Director Commercial Operations - Oncology (West Coast) Job

Los Angeles, CA, US
October 04 2017
Organization Type
Director Commercial Operations - Oncology (West Coast)-DIR020358


Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Merck’s Global Human Health (GHH) Division abides by a “patient first, profits later” ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world. The division is comprised of sales and marketing professionals who are passionate about their role in bringing Merck's prescription medicines, vaccines, and other medical products to our customers worldwide.

The Director, Commercial Operations has overall responsibility for the management and results of the customer teams for which he/she is responsible. This includes staffing and selection of the customer teams, development of strategic plan, resource allocation decisions, ownership/management of the "customer experience," and accountability of P&L for aggregate assigned customer base. Responsible for the successful pull-through and implementation of the new commercial model transformation (Leads transformation effort).

People Management

- Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse & customer centric integrated region team.

- Sets appropriate expectations and assesses Medical Account Executives and Customer Team Leaders' performance

- Rewards and retains team members based on results and by creating an environment supportive of growth and development

- Ensure understanding and continually reinforce principles of new commercial model and provide formal and informal feedback to HQ regarding status of implementation

- Responsible for leading organizational and cultural transformation associated with new model

- Lead annual people management processes for employees (performance management, employee development, compensation & rewards); ensure ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives.

- Together with Medical Group Account managers and Customer Team Managers, prioritizes and allocates human resources across customers/accounts.

Customer Management

- Has ultimate responsibility for portfolio of customers and ownership of the "customer experience"

- Responsible for Customer Teams delivery of customer experiences that demonstrate value and create trust (as defined by the customer)

- Develops business relationships with key customers

- Builds and maintains relationships with high-level individuals within key customer organizations; including building relationships with key Thought Leaders to support Advocate Development

- Interactions with key customers in order to ensure that customer teams and solutions/services are addressing needs of those accounts/customers.

- Serves as resource for Customer Manager & Business Manager in order to foster customer relationship-development, implements an effective customer-centric approach, demonstrates the importance of the customer to Merck.

- Facilitates and advocates for ongoing customer interactions with Merck Sr. management

- Works closely with Payor counterpart to understand critical Managed Care issues and opportunities and ensures this understanding has been incorporated into customer plans

- Collaborates closely with other stakeholders to ensure consistency with customer base (MSPJV/MVD/Hospital)

Business Operations

- Leads and sponsors customer teams' transformation to the new commercial model; emphasizes need for change; supports, leads and executes change related to new model objectives.

- Has decision rights for resource allocation decisions with input from medical Group Account managers and Customer Team Managers to maximize business outcomes.

- Makes local and customized resource allocation decisions to support optimal business results.

- Owns the business results for geography and is responsible for defined P&L goals.

- Develops strategic plan by integrating information from multiple organization through collaboration with those groups, and sets objectives within context of divisional objectives; monitors and adjusts strategic plan as necessary

- Integrates brand and customer strategies into overall strategic plan

- Shares and ensures alignment round customer centric vision with large teams, motivating and inspiring every level of employee toward shared goals

- Informs and influences the development of national strategies and tactics as a participating member on cross-functional teams

- Proactively identifies and creates opportunities to drive business results

- Identifies opportunities to maximize business potential by taking into consideration and leveraging payor, patient and HCP interactions and dependencies

- Provides input into establishment of annual financial goals for aggregate assigned customer base

- Ensures that organization follows policies, business practices, and compliance guidelines

Territory: California;Colorado;Texas;Oklahoma;Montana;Washington;Nevada;Arizona;Iowa;Oregon;Wyoming;Kansas(Southern portion)

Travel: 50%



- Required: BA/BS


- Minimum of (10) years experience in Sales, Marketing or Managed Care - Pharmaceutical industry

- Minimum of (3) years People Management experience

- Minimum of (3) years experience developing and managing customer relationships

- Valid Driver’s License

- 50% Travel (Depending on location of Home Base)


- Minimum of (3) years Oncology Management experience

Technical/Functional Capability Requirements

- Create a strategic plan by integrating short-, mid-, and long-term objectives

- Formulate a strategic business plan based on customer business, needs and available resources

- Clearly communicate and articulate a vision and strategy that motivates and energizes the region

- Understanding of all Merck products & therapeutic areas

- Understands the market environment - identification of customer segments and business drivers

- Listen, understand and proactively address customer needs

- Assess business results against objectives and realign resources based on the assessment

- Enhance the selling skills and capabilities of the Reps and Mgrs to optimize the customer experience

Critical Experience Requirements

- Translated division vision and strategy to directives and procedures

- Experience leading a large tem-organization

- Made resource decisions and trade-offs to maximize business potential

- Identified and pursued opportunities for new products, services, and/or markets

- Built/directed a new team

- Deliver customer value

- Achieves results

- Experience managing a P&L

- Analyze the human resource needs of the region to maximize the customer experience

Leadership Capability Requirements

- Deliver Customer Value - ability and appreciation to clearly understand the customer and their unique needs; ability to translate understanding into effective development and delivery of relevant solutions

- Collaborate

- Builds Talent

- Shape Strategy

- Makes Sound Business Decisions

- Relationship Development

- Achieve Results

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life.

If you need an accommodation for the application process please email us at

Search Firm Representatives Please Read Carefully:

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.

Visa sponsorship is not available for this position.

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Poster

EEOC GINA Supplement​

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Job: Direct Sales Generic ONC

Job Title:Dir, Sales

Primary Location: NA-US-CA-Los Angeles

Other Locations: NA-US-IA-Des Moines, NA-US-OK-Oklahoma City, NA-US-WA-Seattle, NA-US-KS-Wichita, NA-US-TX-Dallas, NA-US-OR-Portland, NA-US-AZ-Phoenix, NA-US-CO-Denver, NA-US-CA-San Francisco, NA-US-MT-Billings, NA-US-NV-Las Vegas

Employee Status: Regular

Travel: Yes, 50 % of the Time

Number of Openings: 1

Company Trade Name:Merck

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