Institutional Account Leader - Remote, United States - Merck

Description

Job Description
The Institutional Account Leader (IAL) for California will manage the business relationship between our Company and assigned customer accounts with the following goals:

• Establishing profitable product access within our Company product strategy
• Optimizing Net Sales and Contract Performance across our Company product portfolio
• Ensuring proper oversight and compliance with all our Company policies and exercising appropriate financial stewardship

This is a field-based account management position that is responsible for the state of California, specifically with a focus on the Northern California market (San Francisco Bay Area / Sacramento). Ideally, candidates should reside within the territory and will need to travel to see customers in-person for their assigned territory.
Primary Activities & Responsibilities include and may not be limited to:

• The IAL is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our Company's business relationship with its customers. The Northern California IAL is responsible for the following designated customers as assigned by the West HCS Regional Director:
  • Integrated Delivery Networks (IDNs, including hospital outpatient and home-infusion if IDN owned)
  • Federal accounts (including Veterans' Affairs and Military Treatment Facilities)
  • State purchasing entities
• The IAL engages senior Institutional Leadership and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our Company. The IAL engages senior Institutional Leadership in the following roles using approved messages and resources:
  • Pharmacy Service Line, and will serve as lead for the assigned customers across all our Company's account teams with overlapping contacts with the customer
  • Information Technology Departments and will serve as lead for assigned customers across all our Company's account teams with overlapping contacts with the customer
  • Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans'' Affairs system
  • C-Suite in top assigned accounts
• Develops strategic and tactical account plans for assigned accounts. The responsibilities could include the following:

Economic:

• Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership
• Negotiate direct contracts, where appropriate
• Communicating approved financial, health care economic and budget impact models

Operational:

• Communicating product access with overlay Field Based Employees (FBE) for assigned IDN accounts
• Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care
• Communicating approved information to customer Information Technology departments
• Leads account planning for assigned IDN Accounts with other IAM colleagues and FBE's
• Manages ongoing communications to extended team
• Account coordination and access facilitation to overlapping contacts with FBE's
• Promote assigned our Company products along entire continuum of care (transition of care) using approved messages and resources
• Conducts appropriate business review of account performance to optimize net sales for our Company

Clinical:

• Communicate to customers the clinical value proposition for assigned products using approved messages and resources
• Appropriately use approved our Company resources to meet customer educational needs

Qualifications:
Minimum Requirements - Education, Experience & Skills:

• Bachelor's degree (BS/BA)
• Minimum 3 years of experience in Sales and/or Account Management roles within the pharmaceutical industry or related sectors within Life Sciences / Healthcare
• Demonstrated leadership skills
• Strong business and financial acumen of the external healthcare environment
• Strong interpersonal and communication skills
• Data Analytics capability
• Valid Driver's License
• Ability to travel the amount of time the role requires

Preferred Education, Experience & Skills:

• Advanced degree (MBA, PharmD, MSN)
• Account Management experience with Northern California IDN and institutional customers
• Negotiation skills
• Experience working in cross-functional teams

NOTICE FOR INTERNAL APPLICANTS
In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.
If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.
Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.
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We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
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U.S. Hybrid Work Model
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".
Under New York State, Colorado State, Washington State, and California State law, the Company is required to provide a reasonable estimate of the salary range for this job. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate's relevant skills, experience, and education.
Expected salary range:
$164, $259,400.00
Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. For Washington State Jobs, a summary of benefits is listed 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:
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
Remote
Shift:
Valid Driving License:
Hazardous Material(s):
Requisition ID:R287632