Job Description
The candidate selected for this hybrid position will have responsibilities as both an Institutional Account Lead (IAL) and Payer Account Executive within the assigned geography and for assigned accounts. The Primary Territory for this position covers Minnesota, South Dakota, and North Dakota, therefore, the percentage of travel required may be less, or more, depending on where a candidate resides in or near the geography.
Primary Activities & Responsibilities include but are not limited to the following:
The IAL Hybrid Institutional Account Lead / Payer Account Executive will manage the business relationship between our Company and assigned customer accounts with the following goals:
Establishing profitable product access within our Company's product strategy
Optimizing Net Sales and Contract Performance across a portfolio of our Company products
Ensuring proper oversight and compliance with our Company policies and exercising appropriate financial stewardship
IAL Primary Activities:
The IAL is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our Company's business relationship with its customers. Each IAL is 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
The IAL engages senior Institutional Leadership and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our Company. The IAL engages senior Institutional Leadership in the following roles using approved messages and resources:
Pharmacy Service Line, and will serve as lead for the assigned customers across our Company's account teams with overlapping contacts with the customer
Information Technology Departments and will serve as lead for assigned customers across our Company's account teams with overlapping contacts with the customer
Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans'' Affairs system
C-Suite in top assigned accounts
Develops strategic and tactical account plans for assigned accounts. The responsibilities could include the following:
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 on going communications to extended Team
Account coordination and access facilitation to overlapping contacts with FBE's
Promote assigned our Company products along 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 our Company resources to meet customer educational needs
Payer Account Executive Primary Activities
The Payer Account Executive leads the development and implementation of long-term Customer Account Plans. The AE collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP's) based on better health outcomes for patients. Negotiates contract terms and conditions with the customer. Responsible for P&L (revenue/expenses) for the Payer business.
Customer Account Planning and Management
Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide input on resource allocation decisions across customer targets within the larger geography.
Serves as the primary interface and owner for the customer (payer) account and is responsible for the overall (payer) customer experience.
Establishes relationships and maintains a pervasive communication network with the (payer) customer at many levels, including corporate personnel, medical directors in charge of provider networks, quality directors, pharmacy directors, financial directors, COO, CEO.
Conducts business strategy discussions and performance reviews with key customers on a regular basis (plays a significant role in ensuring that the Director of Commercial Operations, Customer Team Leader(s), and understand the (payer) customer's business strategy and support it at the local HCP level)
Proactively meet with (payer) customers to solicit feedback and adjust plans on a regular basis
Develop Customer Account plans aligned with Managed Care and brand strategies over a 3-5-year time horizon. Solicits input from Director of Commercial Operations, Customer Team Leader(s), and other relevant stakeholders to develop the long-term customer plan. Assesses competitor position as part of account plan development.
Identifies, understands and can articulate the key drivers affecting the customers' business including the customer's long-term plan and objectives.
Utilizes customer account strategy to define the objectives of the customer relationship
Identifies potential customer issues and needs (clinical, financial, business)
Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on better health outcomes for patients
Develop innovative contracting to support better health outcomes
Leverages programs and services designed to improve treatment and better outcomes for patients
Represents the voice of the customer and advocates on behalf of the customer
Coordinates and manages the communication process between customers and identified internal or external expert(s) and ensures customer needs are accurately identified and addressed
Proactively identifies the internal and external experts needed to communicate complex clinical and scientific information to customers
Based on customer needs, provide appropriate clinical support and knowledge related to our Company products.
Communicates our Company activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or provider quality and outcomes-based activities.
Provides feedback to and gains feedback from, the Solutions Consultant to ensure solution meets customer need.
Business Operations:
Interface with Contract Management and serve as the primary negotiator with the customer for product price discounts
Develops negotiation strategy in collaboration with Financial-Contracting Manager/Director
Develops innovative contracting to support better health outcomes
Communicates actively with Customer Team Leader and customer team members regarding customer priorities, issues, and initiatives
Coordinates with Customer Team Leader counterparts on a very frequent basis to ensure understanding of the customer's business issues and appropriately leverage opportunities to improve alignment between the HCP and Payer customers (identify issues, opportunities and interdependencies between Payers and Providers)
Understands of the interplay of key MC customers and regional stakeholders (provider networks, state and local government, clients (employer and member)) to establish relationships with influencers that will impact the customer relationship and maximize customer value
Qualifications:
Minimum Qualifications:
Bachelor's degree candidates: 3+ years of recent Sales or Account Management experience
Demonstrated leadership skills
Strong business and financial acumen of the external healthcare environment.
Strong interpersonal and communication skills.
Data Analytics capability
Valid Driver's License
Ability to travel and cover the assigned geography to meet with customers in-person
Preferred Qualifications:
Advanced degree candidates (MBA, PharmD, MSN): 3+ years of relevant external health care experience
Negotiation skills
Experience working in cross-functional teams
NOTICE FOR INTERNAL APPLICANTS
In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.
If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.
Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.
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EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)
EEOC GINA Supplement
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U.S. Hybrid Work Model
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, generally Tuesday, Wednesday and either Monday or Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence. This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as -remote-.
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status:
Regular
Relocation:
No relocation
VISA Sponsorship:
No
Travel Requirements:
50%
Flexible Work Arrangements:
Remote
Shift:
Not Indicated
Valid Driving License:
Yes
Hazardous Material(s):
n/a
Job Posting End Date:
10/7/2024
*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Job Posting End Date: 10/07/2024
A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Requisition ID: R314626
