EyeBio
Overview
The Virology Customer Representative is a key member of the Customer Team and plays a critical role in supporting our Company's customer-centric business model. They are responsible for working with the Customer Team to understand and identify customer needs, supporting pull-through activities relative to the customer strategy, aligning with our values and standards, and ensuring that we are viewed as delivering better health outcomes to healthcare professionals and their patients. The Virology Customer Representative demonstrates professionalism and leadership by modeling the required knowledge for successful execution of all Field Sales competencies. Territory
This is a field-based sales position responsible for covering the Boston, Massachusetts territory.
The territory includes Metro Boston.
The ideal location to reside is within this territory or within a reasonable commuting distance to the workload center.
Travel percentage varies based on location within the geography.
Primary Responsibilities
Communicate product information in a way that's meaningful and relevant to each customer; customize discussions based on understanding of customer needs.
Engage in informed discussions about products with healthcare professional (HCP) customers – knowing when/how to seek and provide additional information.
Within select customer accounts, act as primary contact for the customer, meeting with key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and identify business opportunities.
For select customer accounts/HCPs, coordinate with the customer team to develop a customer strategy – outlining interaction/relationship strategies, solutions, and potential offerings.
Share learnings and best-practices from one customer to help other customers meet their needs.
Demonstrate a focus on better health outcomes (considers the HCP and patient experience).
Provide input into resource allocation decisions across customers.
Identify and select programs/services available in the library of resources to address customer needs.
Maintain current understanding of practice structure, business model, key influencers/network structure, and make information available to relevant stakeholders.
Influence beyond their specific geography or product area.
Embrace and maximize new technological capabilities and channels to engage customers.
Engage 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.
Virology Specific
The Virology Customer Representative demonstrates the ability to: Execute at each stage of the sales process.
Create a compelling and logical rationale in positioning our Company's Virology products versus the competition by focusing on appropriate patient types and use of supported resources.
Stay ahead of market trends, assess impact of dynamics on current business state and make proactive recommendations to meet future needs.
Innovate and thrive in fast-changing, ambiguous business environments through resilience and adaptability.
Ask strategic, insightful questions to obtain information on customer healthcare needs. Use insights to position Virology products and collaborate with customers on focused and customized business strategy.
Identify customer/market segments and industry conditions in the local market. Emphasis on Specialty Pharmacy to leverage opportunities and understanding of Virology product distribution/challenges.
Drive results by appropriately managing the total Virology product portfolio through prioritizing opportunities and planning execution via customer segmentation, targeting and business analysis.
Articulate the complexities of the HIV payer environment, recognizing the role of each stakeholder in accessing the Virology portfolio.
Apply understanding of account needs and inter-dependencies to develop and execute account plans. Collaborate with extended Virology Account Team (Clinicians/CTLs, Managed Care, Marketing) to develop long-term account plans and customer-centric solutions.
Embrace and maximize current and future technological capabilities and multichannel opportunities to engage customers.
Collaborate to maximize customer interactions and territory management with cross-functional Virology and non-Virology stakeholders such as Community Liaisons and other executives.
Create and manage business relationships with difficult-to-access customers in a no-sample environment.
Adopt a business-owner mindset during cycles of change, including flexing across customer segments, product portfolios, and working in flexible matrix configurations.
Maintain high-level compliance with all Company policies and procedures.
Position Qualifications
Minimum Requirements: Bachelor’s Degree with 2-6 years of sales experience or a minimum of a high school diploma with at least 6 years of equivalent experience in professional sales, marketing, military or healthcare/scientific field not related to sales (pharmaceutical, biotech, or medical devices).
Valid driver’s license.
Preferred Experience and Skills: Minimum of two (2) years in account management or sales with Infectious Disease customers, with preference for HIV product experience and/or launch experience.
Preference for specialty sales experience across multiple specialty markets, with preference for launch experience.
Experience in pharma, biotech or medical device sales.
Experience developing and executing plans for engaging customers and meeting needs.
Experience establishing, developing and maintaining relationships.
Experience in a highly regulated environment with compliance to laws and policies.
Account experience in complex hospital systems, teaching institutions and community hospitals.
Ability to identify account inter-dependencies and build partnerships with key stakeholders.
Experience with complex payer environments, recognizing stakeholder roles in accessing product portfolios, especially pharmacy stakeholders.
Current disease-state customers acknowledge the representative as trusted and reliable.
Experience interacting with scientific thought leaders and developing advocates across adoption continuum.
Ability to develop customer relationships in challenging-to-access environments.
High level of business acumen and account management skills.
Current relationships with key opinion leaders within designated accounts preferred.
Leadership, planning, organization, self-motivation, initiative, ability to learn and convey complex information.
Commitment to ethics, integrity, and working in a compliant environment.
Disclaimer and Compliance:
This role requires adherence to company policies and regulatory requirements. EEO statements and compliance information are provided where applicable in job postings. All applicants are considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, or protected veteran status.
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The Virology Customer Representative is a key member of the Customer Team and plays a critical role in supporting our Company's customer-centric business model. They are responsible for working with the Customer Team to understand and identify customer needs, supporting pull-through activities relative to the customer strategy, aligning with our values and standards, and ensuring that we are viewed as delivering better health outcomes to healthcare professionals and their patients. The Virology Customer Representative demonstrates professionalism and leadership by modeling the required knowledge for successful execution of all Field Sales competencies. Territory
This is a field-based sales position responsible for covering the Boston, Massachusetts territory.
The territory includes Metro Boston.
The ideal location to reside is within this territory or within a reasonable commuting distance to the workload center.
Travel percentage varies based on location within the geography.
Primary Responsibilities
Communicate product information in a way that's meaningful and relevant to each customer; customize discussions based on understanding of customer needs.
Engage in informed discussions about products with healthcare professional (HCP) customers – knowing when/how to seek and provide additional information.
Within select customer accounts, act as primary contact for the customer, meeting with key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH), network structure, customer needs, and identify business opportunities.
For select customer accounts/HCPs, coordinate with the customer team to develop a customer strategy – outlining interaction/relationship strategies, solutions, and potential offerings.
Share learnings and best-practices from one customer to help other customers meet their needs.
Demonstrate a focus on better health outcomes (considers the HCP and patient experience).
Provide input into resource allocation decisions across customers.
Identify and select programs/services available in the library of resources to address customer needs.
Maintain current understanding of practice structure, business model, key influencers/network structure, and make information available to relevant stakeholders.
Influence beyond their specific geography or product area.
Embrace and maximize new technological capabilities and channels to engage customers.
Engage 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.
Virology Specific
The Virology Customer Representative demonstrates the ability to: Execute at each stage of the sales process.
Create a compelling and logical rationale in positioning our Company's Virology products versus the competition by focusing on appropriate patient types and use of supported resources.
Stay ahead of market trends, assess impact of dynamics on current business state and make proactive recommendations to meet future needs.
Innovate and thrive in fast-changing, ambiguous business environments through resilience and adaptability.
Ask strategic, insightful questions to obtain information on customer healthcare needs. Use insights to position Virology products and collaborate with customers on focused and customized business strategy.
Identify customer/market segments and industry conditions in the local market. Emphasis on Specialty Pharmacy to leverage opportunities and understanding of Virology product distribution/challenges.
Drive results by appropriately managing the total Virology product portfolio through prioritizing opportunities and planning execution via customer segmentation, targeting and business analysis.
Articulate the complexities of the HIV payer environment, recognizing the role of each stakeholder in accessing the Virology portfolio.
Apply understanding of account needs and inter-dependencies to develop and execute account plans. Collaborate with extended Virology Account Team (Clinicians/CTLs, Managed Care, Marketing) to develop long-term account plans and customer-centric solutions.
Embrace and maximize current and future technological capabilities and multichannel opportunities to engage customers.
Collaborate to maximize customer interactions and territory management with cross-functional Virology and non-Virology stakeholders such as Community Liaisons and other executives.
Create and manage business relationships with difficult-to-access customers in a no-sample environment.
Adopt a business-owner mindset during cycles of change, including flexing across customer segments, product portfolios, and working in flexible matrix configurations.
Maintain high-level compliance with all Company policies and procedures.
Position Qualifications
Minimum Requirements: Bachelor’s Degree with 2-6 years of sales experience or a minimum of a high school diploma with at least 6 years of equivalent experience in professional sales, marketing, military or healthcare/scientific field not related to sales (pharmaceutical, biotech, or medical devices).
Valid driver’s license.
Preferred Experience and Skills: Minimum of two (2) years in account management or sales with Infectious Disease customers, with preference for HIV product experience and/or launch experience.
Preference for specialty sales experience across multiple specialty markets, with preference for launch experience.
Experience in pharma, biotech or medical device sales.
Experience developing and executing plans for engaging customers and meeting needs.
Experience establishing, developing and maintaining relationships.
Experience in a highly regulated environment with compliance to laws and policies.
Account experience in complex hospital systems, teaching institutions and community hospitals.
Ability to identify account inter-dependencies and build partnerships with key stakeholders.
Experience with complex payer environments, recognizing stakeholder roles in accessing product portfolios, especially pharmacy stakeholders.
Current disease-state customers acknowledge the representative as trusted and reliable.
Experience interacting with scientific thought leaders and developing advocates across adoption continuum.
Ability to develop customer relationships in challenging-to-access environments.
High level of business acumen and account management skills.
Current relationships with key opinion leaders within designated accounts preferred.
Leadership, planning, organization, self-motivation, initiative, ability to learn and convey complex information.
Commitment to ethics, integrity, and working in a compliant environment.
Disclaimer and Compliance:
This role requires adherence to company policies and regulatory requirements. EEO statements and compliance information are provided where applicable in job postings. All applicants are considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, or protected veteran status.
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