[Hiring] Executive Director, Account Management @MSD

Role Description

Our company is building the commercial foundation in anticipation of an exciting launch in ophthalmology and this role is at the forefront of it. As the National Leader of the Ophthalmology Account Management Team, you will lead and manage a field team of Account Directors purposefully built around our two late-stage pipeline assets.

This is an opportunity to establish how our company shows up in the evolving ophthalmology market, develop deep strategic partnerships and orchestrate cross functional engagement across teams. You will be a central leader in our customer engagement model, overseeing account managers responsible for key consolidated Retina practices, large managed-service organizations or PE backed networks.

You will play a crucial role in establishing our company as an industry gold standard, supporting healthcare partners and providers, improving patient health outcomes and becoming a trusted resource. This role will report into the US Franchise Leader of Ophthalmology and participate in the Franchise Leadership Team.

Key Responsibilities

• Team Leadership: Establish, recruit and oversee our company's Ophthalmology Account Management Team, including National Account Directors responsible for key corporate accounts and Key Account Managers assigned to districts to engage key retina practices within their responsible geographies.
• Strategic Vision: Participate as a member of the US Ophthalmology Leadership Team to shape the strategic direction, capabilities and performance of the Ophthalmology franchise.
• Account Management: Serve as the internal expert on key ophthalmology engagements, providing insights and counsel to senior leadership and representing account segments in business planning forums.
• Executive Engagement: Provide strategic oversight and executive sponsorship for key organized customer accounts, maintaining selective, high-level engagement with C-suite and clinical leadership, while empowering the account management team to serve as the primary owners of ongoing operational relationships.
• Talent Development: Coach and mentor a high-performing field team, establishing a culture of accountability and continuous professional development.
• Cross-functional collaboration: Coordinate cross functional execution across SAMs, BEMs, Field Sales, Field Reimbursement and Medical to ensure seamless pull-through across the customer network to meet customer needs while upholding high standards of compliance to company policy.
• Launch Excellence and Market Shaping: Provide strategic oversight of customer engagement plans, optimize resource allocation and champion collaborations with other field-facing teams.

Core Competencies

• Business Literacy Acumen
• Customer Focus
• Communication & Collaboration
• Strategic Planning & Execution

Education

• Bachelor's degree required
• MBA or advanced degree preferred

Required Experience and Skills

• 12+ years of progressive pharmaceutical, biotech, or related industry experience
• 7+ years of experience in managing direct reports
• 5+ years of demonstrated experience in strategic/key account management with enterprise level customer engagement
• Proven ability to develop and implement strategy across complex healthcare environments, including the ability to influence without authority and mobilize cross functional colleagues
• Strong understanding of buy-and-bill economics, specialty drug distribution, GPO contracting structures and reimbursement dynamics
• Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable
• Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures
• Ability to travel 50%

Preferred Experience and Skills

• Proven knowledge and relationships with key executive level decision makers from retina and other market GPOs and institutional trade partners
• Previous experience in launching new specialty pharmaceutical/biologics products
• Cross functional experience spanning account management, marketing, market access and/or operations
• Strong understanding of healthcare ecosystem
• Experience with channel accounts (Distributors, GPOs/PE Backed Entities, Specialty Pharmacies)

Required Skills

• Account Management
• Business Growth Strategies
• Collaborative Leadership
• Competency Management
• Contracting Strategies
• Contract Management
• Corporate Decision Making
• Cross-Functional Leadership
• Cross-Functional Project Management
• Customer-Focused
• Customer Management
• Customer Relationship Management (CRM)
• Engagement Strategies
• Financial Acumen
• Interpersonal Relationships
• Key Account Management
• Leadership Management
• Leadership Theories
• Managed Markets
• Matrix Management
• People Leadership
• Pharmaceutical Sales Marketing
• Proactive Behavior
• Relationship Building

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