Institutional Account Leader, Account Executive - Ohio South

| Cincinnati, OH, USA | Remote | Hybrid
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Job Description
The Institutional Account Leader (IAL) for South Ohio will manage the business relationship between our company and assigned customer accounts with the following goals:

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

  • This is field-based account management position that is responsible for the Ohio South territory.
  • Major workload centers in the territory include Columbus, Cincinnati, and Dayton, Ohio.
  • Candidates must live within or near the territory to visit with customers in-person.
  • Travel (%) depends on where the selected candidate resides in relation to the territory, as well as on the needs of the business and customer.

Primary Responsibilities include and may not be limited to:

  • Addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company's business relationship with its customers. The South Ohio IAL is responsible for the following designated customers as assigned by the Mid Atlantic 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)
  • Engaging senior Institutional Leadership and 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:


  • 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


  • 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's 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.


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

Minimum Requirements:

  • Bachelor's degree with 3+ years of recent Sales or Account Management Experience
  • Advanced degree candidates must have 3+ years of relevant external health care experience
  • 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 to fulfill the requirements of the position

Preferred Qualifications:

  • Advanced degree (MBA, Pharm D, MSN)
  • Account Management experience with South Ohio IDNs and institutional customers
  • Negotiation skills
  • Experience working in cross-functional teams

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.
Current Employees apply HERE
Current Contingent Workers apply HERE
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 if you need an accommodation during the application or hiring process.
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:
EEOC Know Your Rights
EEOC GINA Supplement
Pay Transparency Nondiscrimination
We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas 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
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".
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:
No relocation
VISA Sponsorship:
Travel Requirements:
Flexible Work Arrangements:
1st - Day
Valid Driving License:
Hazardous Material(s):
Job Posting End Date:
*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:07/06/2024
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:R300284

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