About the Company

EMD Serono, Inc., an affiliate of Merck KGaA, Darmstadt, Germany, is a leader in the US biopharmaceutical arena, integrating cutting-edge science with unparalleled patient support systems to improve people's lives. The company has strong market positions in neurodegenerative diseases, MS and endocrinology. EMD Serono is also a leader in fertility treatments. With a clear focus on the patient and a leadership presence in the biopharmaceutical industry, EMD Serono's US footprint continues to grow, with more than 1000 employees around the country and fully integrated commercial, clinical and research operations in the company's home state of Massachusetts.

Description

Manage sales at the territory level and serve as the primary liaison between customers and EMD Serono. This position focuses on building customer alliances, establishing and maintaining product market leadership and achieving short and long term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and EMD Serono.

KEY TASKS & RESPONSIBILITIES

Sales

• Achieve territory sales goals and objectives consistent with Company and TA guidelines, KAM core competencies through The Merck Competency Compass, and PhRMA guidelines.
• Create and execute territory and key account plans to achieve aggressive goals and objectives for continued growth.
• Maintain a superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge to accomplish territory objectives including strengthening current loyalist positions and expanding and building new loyalists.
• Optimize a multi-product portfolio.
• Plan and implement effective professional and patient education programs.
• Maintain an expert operating knowledge of all company policies and guidelines including but not limited to those addressing interactions with healthcare professionals, Compliance, Business Conduct and PhRMA.
• Demonstrate strong critical analysis and planning skills in reviewing data, understanding trends, preparing and communicating applicable plans.

• Manage the territory budget and accurately report budget activity to Area/Regional management.

• Develop and maintain strong working relationships with the MS/Neurology medical community, with a high science approach focused on identifying needs and providing solutions.
• Develop and maintain strong working knowledge and relationships with decision makers in the reimbursement and managed health care area as appropriate.
• Plan, organize and deliver effective and approved presentations to achieve product formulary acceptance and reimbursement.
• Plan and execute strategic territory and Key Account plans consistently, utilizing approved tactics advancing, education, key company messages and sales.
• Develop and maintain a collaborative approach with EMD Serono peers and teammates, such as Marketing, Sales, Strategic Accounts, Medical Operations, Training, Managed Markets, and Medical Reimbursement Specialists as well as all applicable co-promote partners.
• Seek out, establish and maintain an excellent level of communication with regional Neurology management.
• Provide all necessary and requested field data on a timely basis.
• Actively participate in presentations and discussions during Area and/or Regional Meetings.
• Influence, guide and support peers in achievement of their individual territory goals.

• Actively demonstrate the highest level of professionalism, ethical behavior and integrity in all aspects of KAM role.
• Recognize and demonstrate sensitivity to and maintain a level of confidentiality as required both internally and externally.
• Maintain a professional demeanor consistent with EMD Serono pharmaceutical sales philosophy, protocols and guidelines.
• Maintain an excellent level of continuous-improvement, personal and professional growth to grow territory sales and accomplish territory objectives.
• Maintain a high level of home office and regional interaction necessary to effectively seize external (i.e.: Sales) and internal (i.e.: process improvement) opportunities.
• Demonstrate leadership with peer groups and management helping to propagate a single (ONE) team approach to the business.

• Bachelor's Degree required.
• A valid and active driver's license is required for this position.
• English required. Other language skills may be considered a plus.
• Able to travel up to 80%, may vary based on location.

• Minimum 3-5 years sales experience in the pharmaceutical/health care industry with demonstrated success in sales performance.
• Experience in MS, Neurology, CNS and Specialty Biologics markets highly desired.
• Scientific or clinical background desirable.
• Experience selling a multi-product portfolio highly desired.
• Experience with the co-promotion of product(s) or service(s) highly desired.

• Knowledge of managed care and reimbursement systems and pull through strategies highly desirable.
• Able to support multiple tasks, initiatives, and projects simultaneously.
• Self-motivated and must thrive on challenge.
• Maintain personal level of accountability and ownership of results.
• Ability to work as a member of a team to accomplish goals.
• Excellent communication, organizational and interpersonal skills.
• Energetic, flexible, enthusiastic and highly motivated.
• Customer oriented.
• Must have compassion or a passion for MS/Neurology patients.
• Strong sales, time management and administrative skills.
• Minimum of intermediate level computer skills (MS Office products) required.

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