Hospital/Institutional Customer Representative – Surgical Anesthesia & Heart Failure – Iowa

Hospital/Institutional Customer Representative – Surgical Anesthesia & Heart Failure – Iowa

Job Description


New hires in office-based roles in the US & Puerto Rico will be required, subject to applicable law, to demonstrate that they have been fully vaccinated for COVID-19 or qualify for a medical or religious exemption to this vaccination requirement that can be accommodated without an undue burden to the operation. However, subject to applicable law, employees working in roles that the Company determines require routine collaboration with external stakeholders, such as employees in health services, customer facing commercial, or research based roles, will be required to be fully vaccinated as a condition of employment.


Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems meet the goals of the patients in their communities.


The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays a critical role in supporting our Company’s customer centric business model. He/she is responsible for working with the Hospital Customer Team to understand and identify Health Care Provider (HCP) customer needs, support pull-through activities relative to the customer strategy, and ensure that our Company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients.

  • This is a field based sales position that covers the Iowa territory. Major workload centers of the territory include Des Moines, Ames, Cedar Rapids, and Iowa City.
  • The selected candidate must reside within the territory.
  • Overnight travel may be required.
  • Travel (%) varies based on candidate’s location within the geography.


Primary Responsibilities:

  • Communicates about product in a way that’s meaningful and relevant to each individual customer; customizes discussions and client interactions based on understanding of customer’s needs
  • Engages in informed discussions about products with HCP customers – knowing when/how to seek and provide additional information
  • Within select customer accounts acts as primary point of contact for customer, meet with key customers/personnel to understand practice structure, business model, key influencers Managed Care Organization (MCO), employers, state and local regulations)/network structure, customer needs and identifies business opportunities
  • For select customer accounts/HCPs, coordinate with customer team to develop customer strategy – outlining strategy for interactions/ relationship, solutions and potential offerings for customer
  • Partners with National Account Executives (NAEs) to maintain strong focus on Managed Care pull-through
  • Shares learning and best-practices from one customer to help other customers meet their needs
  • Demonstrates a focus on better health outcomes (beyond acquisition, considers the HCP and patient experience)s
  • Provides input into resource allocation decisions across customers
  • Identifies and selects programs/services available in the library of our Company “resources” to address customer needs
  • Works with solutions group (Headquarters – HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs
  • Maintain current understanding of practice structure, business model, key influencers/ network structure and make information available to relevant stakeholders
  • Collaborate and communicate effectively with extended “in-scope” customer team to ensure a consistent customer experience across our Company’s divisions and functional areas; ensure integration with National Account Executive (NAE), Vaccines (MV) personnel, Health Management Services (HMS) Manager, Solutions Consultant, Customer Strategies and Solutions (CSS), Regional Medical Director (RMD) and other key stakeholders to share key customer learning and support customer needs
  • Outstanding in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions)
  • Influences beyond their specific geography or product area


Position Qualifications:

Education Minimum Requirements:

  • Bachelor’s Degree with 2-6 years Sales experience OR a minimum of high school diploma with at least 6 years of equivalent experience which could include professional sales, experience in marketing, military or healthcare/scientific field that is not sales related (pharmaceutical, biotech, or medical devices).


Required Experience and Skills:

  • Excellent communication skills (written and oral)
  • Self- directed and organized
  • Possess strong interpersonal and leadership qualities with demonstrated success in establishing and maintaining relationships in an academic or professional setting
  • Excellent planning and organizational skills and good judgment
  • Valid Driver’s License and ability to drive a motor vehicle


Preferred Experience and Skills:

  • Prior consulting or customer service experience
  • Experience developing and executing a plan for engaging customers and meeting customer needs
  • Understanding of Headquarters operations
  • Ability to analyze metrics to assess progress against objectives
  • Hospital/Institutional Sales experience


Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.

Read more here.


Posted on

July 20, 2022