- The HIV Customer Representative is a key member of the Customer Team and plays a critical role in supporting our Company's customer centric business model
This position is responsible for working with the Customer Team to understand and identify customer needs, supporting pull-through activities relative to the customer strategy, keeping with our Company's values and standards as governed by our policies and ensuring that our Company is viewed as demonstrating better health outcomes to healthcare professionals and their patients
- The HIV Customer Representative demonstrates professionalism and leadership by modeling the required knowledge for successful execution of all Field Sales competencies
- This is a field-based sales position that is responsible for covering the San Jose, California territory
- This role also includes and is not limited to Fresno, California
- The ideal location to reside is within this territory or within a reasonable commuting distance to those workload centers
- Travel (%) varies based on candidate’s location within the geography
- Communicates product information in a way that's meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer's needs
- Engages in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information
Within select customer accounts, acts as primary point of contact for customer, meets with key customers/personnel to understand practice structure, business model, key influencers (IDS, ADAP, DOC, VAs, DOH)/network structure, customer needs and identifies business opportunities
- For select customer accounts/HCPs, coordinates with customer team to develop customer strategy – outlining strategy for interactions/ relationship, solutions and potential offerings for customer
- Shares learnings and best practices from one customer to help other customers meet their needs
- Demonstrates a focus on better health outcomes (considers the HCP & patient experience)
- Provides input into resource allocation decisions across customers
- Identifies and selects programs/services available in the library of our "resources" to address customer needs
- Maintains current understanding of practice structure, business model, key influencers/ network structure and makes information available to relevant stakeholders
- Influences beyond their specific geography or product area
- Embraces and maximizes new technological capabilities and channels to engage customers
- Engages 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 regulation
- The HIV Customer Representative demonstrates the ability to execute at each stage of the sales process
- This role creates a compelling and logical rationale in positioning our Company's HIV products versus the competition by focusing on appropriate patient types and use of supportive approved resources
- Demonstrates innovation, resilience and is able to adapt to ambiguous/evolving business environments
- Demonstrates advanced ability to ask strategic, insightful questions to obtain information on customer healthcare needs
- Uses the insights to position HIV products and collaborates with customers on focused and customized business strategy
- Demonstrates the ability to identify customer/market segments and industry conditions in local market
- Special emphasis on Specialty Pharmacy to leverage business opportunities and understanding of HIV products distribution channels/challenges
- Demonstrates the ability to drive results by appropriately managing the total Virology product portfolio by prioritizing individual opportunities and plan execution through customer segmentation, targeting and business analysis
- Articulates the complexities of the HIV payer environment, recognizing the role each stakeholder plays in the ability to access our company's Virology product portfolio
- Demonstrates the ability to apply understanding of account needs and inter-dependencies in order to develop and execute account plans
- Collaborates and models teamwork with extended members of the Virology Account Team (CLs, CTLs, Managed Care, Marketing) in the development of long-term account plans and customer centric solutions to improve value for both customers and patients
- Demonstrates the ability to embrace and maximize current and future technological capabilities and multi-channel opportunities to engage customers
- Demonstrates high-level collaboration skills to optimally maximize customer interactions and territory management with cross-functional Virology and non-Virology stakeholders such as Community Liaisons, IDS executives, fellow District members etc
- Demonstrates the ability to forge and manage business relationships with difficult to access customers in a “no sample” environment
Demonstrates ability to function effectively and employ a “business owner mindset” during business cycles undergoing a high degree of change, including flexing across customer segments, product portfolios, and working in flexible matrix configurations
- Demonstrates high-level compliance with all Company policies and procedures
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
