Chronic Care, Sales Force Effectiveness

Job description

Job Description Senior Specialist, Chronic Care Sales Force Effectiveness Job Description: The Sr. Specialist, Sales Force Effectiveness is a hands-on, execution-focused role responsible for improving customer engagement and facilitating field execution. In this role, you will translate customer insights into targeted territory actions and call plans; champion adoption of field productivity tools and resources; maintain KPIs and scorecards; and collaborate closely with the Associate Director, Chronic Care Sales Force Effectiveness, as well as Sales, Marketing, Operations, and Digital Human Health, to design and execute sales force effectiveness initiatives that drive measurable actions and outcomes. Territory & call planning Collaborate with Sales leadership to operationalize call plans and target guidance for field teams. Work with Sales leadership to implement recommended changes and monitor impact. Analyze field call activity and coverage metrics to identify gaps in HCP reach, call frequency or call quality. Recommend tactical adjustments (territory rebalance, routing changes, prioritized target lists) based on activity and capacity analysis. Performance measurement & insights Maintain and publish field KPIs, dashboards and scorecards; analyze trends and produce actionable recommendations for field leaders. Conduct root‑cause analyses on underperforming territories or segments and recommend targeted interventions. Field Productivity Resources and Tools adoption Drive adoption activities, including training, onboarding and user support. Capture field feedback and translate into enhancement requests or requirements for IT/digital/operation partners. Pilot & program execution Design, run and measure focused field effectiveness initiatives (training, digital detailing, call guides and more) to test hypotheses and scale proven approaches. Manage project plans, timelines and deliverables for assigned field effectiveness initiatives. Cross functional coordination Partner with Sales, Marketing, Analytics, Operations, and Finance to align priorities, ensure compliance and operationalize programs. Act as the operational liaison between field teams and headquarter functions to accelerate issue resolution and deployment. Field enablement Coach sales leadership and field representatives on tools, processes and best practices; set objectives and conduct performance reviews. Compliance & documentation Maintain a high level of compliance knowledge to ensure all field programs and materials comply with field policy letters, relevant regulations, company policies and promotional codes. Maintain documentation for governance and audit readiness. If you are a proactive, detail‑oriented professional who enjoys turning customer insight into practical field actions and working closely with cross‑functional partners to drive measurable improvements, we’d like to hear from you. Join us to help optimize how our field teams engage customers and contribute directly to better commercial performance and patient outcomes. Minimum Requirements: High school diploma with 4+ years of relevant professional experience (e.g., sales, marketing, military, healthcare/scientific fields such as pharmaceutical, biotech, or medical devices) 2+ years of experience in pharmaceutical sales, marketing, commercial operations, or a related field, either in the field or at headquarters Strong analytical and problem-solving skills, with the ability to analyze, translate data and customer insights into actionable recommendations Strong business acumen with a consultative, strategic approach to decision-making Demonstrated ability to collaborate across functions and execute cross-functional initiatives Effective communication, organization, project management, and stakeholder influence skills Proficiency in Microsoft Excel and data analysis tools, with the ability to maintain KPIs and produce actionable reports Practical field experience and a customer-first mindset, including territory and call planning and CRM/tool usage such as Veeva Ability to work within compliance and governance standards Ability to travel approximately 10% for national sales and headquarters meetings Preferred Experience and Skills: Chronic Care field sales or key account management experience Experience supporting product launches, field execution initiatives, or multi-market program rollouts Familiarity with sales force effectiveness, targeting, segmentation, and incentive/compensation programs Exposure to advanced analytics and AI-enabled solutions to identify performance opportunities and support data-driven decision-making Hands-on analytics experience, including advanced Excel skills Experience managing vendors or influencing budget decisions Knowledge of omnichannel and digital engagement models Experience with training, change management, and field capability-building initiatives #MSJR Required Skills: Adaptability, Adaptability, Biopharmaceutical Industry, Biopharmaceuticals, Biopharmaceutics, Business Acumen, Business Compliance, Business Planning, Customer Engagement, Customer Insights, Data Analysis, Data Analytics, Data-Driven Decision Making, Financial Analysis, Managed Care Contract Negotiations, Market Development, Market Research, Medical Devices, Performance Measurement, Pricing Strategies, Product Management, Project Management, Sales Force Effectiveness, Sales Leadership, Sales Strategy Development {+ 2 more} Preferred Skills: Current Employees apply HERE Current Contingent Workers apply HERE US and Puerto Rico Residents Only: Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process. As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit: EEOC Know Your Rights EEOC GINA Supplement​ We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. Learn more about your rights, including under California, Colorado and other US State Acts The salary range for this role is $117,000.00 - $184,200.00 This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs. The successful candidate will be eligible for annual bonus and long-term incentive, if applicable. We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits. You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs