Merck National Key Account Director Annapolis, Maryland Apply Now
Our Company’s purpose is to use the power of leading-edge science to save and improve lives around the world in the areas of prescription medicines, vaccines, biologic therapies, and animal health products and technology solutions. We are committed to patients. Our Account Management roles are critical in helping to drive the success of our mission and to ensure profitable access to our products.
The National Key Account Director is the main point of contact for our company in the Payer/PBM segment and reports to the AVP of US Top Accounts. The National Key Account Director plays a crucial role in establishing our company as an industry leader, supporting healthcare partners and providers, improving patient health outcomes, and becoming a trusted resource. Specifically, this position will be responsible for managing our business relationship with national Payer/PBM accounts and other related entities. This is a field-based role that requires national and international travel.
Primary Activities & Responsibilities will include and are not limited to the following:
- Leadership
- Builds and maintains trust with colleagues, stakeholders, and customers through effective communication, integration, and collaboration.
- Ability to lead through challenging and ambiguous situations while ensuring that deadlines and objectives are met, by effectively prioritizing tasks based on urgency, impact, and resource availability.
- Ability to influence others and lead without authority during complex situations, fostering collaborative problem-solving and reaching consensus.
- Experience in navigating diverse teams or stakeholders to achieve common goals.
- Clinical Proficiency
- Understands applicable product portfolio to provide approved disease and product information to key decision makers and stakeholders within account(s).
- Leads Our Company's efforts to maximize appropriate utilization of its portfolio while bringing resources to customers that contribute to better outcomes for patients.
- Understanding of external quality initiatives with the ability to clearly align and tailor response to customer’s needs using approved Company resources and messages.
- Understand all aspects of treatment decision factors, including but not limited to knowledge of pathways, protocols, sites of care, guidelines or quality initiatives.
- Business Acumen
- Utilizes internal data and data analytics to understand account performance and identify opportunities for appropriate engagement.
- Knowledge of account ecosystem and current emerging market and business trends impacting assigned accounts.
- Develop and pull-through a coordinated and longitudinal account plan.
- A deep understanding of the unique dynamics of the business to business (B2B) market, including the various factors that influence buying decisions, such as competitive landscape, industry trends, and economic conditions.
- Ability to utilize approved messages and resources with appropriate healthcare business partners (HBPs) across the account.
- Coordinate across a network of local account teams to ensure contract pull-through and address local requests for contract terms or conditions.
- Operational/Account Management
- Establishes strategic approach to the account in alignment with approved guidance from the marketing teams.
- Aligns brand strategy and tactics with customer needs and business objectives to improve patient health outcomes.
- Builds trust and relationships with key decision makers and stakeholders and influences to understand their objectives, goals, and challenges.
- Identifies approved resources that align with the customer’s needs.
- Develops a thorough understanding of all entry access points and knowledge of stakeholders who influence access for the entire enterprise.
- Uses approved tools to capture, share and appropriately communicate internally about the customer.
Qualifications:
Minimum Qualifications - Required:
- Bachelor’s Degree (BS/BA) or a minimum of high school diploma with at least 6 years of relevant work experience which could include: professional sales, experience in marketing, military, or healthcare/scientific field (pharmaceutical, biotech, or medical devices)
- Minimum 5 years of relevant experience in healthcare, life sciences industry, sales, account management or managed care
- Valid Driver’s License and passport
- Ability to build and develop meaningful customer relationships with senior healthcare executives and key opinion leaders
- Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable
- Strong understanding of healthcare ecosystem
- Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures and disciplines
- Strong leadership skills and ability to collaborate in cross-functional, matrix organizations
- Ability to travel up to 50%, including global travel (Europe, Canada, etc.)
Preferred Qualifications:
- Advanced degree (MBA, MS, PharmD)
- US market relationships and customer knowledge
- Current account management experience in PBM, health plan (commercial and government payers) segments of the US healthcare system
- Broader customer experience in specialty pharmacy, retail pharmacy, distribution, and other organized healthcare system entities
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