Senior Specialist - Chronic Care Sales Force Effectiveness
Job description
Job Description
Senior Specialist, Chronic Care Sales Force Effectiveness
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:
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Current Contingent Workers apply HERE
US and Puerto Rico Residents Only:
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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:
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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 Hub if you are a current employee). The application deadline for this position is stated on this posting.
San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance
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:
No relocation
VISA Sponsorship:
No
Travel Requirements:
10%
Flexible Work Arrangements:
Remote
Shift:
Not Indicated
Valid Driving License:
Yes
Hazardous Material(s):
N/A
Job Posting End Date:
09/7/2026
*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.