosystem level.

Customer Account Leadership

• RTL is responsible for the overall customer experience of scientific leaders or high influence customers in top practices, hospitals, or managed care organizations within our company's PAH business: builds relationships with account stakeholders and acts as cross-functional point of contact for all our company's roles engaged with the account.

• Develop deep understanding of account priorities, strategies, unique challenges, and stakeholder influence networks to generate strategic insights.

• Prepare and execute business plans that are tailored to the unique needs of the top customers.

• Conduct quarterly strategic planning session reviews with account teams to create shared understanding of market context, account SWOT, & stakeholder needs and develop account strategy, including priorities/objectives, strategic imperatives, and tactics.

• Relevant company stakeholders include both customer-facing and Headquarter roles.

• Coordinate the execution of account strategies, tracks progress against objectives, and refines plans as needed to deliver on goals.

• Proactively solicit feedback from account stakeholders to better understand needs and become a trusted partner.

Key capabilities & competencies:

Scientific/Clinical Proficiency

• Deep understanding of clinical and scientific aspects of PAH, competitor products, and our company's products:

• Disease state knowledge

• Standards of care and emerging clinical trends

• Relevant diagnostics and testing advances

• Patient demographics

Ecosystem Understanding

• Deep understanding of regional and local health care networks: stakeholders and their relative level of influence, referral dynamics, payer controls, patient demographics, specialty pharmacy activity, etc.

• Knowledgeable on health economics information related to population management and quality.

• Understanding of access & reimbursement processes in PAH, specifically those of payers most active in designated territory

Business Acumen

• Understand and define customer business models and infer strategic objectives.

• Create account strategies that deliver on both our company and customer objectives.

• Understand customer business operations and PAH practice management standards.

• Create and implement local business strategy while operating within an assigned budget.

Collaboration

• Effectively and efficiently partner with cross-functional company stakeholders to develop and execute customer strategies & tactics.

• Lead without authority across individuals in different reporting structures to ensure executions against objectives.

• Ensure that all interactions with both internal and external customers are conducted in a manner that supports our company's Values and Standards and Leadership Behaviors and complies with Company policies and procedures.

• Partner with other Rare Disease CTLs to share best practices, peer-coach team members, and create an environment of continual learning.

Qualifications:

Required:

• Bachelor's degree (BS/BA) and a minimum of 8 years' experience in Sales and/or Marketing or related experience with at least 6 years in pharmaceutical, biotech or healthcare industries.

• Demonstrated experience leading and building strong teams.

• Territory & Business Management with demonstrated accomplishments.

• Keen interpersonal skills, including abilities to interact with individuals from a variety of backgrounds and to influence senior levels of management, key thought leaders, and customers.

• Strong presentation and communication skills, including the ability to understand, distill, and convey complex scientific and public health-related concepts to diverse audiences.

• Strong prioritization skills and ability to contextualize decisions into broader corporate strategies.

• Technologically proficient (e.g., MS Office Suite, iPad).

• Valid driver's license and ability to drive a vehicle.

• Travel the amount of time the role requires.

Preferred:

• 3+ years current/recent experience with PAH products or 3+ years current/recent experience with rare disease specialty, and/or cardiovascular products.

• Advanced degree (e.g., MBA, PharmD).

NOTICE FOR INTERNAL APPLICANTS

In accordance with Managers' Policy

• Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.

If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separationpackage, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.

Current Employees apply HERE

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US and Puerto Rico Residents Only:

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We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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U.S. Hybrid Work Model

Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".

Under New York State, Colorado State, Washington State, and California State law, the Company is required to provide a reasonable estimate of the salary range for this job. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate's relevant skills, experience, and education.

Expected salary range:

$181,600.00 - $285,800.00

Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. For Washington State Jobs, a summary of benefits is listed 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:

Regular

Relocation:

No relocation

VISA Sponsorship:

No

Travel Requirements:

75%

Flexible Work Arrangements:

Remote

Shift:

1st

• Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a