[Hiring] Associate Director, Oncology Key Accounts @MSD

Role Description

The Associate Director, Oncology Key Accounts is the main point of contact for our Company with large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology. This is 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. This is a field-based key account management position that has responsibility for accounts in the state of Texas. The candidate should live within the geography.

• 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 varied 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 influencers 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 and operationalize access for the entire enterprise.
  • Uses approved tools to capture, share and appropriately communicate internally about the customer.

Qualifications

• Required: Bachelor’s degree with at least 8 years of sales experience OR a minimum of high school diploma with at least 10 years of equivalent experience.
• Equivalent experience can be professional sales experience, work experience in the healthcare/scientific field with oncology experience being strongly preferred (including pharmaceutical, biotech, or medical devices) that is not sales related, professional marketing experience, or military experience.
• Minimum of 2 years of relevant experience in healthcare, life sciences industry, sales, account management or managed care.
• Valid Driver’s License.
• 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 ~50%.
• Preferred: Advanced degree.
• Local market relationships and customer knowledge.
• Current account management experience in large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology.

Requirements

• Account Management
• Business Decisions
• Clinical Studies
• Collaborative Leadership
• Confidential Data Handling
• Contract Management
• Contract Processing
• Corporate Decision Making
• Customer Management
• Data Analysis
• Financial Acumen
• Influencing Without Authority
• Internal Reporting
• Interpersonal Relationships
• Key Account Management
• Managerial Courage
• Managing Ambiguity
• Market Dynamics
• Marketing Capabilities
• Oncology
• Oncology Marketing
• Operational Delivery
• Organizational Leadership
• Product Knowledge

Benefits

• Comprehensive package of benefits including 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.