[Hiring] Health Care Systems - Integrated Account Leader @Merck

Role Description

The candidate selected for this position will have responsibilities for Integrated Delivery Systems within the assigned geography and for assigned accounts. The primary territory for this position covers the states of Indiana & Kentucky; therefore, the 20% of travel required may be less, or more, depending on where a candidate resides in the geography.

Primary Activities & Responsibilities include but are not limited to the following:

• 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 a portfolio of our company products
• Lead pull-through efforts of contracted positions with account team
• Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship

Integrated Delivery Systems Activities:

• Address customer educational needs and interact with multiple stakeholders within the assigned account to enhance our company business relationship with its customers.
• Responsible for the following designated customers as assigned by the HCS Regional Director:
• Integrated Delivery Network (IDN, including hospital outpatient and home-infusion if IDN owned)
• Federal accounts (including Veterans’ Affairs and Military Treatment Facilities)
• Corrections
• Engage senior Institutional Leadership and build trust and credibility through strong interpersonal relationships and in-depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer.
• Engage senior Institutional Leadership in the following roles using approved messages and resources:
• System Corporate Pharmacy Service Line
• Information Technology Departments
• Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans’ Affairs system
• C-Suite in top assigned accounts
• Develop strategic and tactical account plans for assigned accounts with responsibilities that could include:
• 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 products along the 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 resources to meet customer educational needs

Qualifications

• Education:
• Required: BA/BS
• Preferred: MBA or equivalent
• Required:
• Minimum (3) years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
• Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
• Strategic and Tactical Planning skills
• Negotiation skills
• Experience working in cross-functional teams
• Consultative Selling skills with clinical and scientific knowledge

Requirements

• Account Management
• Business Acumen
• Business Administration
• Business Decisions
• Business Relationship Building
• Communication Management
• Contract Management
• Customer Accounts
• Customer Needs Analysis
• Data Analytics
• Environmental Issues
• Financial Acumen
• Healthcare Trends
• Identifying Sales Opportunities
• Interpersonal Relationships
• Key Account Planning
• Managed Care Marketing
• Marketing
• Market Research
• Pharmacy
• Pharmacy Practice
• Profit Planning
• Sales Target Achievement
• Stakeholder Relationship Management

Benefits

• Medical, dental, vision healthcare and other insurance benefits (for employee and family)
• Retirement benefits, including 401(k)
• Paid holidays
• Vacation
• Compassionate and sick days