Rare Disease Account Specialist

4 weeks ago

Los Angeles, United States Merck Sharp & Dohme Full time

**Rare Disease Account Specialist**

Our Sales team supports our customers by providing appropriate clinical information about our Company products, educational information, and resources. We strive to support healthcare providers and healthcare systems in their efforts to help meet the goals of the patients in their communities.

We are looking for dynamic individuals who thrive in a team environment and are driven to succeed. The Rare Disease Account Specialist serves as a key point of contact to customer accounts for our Company’s Pulmonary Arterial Hypertension (PAH) business. This role will be critical in establishing our presence in PAH and our commitment to supporting the efforts of PAH healthcare providers in improving patient health outcomes. This role will generate demand for our Company products, build and maintain a strong rapport with providers and office staff, engage and support account executives who help secure formulary access, and design account strategies to meet local customer needs.
- This is a field-based sales position that will serve as the Southwest Region Overlay and be responsible for the Los Angeles County and Orange County territory. Additional territory coverage may be required as needed.

**Primary Responsibilities and Activities will include and may not limited to the following**:
**Account Management**:

- Responsible for the overall customer experience of all stakeholders within target accounts; builds relationships with providers and staff, as appropriate, and acts as cross-functional point of contact
- Develops deep understanding of account objectives, strategies, unique challenges, and stakeholder influence networks to generate strategic insights
- Plans & conducts quarterly strategic planning sessions for key accounts with our Company's relevant stakeholders to create shared understanding of market context, account, & stakeholder needs and refine account strategy, including objectives, strategic imperatives, and tactics
- Our Company's relevant stakeholders includes both customer-facing and HQ roles
- Coordinates the execution of account strategies, tracks progress against objectives, and refines plans as needed to deliver on goals
- Proactively solicits feedback from account stakeholders to better understand needs and become a trusted resource

**Care Team Engagement**:

- Provides approved disease and product information and resources to approved members of the patient care team, including MDs, NPs, PAs, and other provider roles
- Shares information on target profiles to support the identification of appropriate patients for therapy
- Supports the education of and responds to questions from approved providers on the care team on the appropriate administration of our Company products
- Provides information and education to appropriate providers using approved resources on our Company’s patient support program to help address patient access and coverage issues
- Acts as the primary point of contact for all care team stakeholders and coordinates with our Company's other customer-facing roles to ensure customer needs are met in a compliant, orchestrated fashion
- Demonstrates commitment to compliance through understanding of regulations, industry codes, and policies that govern customer interactions and consistent focus on ensuring compliance with them

**Ecosystem Management**:

- Partners with internal colleagues to plan and host medical education events within designated territory
- Attends and supports our Company's presence at national & local congress/society events
- Proactively creates connections across care teams within designated territory to build appropriate provider-provider relationships
- Partners with HQ role(s) to plan and execute events with key thought leaders practicing within a designated territory

**Key capabilities & competencies**:
**Scientific/Clinical Proficiency**:

- Deep understanding of clinical and scientific aspects of PAH, competitor products, and our Company products:

- Disease state knowledge
- Standards of care and emerging clinical trends
- Relevant diagnostics and testing
- 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.
- Understanding of access & insurance coverage processes in PAH, specifically those of payers most active in designated territory

**Business Acumen**:

- Ability to understand and define customer business models and infer strategic objectives
- Ability to create account strategies that deliver on both our Company and customer objectives
- Understanding of customer business operations and PAH practice management standards

**Collaboration**:

- Ability to effectively and efficiently partner with our Company's appropriate cross-functional stakeholders to develop and execute customer strategies & tactics

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