Associate Director, Oncology Key Accounts – Texas

Merck; Frankfort (KY); On-site; USD 150,000 - 190,000; Full time

Job summary

Merck seeks an Associate Director, Oncology Key Accounts to lead strategic engagement with large oncology groups and integrated delivery networks. This field-based role centers on expanding partnerships, improving patient outcomes, and positioning Merck as a trusted oncology resource.

The role manages Texas accounts, partnering with cross-functional teams to drive access and value, while navigating complex healthcare environments and maintaining strong customer relationships.

Qualifications

• Bachelor’s degree with at least 8 years of sales experience or a high school diploma with at least 10 years of equivalent experience.
• Minimum of 2 years of relevant healthcare, life sciences, sales, account management, or managed care experience.
• Valid Driver’s License and ability to travel as needed.
• Strong interpersonal and communication skills across diverse stakeholders.

Responsibilities

• Lead field-based engagement with large oncology group practices and integrated delivery networks.
• Develop and pull-through longitudinal account plans to maximize portfolio utilization.
• Collaborate with cross-functional teams to align brand strategy with customer needs and improve patient outcomes.
• Capture and communicate customer insights using approved tools and resources.

Skills

Sales experience

Communication

Leadership

Relationship building

Negotiation

Healthcare knowledge

Education

Bachelor’s degree

High school diploma

Job description

Job Description

The Associate Director, Oncology Key Accounts is the main point of contact for our Company with large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology. This is a crucial role in establishing our Company as an industry leader, supporting healthcare partners and providers, improving patient health outcomes, and becoming a trusted resource.

This is a field-based key account management position that has responsibility for accounts in the state of Texas. The candidate should live within the geography.

Primary Activities & Responsibilities include and may not be limited to the following:

Leadership:

• Builds and maintains trust with colleagues, stakeholders, and customers through effective communication, integration, and collaboration.

• Ability to lead through challenging and ambiguous situations while ensuring that deadlines and objectives are met, by effectively prioritizing tasks based on urgency, impact, and resource availability.

• Ability to influence others and lead without authority during complex situations, fostering collaborative problem-solving and reaching consensus. Experience in navigating varied teams or stakeholders to achieve common goals.

Clinical Proficiency:

• Understands applicable product portfolio to provide approved disease and product information to key decision makers and stakeholders within account(s).

• Leads our Company’s efforts to maximize appropriate utilization of its portfolio while bringing resources to customers that contribute to better outcomes for patients.

• Understanding of external quality initiatives with the ability to clearly align and tailor response to customer’s needs using approved Company resources and messages.

• Understand all aspects of treatment decision factors, including but not limited to knowledge of pathways, protocols, sites of care, guidelines or quality initiatives.

Business Acumen:

• Utilizes internal data and data analytics to understand account performance and identify opportunities for appropriate engagement.

• Knowledge of account ecosystem and current emerging market and business trends impacting assigned accounts. Develop and pull-through a coordinated and longitudinal account plan.

• A deep understanding of the unique dynamics of the business to business (B2B) market, including the various factors that influence buying decisions, such as competitive landscape, industry trends, and economic conditions. Ability to utilize approved messages and resources with appropriate healthcare business partners (HBPs) across the account.

• Coordinate across a network of local account teams to ensure contract pull-through and address local requests for contract terms or conditions.

Operational/Account Management:

• Establishes strategic approach to the account in alignment with approved guidance from the marketing teams. Aligns brand strategy and tactics with customer needs and business objectives to improve patient health outcomes.

• Builds trust and relationships with key decision makers and stakeholders and influencers to understand their objectives, goals, and challenges. Identifies approved resources that align with the customer’s needs. Develops a thorough understanding of all entry access points and knowledge of stakeholders who influence and operationalize access for the entire enterprise.

• Uses approved tools to capture, share and appropriately communicate internally about the customer.

Qualifications :

Required :

• Bachelor’s degree with at least 8 years of sales experience OR a minimum of high school diploma with at least 10 years of equivalent experience

• Equivalent experience can be professional sales experience, work experience in the healthcare/scientific field with oncology experience being strongly preferred (including pharmaceutical, biotech, or medical devices) that is not sales related, professional marketing experience, or military experience

• Minimum of 2 years of relevant experience in healthcare, life sciences industry, sales, account management or managed care

• Valid Driver’s License

• Ability to build and develop meaningful customer relationships with senior healthcare executives and key opinion leaders

• Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable

• Strong understanding of healthcare ecosystem

• Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures and disciplines

• Strong leadership skills and ability to collaborate in cross-functional, matrix organizations