Senior Product Specialist Representative (Oncology) Northern Region

Job Description

Job Description

Overall Job Purpose

• Detail, promote and sell our company’s products to the private or government healthcare professionals. The primary focus of activities is to drive business for products through building relationship with key stakeholders within the account.
• Achieve maximal sales and market share through personal promotion that is targeted and tailored for customers that benefits patients and adheres to ethical standards. Build and execute account management plans for top accounts. Ensure timely execution of planned activities.
• 100% compliant with internal medical, legal & compliance processes

Key Responsibilities (include % of time breakdown)

Strategic Sales Objectives & Sales Expertise (50%)

• To achieve strategic objectives as required by the franchise (e.g. market growth, sales growth, growth of accounts, formulary listings, new product market priming)
• Demonstrate high level of sales expertise and relationship management (through product & TA knowledge; selling skills, product presentation skills & managing customers)
• Be accountable for sales, activities and compliance within the assigned territory

Territory & Account Management (50%)

• Proactively plan and optimize overall sales results performance through effective territory management
• Demonstrate ability to resolve problems in timely manner, escalate issues early
• Effective planning & execution of marketing/promotional activities according to plan (eg Focus Group Meeting, Lunch & Learn, Scientific leader engagement program & digital programs execution)
• Ensure timely submission and approval of documentations & reports for activities
• Build and execute account plans for key accounts, through in-depth understanding of customers (profile/behavior/influence network/needs etc.)

Education Level

• Degree in Pharmacy/ Biomedical Science/ Arts/ Business

Experience

• Minimum 5 years pharmaceutical sales experience in Pharmaceutical industry

• Experience in Oncology is an added advantage

• Strong presentation skills, positive attitude and strong sales achievement

• Strong customer focus and proven relationship building skills

• Good track record in sales, with a history of achieving results

• Experience in handling projects from end to end

Leadership competencies

• Focus on customer & patients

• Drive results, rapid & disciplined decision making

• Demonstrates Ethics and Integrity

• Displays courage & candor

• Fosters collaboration

Functional Competencies

• Self-driven and proactive to manage the dynamics of the cross functional team, including planning & problem solving

• Uses relationship building skills (e.g. opening, need-based selling, intimate customer understanding) to effectively influence the target audiences

• Develops clear call objectives based to obtain the desired behavioral outcome

• Identifies drivers and barriers (opportunities and objections / obstacles) and applies objection handling techniques to lead the discussion process to a positive outcome

• Identifies buying signals and makes a direct and compelling request / recommendation based on the desired behavioral outcome (close the sale)

• Presents self professionally and delivers messages confidently

• Effectively executes promotional programs and brand / franchise messages to the targeted segment

• Utilizes effective time management (e.g. route planning) to maximize reach and access to customers

• Routinely seeks customer feedback and provides timely and useful communication to internal and external customers

• Captures and utilizes ongoing customer information and competitor intelligence using available technology

• Tracks, verifies and optimizes reach, frequency and tactical promotion objectives for identified customer groups over the short and long term

• Routinely follows up and finds solutions to address objections / issues

• Develops an integrated sales/account plan based on marketing strategy, competitor assessment, customer understanding, business opportunity and key tracking metrics

• Generates target list from agreed customer segments with prioritization based on individual potential and influence

• Applies internal data and competitor/ market information (e.g. IMS data) into plan development

• Refines plan when appropriate (e.g. selling activities) based on customer feedback and optimal return

• Achieves synergy with the planning of other functional groups (e.g. medical, public affairs) in interacting with customers

• Utilizes available technologies in planning activities

• Allocates agreed resources to achieve business objective and desired ROI

Additional location(s) Compensation Information:

Required Skills:

Account Management, Account Management, Account Planning, Account Strategies, Adaptability, Business Sales, Client Relationship Building, Cross-Functional Project Management, Customer Centricity, Customer Engagement, Customer Feedback, Customer Feedback Management, Goal Setting, Hospital Sales, Interpersonal Relationships, Key Account Management, Lead Generation, Market Analysis, Objection Handling, Pharmaceutical Sales Training, Product Sales, Sales Calls, Sales Data, Sales Management, Sales Messaging {+ 9 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

10/31/2026

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.