Assoc Dir, MGD Markets PBM Accounts
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 organization 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 Customer Manager collaborates with Account Executive or National Account Director to manage the business relationship between Merck and assigned managed care accounts with the following goals:
• Establishing profitable product access within Merck product strategy
• Optimizing Net Sales and Contract Performance across Merck's entire portfolio of products
• Introducing innovative contracting options that improve business outcomes for Merck and the Customer
• Ensuring proper oversight and incorporation of policy, legal, financial, and environmental health care issues into contract terms and conditions in a compliant manner
The Customer Manager collaborates with Account Executive or National Account Director to manage assigned accounts, including development and execution of strategic and tactical account plans. This includes the implementation and negotiation of Brand contracting strategies, achievement of profitable formulary status for Merck products, proactive evaluation and monitoring of account performance and broader marketplace trends to optimize net sales for Merck, and balance/improve customer performance versus their aligned objectives.
The Customer Manager is responsible for communicating customer point of view (POV) across multiple internal stakeholders to manage Merck's business relationship with their Customers. Each Customer Manager is responsible for accounts that span multiple states and multi-regional commercial operating groups. As such, these accounts have the ability to significantly influence net sales performance. These PBM, National, Health Plan and Medicaid accounts represent the most significant portion of Merck reported sales such that a change to the business relationship could result in a significant impact on Merck financial performance.
The Customer Manager is responsible for the proactive development and analysis of Customer-specific contract modeling, ROI and Forecasts that help achieve optimal net sales. This includes full accountability for complete implementation and execution of all related terms and conditions in a compliant manner in conjunction with commercial legal guidance. They are also responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's business model, aligned objectives, and market-based environmental issues impacting the customer. This must collectively represent both the Customer and Merck financials points of view with appropriate sensitivity analysis.
The Customer Manager is also responsible for proactively anticipating the future health care macro environment and how that impacts the business model for their assigned Customers. They will utilize this insight to develop standard and where appropriate innovative contracting proposals. The Customer Manager will also use this market insight to influence and proactively inform Brand Contracting Strategies.
The Customer Manager is representative of a Customer facing role with shared account management responsibilities with their assigned Account Executive / National Account Director. In support of the broader team, the Customer Manager is expected to participate and demonstrate activities that deliver operational efficiencies in contracting that improves Merck’s predictive analytics capabilities. This also includes Point Role accountabilities supporting the business functions of the broader team that define profitable market access for the organization. In addition, it is expected that the Customer Manager will enable effective transition of new personnel joining the team ensuring seamless execution in support of Merck’s contracted Customers.
Education Minimum Requirement:
• BA or BS Degree required
Required Experience and Skills**:
• Proactive and cross functional leadership skills
• Demonstrated negotiation skills
• Demonstrated business acumen
• Strong Analytical capabilities
• Project management skills, with strict attention to detail
• Ability to effectively communicate results of analyses
• Exceptional presentation and overall communication skills
• Consultative Selling Skills
• Ability to learn quickly and apply new knowledge in a constantly changing business environment
• Evidence of innovative and creative solutions
• Relationship building & networking
• Integrated Account Management Segment and market-based customer knowledge
• Clinical knowledge: Products & therapeutic areas
• Healthcare, Environmental trends, and policy
Preferred Experience and Skills:
• MBA Desired
• Prior Sales and/or Marketing experience with demonstrated strong leadership and project management.
• Prior Experience preferred in more than one of the following:
o Product Marketing ○ Field Sales
o Integrated Acct. Mgmt. Sales ○ Customer Marketing
o Financial or Sales Analysis
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 assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to firstname.lastname@example.org.
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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.
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Job: Account Management Generic
Employee Status: Regular
Travel: Yes, 15 % of the Time
Number of Openings:
Shift (if applicable):
Company Trade Name: Merck