Job Description
Make a meaningful impact and help us fulfill our patients' needs! Our sales & account management teams are passionate about bringing healthcare solutions to patients around the world. We take a customer-centric approach leveraging emerging digital technologies and data analysis to better understand our patients needs and design ingenious solutions to meet them. We work closely with medical affairs, market access and supply chain teams to support healthcare providers and systems care for patients and their communities.
National Account Director -Group Purchasing Organization (GPO)
Join our Integrated Account Management (IAM) team as a GPO National Account Director (NAD) and develop and manage business relationships with US-based National Group Purchasing Organizations, IDN Pharmacy Network Group (Purchasing Group), the 340B Prime Vendor and Specialty/Outpatient GPOs (owned or managed by National GPOs) customers. Through these relationships, you will lead our Company's efforts to maximize appropriate utilization of its portfolio while bringing resources and solutions to customers that contribute to better outcomes for patients. This position also offers you an opportunity to develop broad and deep relationships across the GPOs, their networks as well as their members / member owners to ensure understanding and alignment to customer needs. As you grow in this role, you will become a proficient and knowledgeable resource in the GPO and 340B space to support, educate and inspire the evolution of our Company's strategy in these channels.
This is a field-based position that is responsible for GPO and 340B segments across the United States. Travel is required at least 25% of the time (1 week out of the month) and more may be required to support the needs of the customer.
Specific job responsibilities and competencies include but are not limited to: Account / business planning (strategic and tactical) for our Company portfolio of products and vaccines at a P&L level, by customer; Supporting corporate objectives associated with the GPO and 340B channels; Providing routine account and channel updates to Senior leaders; negotiation and execution of pharmacy agreements and product contract offerings; individual account performance against strategic, financial and product access objectives; and account collaborations that result in business solutions that benefit our Company and the customer.
The NAD works with internal personnel from the Customer Contract Management (finance), Contracting Capability Evolution (data & analytics) Payor Brand Marketing, Marketing, regional/local account teams, Legal, Senior leadership and Field Sales teams across our Company to support organizational initiatives, ensure product access and availability to all our customers. The NAD will be responsible for navigating and facilitating complex topics with our Company stakeholders to champion customer opportunities internally. The NAD should have experience and be comfortable exhibiting strong collaboration and communication skills to ensure local and regional pull through of nation product access opportunities through our IAM and sales teams. The NAD should have experience and be comfortable engaging with Senior leaders to address complex topics and champion new market opportunities.
Key responsibilities include and may not be limited to:

• Ensuring broad, profitable formulary access for our Company products within the GPO, Network and 340B books of business.
• Effectively managing the contracting process; collaborating with internal customer manager(s) and legal teams.
• Presenting to external/internal Senior leaders across a multitude of roles and business units.
• Developing and implementing strategies that align with organizational objectives that meet or exceed goals of our Company products for GPOs and their IDN and non-IDN members.
• Championing the GPO and 340B channel within our Company, proactively identifying, summarizing, and communicating account needs, risks and opportunities.
• Championing the GPO and 340B channels with sound strategic insights that challenge the status quo.
• Ensuring rapid access for launch products.
• Coordinating across a network of local account teams to ensure national contract pull-through and addressing local requests for contract terms or conditions that are unique/different.
• Monitoring product performance at both national customer level and locally and to identify opportunities for better performance or threats; interfacing with both HQ and field-based teams to ensure focus and resources on priority opportunities.
• Creating and maintaining strategic account plans.
• Developing an extensive understanding of the customers' organizational goals in order to assess their needs and developing plans/programs to meet both the needs of the customer and those of our Company.
• Developing an extensive understanding of the customers' organizational competencies and services; educating and aligning our Company stakeholders on the accessibility of these services.
• Interfacing with Payer Marketing and Contract Management and Operations to maximize product access and pull-through.
• Maintaining a high level of knowledge of the GPO and IDN regulations and healthcare trends.
• Managing administrative requirements of the job including timely registration for national and regional conferences and exhibits.
• Understanding and applying Compliance Policies and Procedures.

Position Qualifications :
Minimum Requirements:

• 4-year college degree required, Bachelor's degree.
• 7 years of experience in pharmaceutical sales, marketing, integrated account management, or external account management.
• Valid Driver's License.
• Ability to travel at least 25% (1 week out of the month) or more as needed.
• Legally authorized to work in the United States.

Preferred Qualifications:

• Experience in the GPO and 340B segments.
• Strong business acumen and a broad and deep understanding of the current intricacies of managed markets and policy, and specifically, the GPO and 340B segments.
• Self-motivated and have demonstrated the ability to drive business results.
• Effective communication skills and ability to communicate complex topics (oral and written).
• Exceptional ability to collaborate with internal and external stakeholders up to senior leaders, building diverse relationship networks, and sharing their clinical expertise and product knowledge with customers.
• Preferred skills include external account management, account planning, GPO and 340B specific contract experience (structure, modeling, procurement and negotiations), private label experience, solution development and delivery and business planning.

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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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:
$181,600.00 - $285,800.00
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 .
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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:
25%
Flexible Work Arrangements:
Remote
Shift:
1st - Day
Valid Driving License:
Yes
Hazardous Material(s):
n/a
Job Posting End Date:
05/23/2024
*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.
Job Posting End Date:05/23/2024
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.
Requisition ID:R294525