Merck & Co.

Job Description

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.

Our Oncology team is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of forward-thinking individuals achieve this through an unwavering commitment to support accessibility to medicine, providing new therapeutic solutions, and collaborating with governments and payers to ensure that people who need medicines have access to them. Our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.

We are continually striving to improve the understanding of health care within the local community. Our site in 1100 Vienna (ICON Tower) is a strategic location for the distribution of our high quality and innovative health care products, as well as digitally integrated solutions for our patients and clients. To ensure sustainable company growth, we continually aim to offer attractive career opportunities for more than 150 employees at our Vienna site.

(Field-based) Sales Excellence Manager (m/f/d)

We are seeking a dynamic and experienced Field-Based Sales Excellence Manager to join our team. This role is pivotal in driving sales performance and enhancing customer engagement through effective coaching and development of Sales Representatives and Customer Engagement Specialists (CES). The ideal candidate will leverage the Customer Focused Interaction Framework to ensure excellence in call planning, sales call execution, and follow-up evaluation and planning. The role is reporting to the Executive Director, Business Unit Oncology.

Key Responsibilities:

• Coaching and Development:
  • Work closely with Sales Representatives and CES to enhance their skills and performance.
  • Provide one-on-one coaching sessions based on the Customer Focused Interaction Framework.
  • Conduct regular field visits to observe sales calls and provide constructive feedback.
• Call Planning:
  • Guide the team in developing effective call plans that align with customer needs and business objectives.
  • Ensure that all sales calls are strategically planned to maximize impact and outcomes.
• Sales Call Excellence:
• Train and mentor the team on best practices for conducting sales calls.
• Emphasize the importance of building strong customer relationships and delivering value in every interaction.
• Monitor and evaluate sales call performance, providing actionable insights for improvement.
• Evaluate and Plan Follow-Up:
  • Assist the team in evaluating the outcomes of sales calls and planning appropriate follow-up actions.
  • Ensure that follow-up plans are tailored to the specific needs and preferences of each customer.
  • Track and report on follow-up activities to ensure timely and effective execution.
• Performance Monitoring:
  • Develop and implement metrics to measure the effectiveness of coaching and training initiatives.
  • Regularly review sales performance data to identify trends and areas for improvement.
  • Provide detailed reports and recommendations to senior management.
• Collaboration:
  • Foster a collaborative environment by working closely with other departments, including marketing and customer service.
  • Share insights and best practices across the organization to drive overall sales excellence.
  • Strong collaboration with the 3 Franchises leads and Commercial Operations Team to align strategies and ensure cohesive execution of sales initiatives.

Qualifications & Experience

• Bachelor’s degree in business, marketing, or a related field within a regulated industry.
• Proven experience in a sales management or coaching role, preferably in a field-based capacity.
• Strong understanding of sales processes and customer engagement strategies.
• Excellent communication and interpersonal skills.
• Ability to analyze data and provide actionable insights.
• Proficiency in using CRM systems and other sales tools.
• Willingness to travel extensively to support field-based activities.

What we offer

• Exciting and challenging field of work in a constantly developing organization.
• Varied work in an internationally operating company.
• Paid parental leave for mothers and fathers amounting to 12 weeks provided by the company.
• Attractive company pension.
• Free HPV vaccination.
• Company doctor.
• Employee referral program.
• Annual bonus as well as employee recognition bonuses during the year.
• Discounted fitness offer.
• Pharmacy discounts, wholesale discounts, etc..

We offer an attractive salary, outstanding social benefits and an exciting work environment with varied tasks in an international environment. The minimum annual salary for this position is EUR 91.000.- and varies according to the qualifications and experience of the successful candidate. We are looking forward to receiving your application.

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:

No relocation

VISA Sponsorship:

No

Travel Requirements:

No Travel Required

Flexible Work Arrangements:

Remote

Shift:

Not Indicated

Valid Driving License:

No

Hazardous Material(s):

N/A

Required Skills:

Adaptability, Adaptability, Agile Methodology, Coaching Feedback, Collaborative Development, Communication, Consumer Relations, Cross-Functional Teamwork, Cross-Team Coordination, Customer Engagement, Customer Experience Management, Customer Loyalty, Customer Relationship Management (CRM), Customer Service Management, Customer Value Management, Health Care Systems, Management Process, Market Access, Market Development, Market Research, Molecular Oncology, Oncology Marketing, Operational Execution, People Leadership, Performance Measurement {+ 5 more}

Preferred Skills:

Job Posting End Date:

07/12/2025

• 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.

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