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Job Requirements
This posting is intended to proactively build a pipeline of talent for roles we anticipate may open in the future. It is not tied to an active vacancy at this time. By applying to this Pipeline Advertisement, candidates are expressing interest in being contacted for potential future opportunities that align with the role described.
The Customer Team Leader (CTL) plays a critical role in establishing Merck’s customer-focused initiative.
Key Responsibilities:
Lead and manage a team of Customer Representatives to deliver strong sales performance by accurately identifying and addressing customer needs.
Provide coaching and guidance to Customer Representatives to enhance their skills and effectiveness.
Oversee training programs and manage all people-related processes for the customer team, ensuring continuous development and optimal resource allocation.
Develop and maintain a high-performing customer team aligned with organizational goals and customer expectations.
Willingness to travel at least 15% of the time to support team and customer engagement activities, which may occasionally require overnight stays. Specific requirements can be discussed during the interview process.
Qualifications and Attributes:
Proven ability to cultivate a high-performing, motivated sales team culture, preferably with experience in the Cardiovascular therapeutic area.
Provide strong leadership by guiding teams through change and challenges using situational coaching and emotional intelligence. Lead by example with a growth mindset and agility, while fostering trust and openness to support teams effectively during periods of transition.
Navigate ambiguity with confidence and a forward-looking vision, communicating clearly and transparently to adapt customer engagement models within the Cardiovascular market and beyond.
Maintain a customer-focused mindset by actively listening to understand customer objectives and foster meaningful relationships across the organization.
Apply expertise in account planning and management, collaborating effectively with cross-functional teams to achieve common goals.
Experience building and maintaining strong relationships with key accounts and customers in the Cardiovascular sector.
Solid understanding of Rx Pathways, including prescription processes through healthcare providers, Electronic Health Records (EHR), pharmacies and knowledge of benefit design and prior authorization requirements.
Skilled in coaching sales professionals to navigate Managed Care environments and partner with Integrated Delivery Networks (IDN) and Account Management teams.
Track record of leading successful product launch teams in competitive markets.
Proficient in leveraging business analytics and technology to generate insights, develop strategies and execute plans, while coaching sales teams to utilize these tools effectively.
Required Skills and Experience
BA/BS degree with minimum 5 years’ experience in Sales, Marketing, or Managed Care within the Pharmaceutical industry
Valid driver’s license
Preferred Skills and Experience
Advanced degree such as MBA or MS in Science, Business, or Healthcare discipline
At least 3 years’ experience working with key thought leaders or influential customers in large group practices, hospitals, or managed care organizations
Proven ability to manage, lead, coach and inspire successful sales teams, preferably within the Cardiovascular market, with previous Field Sales Management experience
Strong analytical mindset with experience coaching sales teams to effectively leverage tools and technology for gathering customer insights and enhancing sales impact
Experience selling and leading teams in the Pharmaceutical, Biotech, or Medical Device industries
Skilled at establishing and maintaining relationships and networks within customer organizations
CCSALES2026
