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Hospital Account Specialist - Anesthesia


Toronto, CA
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Job Details

Job Title: Hospital Account Specialist - Anesthesia  - DIR019482


Today’s Merck is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company – one that is ready to help create a healthier future for all of us.

Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our team, you’ll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career.

Product:  Anesthesia (Hospital and Specialty Care Business Unit)


Reporting to the Business Manager, the Hospital Account Specialist (HAS) is responsible for achieving annual sales and business objectives within his/her geography. These objectives are achieved through partnering with internal colleagues, physicians, healthcare professionals and other stakeholders in and beyond hospitals with the goal of changing prescribing behaviours, closing health care gaps and improving patient outcomes.  The role pertains to, but is not limited to, the current hospital portfolio in Anesthesia and Surgery.  Future product launches in the scope of the Business Unit would be expected.


The HAS effectively demonstrates ownership for the business on his/her assigned territory by fully understanding the health care environment at the institution level, identifying and assessing the key customers to understand the network of influence, the decision making process and by engaging in the right mix of activities in support of assigned products while ensuring a customer-centric approach.


The HAS represents Merck Canada in a complex business environment that is constantly being shaped by competitive activities, government legislation, hospital practices, and technological developments.  This includes work on, but not limited to, formulary listings, P & T committees, and navigation through complex hospital environments, including Operating Room, Post-Operative Anesthesia Care Unit, Surgical Clinics and Day Surgery Service.


The Hospital Account Specialist will complete his/her tasks in a manner fully consistent with Merck’s commitment to its Code of Conduct, Our Values and Standards, policies, procedures, industry standards and all laws and regulations.


  • Education: Bachelor degree or higher
  • Experience: Strong Pharmaceutical Selling Skills (Minimum 3-5 years) and Hospital based Specialists selling (minimum 2 years)
  • Knowledge of hospital environment, provincial system, and formulary listing process is a strong asset
  • High level of scientific knowledge of products, disease, competition, and pharmaceutical industry
  • Knowledge of operating room environment is an asset
  • Knowledge of the hospital buying processes
  • Ability to quickly understand where and how to get hospital data
  • Ability to engage in complex patient management and interdisciplinary discussions
  • Ability to develop strategic account plans incorporating customer insights
  • Organizational awareness/understanding of the hospital environment
  • Proficiency in office technology and related software
  • High level proficiency in negotiation skills
  • Language:  English oral and written (French an asset) 
  • The incumbent models and demonstrates the Merck Leadership Standards and Sales & Account Management Competencies in all interactions with employees, internal clients and external partners, particularly:
    • Identifies priority accounts and opportunities, and allocates time on the basis of these priorities;
    • Develops and maintains account plans focused on customer business challenges, and positively impacts customer interactions;
    • Adapts pre-call plan strategy to meet customer needs and objectives while staying focused on objectives;
    • Understands each customer group and their behavioural drivers, barriers and unmet needs; Applies this understanding to key customer groups, influencing sphere and translates into positive sales calls and activities;
    • Proficient at asking questions to understand the customer and other stakeholder inter-relations and uncovers customer needs and motivations that will help to identify the most impactful messages and information to deliver;
    • Able to successfully close and gain commitment
    • Able to respond quickly to reported problems and take appropriate actions to resolve them;
    • Able to leverage most appropriate value story and programs for account / stakeholder based on customer needs and motivations;
    • Able to influence others through effective presentations; balances time between presenting and facilitating related discussions;
    • Motivates individual customers to take action, by helping to address their needs in a compelling manner;
    • Demonstrates project management discipline to implement programs with their customers;
    • Engages internal/external stakeholders; strives to understand what they value, and deliver offerings that are of mutual benefit to Merck and to our customers/stakeholders;
    • Collaborates and works cross-functionally with Merck colleagues aimed at addressing customer and organizational needs, specifically Institutional Key Account Managers, Medical Science Liaison and Market Access.
    • Strives for, and achieves critical business results while holding high standards for performance, and effectively mobilizes resources;
    • Exercises good business judgment; identifies and uses profitability levers to manage financial performance.
 Our employees are the key to our company's success.  We demonstrate our commitment to our employees by offering a competitive and valuable rewards program.  Merck's benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. Merck is an equal opportunity employer, proudly embracing diversity in all of its manifestations. 
Search Firm Representatives
Please Read Carefully: 

Merck is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at Merck via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck.  No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means. 


Job Direct Sales Generic

Primary Location NA-CA-ON-Toronto

Other Locations 

Employee Status Regular

Number Of Openings 1

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