Associate Director, Oncology Key Accounts - Texas

Merck

Indianapolis (IN)

Remote

USD 140,000 - 200,000

Full time

11 days ago

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Job summary

Merck & Co., Inc. is seeking an Associate Director of Oncology Key Accounts to drive strategic engagement with large oncology practices and IDNs. You will lead cross-functional teams, align resources, and shape account plans to maximize patient outcomes and portfolio utilization.

The role requires deep healthcare industry knowledge, leadership in complex settings, and willingness to travel up to 50% within the US. Field-based account management experience is essential.

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
Healthcare/life sciences experience preferred (oncology/pharma/medical devices) and strong account management background
Minimum of 2 years in healthcare, life sciences, sales, account management or managed care
Valid Driver’s License
Ability to build relationships with senior healthcare executives and key opinion leaders
Financial acumen to communicate value and negotiate, if applicable
Strong understanding of the healthcare ecosystem
Excellent interpersonal and cross-cultural communication skills
Leadership and cross-functional collaboration in matrix organizations
Travel roughly 50%

Responsibilities

Lead engagement with oncology/hematology accounts and integrated delivery networks.
Develop and execute longitudinal account plans; pull-through contracts and terms.
Provide disease and product information to decision makers and stakeholders.
Coordinate across local account teams to align resource delivery and outcomes.
Utilize data analytics to identify opportunities and measure account performance.
Represent the company in cross-functional settings to improve patient outcomes.

Skills

Account Management

Data Analysis

Financial Acumen

Influencing Without Authority

Interpersonal Relationships

Market Dynamics

Collaborative Leadership

Organizational Leadership

Managing Ambiguity

Contract Management

Education

Bachelor's degree with 8+ years of sales experience

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
Ability to travel ~50%

Preferred :

Advanced degree
Local market relationships and customer knowledge
Current account management experience in large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology

#oncology

Required Skills:

Account Management, Account Management, Business Decisions, Clinical Studies, Collaborative Leadership, Confidential Data Handling, Contract Management, Contract Processing, Corporate Decision Making, Customer Management, Data Analysis, Financial Acumen, Influencing Without Authority, Internal Reporting, Interpersonal Relationships, Key Account Management, Managerial Courage, Managing Ambiguity, Market Dynamics, Marketing Capabilities, Oncology, Oncology Marketing, Operational Delivery, Organizational Leadership, Product Knowledge {+ 5 more}

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities.

San Francisco Residents Only:

We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only:

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

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:

Travel Requirements:

50%

Flexible Work Arrangements:

Remote

Shift:

Not Indicated

Valid Driving License: