[Hiring] National Account Director @MSD

Role Description

Our Oncology team is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.

The National Account Director (NAD) leads all account management efforts with the Oncology Group Purchasing Organizations (GPOs) through the creation and development of productive business relationships with the Group Purchasing Organizations HQ team, as well as positive interactions/programs with key GPO members/physician practices. This is a field-based/remote position that requires ~50% travel.

Activities:

• Monitor competitive contracting
• Solicit GPO input on contract structure
• Support contract negotiation
• Engage GPO for contract launch
• Conduct quarterly business reviews with each GPO HQ
• Communicate to practices contract terms and conditions only for Oncology portfolio
• Provide input regarding exhibits and speaker program experience to US OCAR for internal planning purposes
• Introduce GPO HQ to US OCAR for engagement with GPO, if necessary

Interactions with GPO HQ members:

• Communicate contract terms and conditions only for Oncology portfolio
• Provide contact information for the GPO HQ Strategic Account Managers (SAMs) if provider member requests specific business performance information

GPO NADs may NOT engage in:

• Business reviews or discussions regarding member business performance
• Clinical or promotional product discussions
• Joint meetings with other FBEs or GPO HQ SAMs with providers when discussing contract terms

Qualifications

• BS or BA degree and 3+ years of Oncology GPO account manager or equivalent oncology experience is required
• Oncology community customer knowledge and/or oncology GPO knowledge
• Oncology Product/Disease Knowledge, with buy and bill (Specialty) and Oral specialty pharmacy knowledge desired
• Problem Solving Skills
• Ability to travel ~50%
• Communication Skills with executive presence
• Strong Project Management with experience coordinating broad matrix teams within Oncology roles (OKAM, CTL, OSR, HSOMAD, AEs)
• Presentation and consultative selling skills
• Demonstrated successful negotiation skills
• Conflict Resolution
• Strategic account planning
• Highly developed Leadership Skills
• Analytical Capabilities
• Working Knowledge: Managed Care Operations, Contracting Strategy, Healthcare Systems Structure and Function
• Health care trends and policies

Requirements

• Account Management
• Account Planning
• Accounts Development
• Analytical CRM
• Bid Management
• Buy-and-Bill Process
• Competency Management
• Conflict Management
• Consultative Selling
• Contracting Strategies
• Contract Management
• Customer-Focused
• Customer Management
• Customer Service
• Executive Presence
• Group Purchasing Organizations (GPO)
• Key Account Planning
• Leadership Communication
• Leadership Management
• Management Contracts
• Marketing Capabilities
• Negotiation
• Oncology Marketing
• Operational Delivery

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