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Oncology Specialty Representative (Rhode Island/Southeastern Massachusetts) Job Providence United States,  

MSD (company)

Posted on : 03 May 2017

Project Description

Oncology Specialty Representative (Rhode Island/Southeastern Massachusetts)-DIR018887


Merck & Co., Inc., known as Merck in the US and Canada and MSD across the rest of the world, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company  one that is ready to help create a healthier future for all of us.

Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you ll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career.

The Oncology Specialty Representative (OSR) is a key member of the customer facing organization and plays a critical role in supporting Merck's customer centric business model. He/she is responsible for working with the Customer Team to understand and identify customer needs, support pull-through activities relative to the customer strategy, and ensure that Merck is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients. In addition, the OSR demonstrates the highest level of product and disease knowledge and proficiently employs selling and account management competencies. This position reports to a Customer Team Leader within the US Oncology Sales Organization.

This territory covers: Rhode Island; Southeastern Massachusetts

The ideal location to reside is in the territory or within close proximity to the territory.

Overnight Travel: 15%

Travel (%) varies based on candidate s location within the geography.

General Responsibilities:

- Communicate about product in a way that's meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer's needs

- Engage in informed discussions about products with HCP customers  knowing when/how to seek and provide additional information

- Within select customer accounts, act as primary point of contact for customer, meet with key customers/personnel to understand practice structure, business model, key influencers (MCO, employers, state and local regulations)/network structure, customer needs and identifies business opportunities

- For select customer accounts/HCPs, coordinate with customer team to develop customer strategy  outlining strategy for interactions/ relationship, solutions and potential offerings for customer

- Share learnings and best-practices from one customer to help other customers meet their needs

- Demonstrate a focus on better health outcomes (beyond acquisition, considers the HCP & patient experience)

- Provide input into resource allocation decisions across customers

- Identify and select programs/services available in the library of Merck "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


- Demonstrate advanced ability to ask strategic, insightful questions to obtain information on customer needs from all stakeholders in oncology accounts, using the insights to position Merck Oncology brands and collaborate with customers on a customized strategy.

- Demonstrate in-depth knowledge of how to create a compelling and logical rationale for the value of products and how to contrast, compare, and positions Merck brand(s) versus competition using appropriate proof sources. Oncology science is complex with need to be expert in multiple tumor types, disease states, and palliative care. OSRs need to have knowledge of staging and possible treatment options and dosing schedules associated with different tumors/diseases, with comprehensive understanding of the impact of those options on the patient. Must understand impact and use of clinical trials in multiple tumor types/therapies, both in impact on promoted products and in practice behavior of the account.

- Demonstrate ability to understand complex account interdependencies in order to develop both short- and long-term account plans in conjunction with a wide array of stakeholders, proactively working with the account team to effectively execute the account plan.

- Able to divide a customer base into customer segments and apply the insights to effectively allocate marketing resources and drive execution of the sales and marketing plans. Need to manage complex customer landscape and juggle multiple business models  PSAs, academic and community hospitals, community oncology products, IHS, referral networks.

- Understand and articulate the impact of various choices in the oncology payer environment, including the implications of multiple payers (Medicare Part B vs Part D, DMERC pharmacies, commercial payers). Reps must also understand the available resources for indigent/uninsured, underinsured patients as well as patient support programs and foundations (both Merck s as well as third party resources).

- OSRs must understand and be able to appropriately communicate the billing and reimbursement process for oncology products (process for billing relative to J Codes and unspecified J Codes)

- Ability to analyze and identify trends in a complex buying environment. This includes the multiple channels of drug distribution, Oncology GPO s, wholesalers and specialty pharmacies. Review and evaluate patterns for products purchased and prescribed, outpatient vs in-patient infusion, as part of hospital contract, etc.

- Collaborate and communicate effectively with extended "in-scope" customer team to ensure a consistent customer experience across Merck's divisions and functional areas; ensure integration with the OKAM, Reimbursement Managers, extended Merck sales teams (US Market and Merck Vaccines), and other key stakeholders to share key customer learnings and support customer needs.

- OSRs are responsible for the appropriate prioritization, scheduling and engagement of the Reimbursement Associates and Nurse Educators within their assigned accounts.



Required: BA/BS

Preferred: MBA/MS

Required Experience:

Minimum of (3) years successful Pharmaceutical Sales experience

Minimum of (5) years Sales/Marketing experience in a Pharmaceutical and/or Health Science industry

Documented history of strong performance in Sales

Demonstration of strategic and execution oriented competencies

Ability to analyze metrics to assess progress against objectives

Experience developing new business opportunities with existing customers

Valid Driver's license

Preferred Experience:

Successful experience in Hospital or Specialty Sales

Oncology Sales experience

Experience establishing new customer relationships

Completion of an Oncology Sales and Marketing training course

Successful experience in Oncology Access, Payer and Coverage environment

Oncology Launch experience

Experience in promoting multiple solid tumors

Understanding of Headquarter Operations

Our employees are the key to our company s success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program. Our Company s benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. If you need an accommodation for the application process please email us at

Search Firm Representatives Please Read Carefully:

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.

Visa sponsorship is not available for this position.

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Poster

EEOC GINA Supplement

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran  proudly embracing diversity in all of its manifestations.

Job: Direct Sales Generic ONC

Job Title:Customer Mgr, Sales

Primary Location: NA-US-RI-Providence

Other Locations: NA-US-Massachusetts, NA-US-Rhode Island

Employee Status: Regular

Travel: Yes, 50 % of the Time

Number of Openings: 1

Shift (if applicable): 1st

Company Trade Name:Merck

Nearest Major Market: Providence
Nearest Secondary Market: Rhode Island

Job Segment: Oncology, Pharmaceutical, Pharmaceutical Sales, Hospice, Medicare, Healthcare, Science, Sales


Providence, RI, US

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