商业运营总监 – 免疫学 – 西部地区
Director of Commercial Operations – Immunology – West Region
**职位描述**
我们公司致力于成为领先的以研究为主导的生物制药公司。我们处于研究的前沿，以提供创新的健康解决方案，推动人类和动物疾病的预防和治疗。加入我们的免疫学销售团队，帮助我们向医疗保健提供者和系统传递临床产品信息、教育材料和临床培训项目，最终实现其社区中更好的患者结果。
我们正在寻找一位经验丰富的销售领导者，负责其所在地区的免疫学销售区域。该职位为商业运营总监（DCO），对其所负责的客户团队的管理和成果负有全面责任。这包括客户团队领导和客户代表的招聘与选拔、战略计划的制定、资源分配决策、"客户体验"的拥有/管理，以及对其负责区域的损益表负责。
这是一个基于现场的销售领导职位，负责美国西区。
**职责：**
- 领导、招聘、培养并留住一支高绩效的区域团队，执行经批准的客户参与策略，以实现业务目标。
- 拥有客户组合和整体客户体验，确保在所有团队接触点传递准确且值得信赖的沟通。
- 与高级领导和行业思想领袖建立并维持业务关系，以支持战略参与。
- 将账户计划与支付方和管理护理考虑因素对齐，以优化准入和报销策略。
- 实现区域业务成果，并达到定义的损益目标。
- 在大型团队中传达并融入以客户为中心的愿景，激励各级员工朝着共同目标努力。
- 通过积极参与跨职能团队，为全国战略和战术做出贡献。
- 主动识别并追求增长业务的机会。
- 通过利用支付方、患者和医疗保健专业人员的互动和相互依赖关系，最大化业务潜力。
- 为所负责的客户群设定年度财务目标提供输入。
- 确保遵守公司政策、商业实践和监管要求。
**资格要求：**
**必需条件：**
- 本科/学士学位，至少10年在制药行业的销售、市场或管理护理领域的工作经验
查看英文原文
**Job Description**
Our company aspires to be the premier research-intensive biopharmaceutical company. We're at the forefront of research to deliver innovative health solutions that advance the prevention and treatment of diseases in people and animals. Join our Immunology Sales team and help us deliver clinical product information, educational materials, and clinical training programs to healthcare providers and systems, ultimately achieving better patient outcomes in their communities.
We are seeking an experienced sales leader to lead an immunology sales region for their respective geography. This Director of Commercial Operations (DCO) has overall responsibility for the management and results of the customer teams for which they are responsible. This includes staffing and selection of the customer team leaders and customer team representatives, development of strategic plans, resource allocation decisions, ownership/management of the "customer experience," and accountability of the P&L for their assigned region.
This is a field-based sales leadership position that is responsible for the U.S. West region.
**Responsibilities:**
- Lead, recruit, develop, and retain a high‑performing regional team to execute approved customer engagement strategies that achieve business objectives.
- Own the customer portfolio and overall customer experience, ensuring delivery of accurate and trusted communications across all team touchpoints.
- Build and sustain business relationships with senior leaders and industry thought leaders to support strategic engagement.
- Align account plans with payer and managed-care considerations to optimize access and reimbursement strategies.
- Deliver regional business results and meet defined P&L targets.
- Communicate and embed a customer-centric vision across large teams, motivating employees at all levels toward shared goals.
- Contribute to national strategy and tactics through active participation on cross-functional teams.
- Proactively identify and pursue opportunities to grow the business.
- Maximize business potential by leveraging payer, patient, and HCP interactions and interdependencies.
- Provide input to set annual financial goals for the assigned customer base.
- Ensure compliance with company policies, business practices, and regulatory requirements.
**Qualifications** **:**
**Required:**
- BA/BS degree and at least 10 years of experience in sales, marketing, or managed care within the pharmaceutical industry.
- Minimum of 3 years of people management experience.
- At least 3 years’ experience building and managing customer relationships.
- Resident of the U.S. West region with the ability to travel up to 50%, including overnight trips within the assigned territory.
- Demonstrated ability to develop regional strategic business plans, implement omnichannel strategies, and partner cross-functionally to achieve launch and growth objectives.
- Strong knowledge of regional healthcare dynamics, including provider organizations, IDNs, specialty pharmacies, and access/reimbursement considerations.
- Track record of building and developing high-performing teams; strengths in strategic agility, business acumen, decision quality, driving results, managerial courage, and building effective teams.
- Valid driver’s license.
**Preferred:**
- Advanced degree such as MBA or MS in Science, Business, or Healthcare discipline.
- Deep experience in immunology, specifically Inflammatory Bowel Disease within Gastroenterology, including proven success in competitive markets and product launches.
**Required Skills:**
Customer Relationship Building, Inbound Phone Sales, Managed Care Marketing, New Product Launch Strategies, People Leadership, Pharmaceutical Sales, Relationship Building, Sales Forecasting, Sales Goal Achievement, Sales Pipeline Management, Sales Reporting, Sales Strategy Development, Strategic Thinking, Talent Development, Technical Product Sales
**Preferred Skills:**
Current Employees apply [HERE](https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)
Current Contingent Workers apply [HERE](https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)
**US and Puerto Rico Residents Only:**
Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please [click here](https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.
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:
[EEOC Know Your Rights](https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)
[EEOC GINA Supplement](https://www.eeoc.gov/gina-genetic-information-nondiscrimination)
We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.
[Learn more about your rights, including under California, Colorado and other US State Acts](https://www.msdprivacy.com/us/en/CCPA-notice/)
The salary range for this role is
$231,900.00 - $365,000.00
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](https://jobs.merck.com/us/en/compensation-and-benefits).
You can apply for this role through [https://jobs.merck.com/us/en](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:**
Domestic
**VISA Sponsorship:**
No
**Travel Requirements:**
50%
**Flexible Work Arrangements:**
Remote
**Shift:**
Not Indicated
**Valid Driving License:**
Yes
**Hazardous Material(s):**
n/a
**Job Posting End Date:**
10/1/2026
***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.**