Medical Group Key Account Manager

Canada, CA
May 17 2018
Organization Type
Requisition ID: ACC004822

The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its 125-year legacy. With a diversified portfolio of prescription medicines, vaccines and animal health products, 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 Medical Group Key Account Manager is responsible for proposing the Merck Care Elements (MCE) collaboration to organized Medical Groups and select Government bodies (e.g., Regional Health Authorities).  Upon agreement with the Medical Group and/or partnership with a health authority, the MG-KAM implements the MCE process.  MG-KAM is responsible to ensure that the MCE collaboration is conducted in accordance with the Program objective and the present description of the Program.
The MG-KAM is a non-promotional role. No promotional responsibilities may be assigned to a MG-KAM. With respect to compensation, there cannot be any incentive based on sales of Merck products 
  • Plans, develops and implements specific Patient Health Management quality improvement programs around the care pathway and based on the chronic care model (by Wagner).
  • Seeks opportunities to advance the vision of the Patient Health Management model within his/her region.
  • Participates in the development of health management protocols in conjunction with medical.
  • Works closely with his/her colleagues in Medical, Policy/Government Affairs, Drug Plan Affairs and Marketing Planning.

 The Medical Group Key Account Manager will:
  • Own and lead execution of clinic entry strategies and health authority collaborations
  • Negotiate collaborations, establish alignment (internal and external) and drive execution vs. milestones
  •  Develop new business opportunities with new customer groups
  • Develop and execute business plans aimed at engaging customers and closing care gaps
  • Ability to impact and influence internal colleagues and customers (individual and group)


  • University degree in an appropriate scientific and / or commercial discipline. MBA, MSc or other advance degree is an asset.
  • Minimum 3-5 years of sales experience (Pharmaceutical, medical groups).
  • Knowledge of Medical Group environment and account dynamics: business potential, people, processes and resources
  • Broad Scientific and marketing knowledge of Merck diseases of interest and products
  • Change management training
  • Advanced Project Management
  • Proficient Presentation and Facilitation skills
  • Teamwork, collaboration and cooperation
  • Conceptual and strategic thinking
  • Advanced negotiation skills (individual and group)
  • Communication skills (verbal and written)
  • Head Office experience or Key Account Management experience is a strong asset.
  • Demonstrated appropriate computer proficiency in office technology and related software.
  • Solid Presentation and Communication skills (both oral and written).
  • Language requirements:   English and French (Both oral and written)

 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.   Our employees are the key to our company's success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program. Merck's benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. Merck is an equal opportunity employer, proudly embracing diversity in all of its manifestations.  


Search Firm Representatives Please Read Carefully: Merck 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.

Job: Account Management Generic
Other Locations: QC, CA; Montreal (Kirkland) QC, CA
Employee Status: Regular
Travel: No
Number of Openings: 1
Shift (if applicable):
Hazardous Materials:
Company Trade Name: Merck

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