Health Care Systems - Integrated Account Leader

Merck; Lansing (MI); Remote; USD 173,000 - 273,000; Full time

Benefits offered by this job

Medical, dental, vision

401(k) retirement

Paid holidays and vacation

Job summary

Merck in the USA is seeking an Health Care Systems - Integrated Account Leader for Upstate New York. The role focuses on Integrated Delivery Systems, IDN accounts, and contract performance within NY's Western, Central and Southern tiers, with about 25% travel and a remote work option.

The successful candidate will lead strategic account plans, negotiate contracts, align with IT and clinical leadership, and drive product access and net sales while ensuring policy compliance.

Qualifications

• Minimum 3 years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum 5 years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
• Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
• Strategic and Tactical Planning skills
• Negotiation skills
• Experience working in cross-functional teams
• Consultative Selling skills with clinical and scientific knowledge
• Overnight Travel

Responsibilities

• Establishing profitable product access within our company product strategy
• Optimizing Net Sales and Contract Performance across a portfolio of our company products
• Lead pull through efforts of contracted positions with account team
• Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship
• Develops strategic and tactical account plans for assigned accounts
• 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

Skills

Account Management

Contract Pricing

Negotiation

Cross-functional teams

Strategic Planning

Data Analytics

Customer Needs Analysis

Financial Acumen

Education

BA/BS

MBA or equivalent

Job description

Job Description

Health Care Systems - Integrated Account Leader – Upstate New York

Role Summary:

· The candidate selected for this position will have responsibilities for Integrated Delivery Systems within the assigned geography and for assigned accounts. The primary territory for this position covers the Western, Central and Southern tier areas of New York State, therefore, the 20% of travel required may be less, or more, depending on where a candidate resides in the geography. Candidate will need to reside within geography / assigned territory. Major metropolitan areas within this territory are Buffalo NY, Rochester NY, Syracuse and Binghamton, NY.

Primary Activities & Responsibilities include but are not limited to the following:

The Health Care Systems - Integrated Account Leader will manage the business relationship between our company and assigned customer accounts with the following goals:

• Establishing profitable product access within our company product strategy
• Optimizing Net Sales and Contract Performance across a portfolio of our company products
• Lead pull through efforts of contracted positions with account team
• Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship

Integrated Delivery Systems Activities

• The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company 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 account executive 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 account executive engages senior Institutional Leadership in the following roles using approved messages and resources:

• System Corporate Pharmacy Service Line, and will serve as lead for the assigned customers across all our company account teams with overlapping contacts with the customer
• Information Technology Departments and will serve as lead for assigned customers across all our company 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

Qualifications

Education:

• Required: BA/BS
• Preferred: MBA or equivalent

Required:

• Minimum (3) years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
• Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
• Strategic and Tactical Planning skills
• Negotiation skills.
• Experience working in cross-functional teams.
• Consultative Selling skills with clinical and scientific knowledge
• Overnight Travel

Required Skills:

Access Management Software, Access Management Software, Account Management, Account Planning, Account Strategies, Building Trust, Business Acumen, Care Management, Clinical Sales, Contract Management, Contract Pricing, Customer Needs Analysis, Data Analytics, Financial Acumen, Geography, Group Purchasing Organizations (GPO), Healthcare Trends, Identifying Sales Opportunities, Information Technology (IT), Integrated Delivery Networks, Interpersonal Relationships, Key Account Planning, Managed Care, Managed Care Marketing, Marketing Management {+ 9 more}

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)

EEOC GINA Supplement

We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)

The primary location for this posting is:

USA - Pennsylvania - North Wales (Upper Gwynedd)

Where required by law, the compensation range for this role is provided below.

The salary range for the primary location of this role is:

$173,200.00 - $272,600.00

This range reflects the Company's reasonable expectation of the base salary applicable to this role at the time of posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs. The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits .

Additional location(s):

Please note the salary range above applies to the Primary Location of the position. Where a role has other listed locations, different compensation guidelines may apply. You may find the salary ranges for additional locations below. If the salary range is not listed for the location you are applying to, our Talent Acquisition team will provide further information to you relevant to your location.

Additional location(s) Compensation Information:

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

Employee Status:

Regular

Relocation:

No relocation

VISA Sponsorship:

No

Travel Requirements:

25%

Flexible Work Arrangements:

Remote

Shift:

1st - Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a