National Account Director, Oncology GPOs

Merck; Richmond (VA); Remote; USD 210,000 - 331,000; Full time

Job summary

Merck is seeking a National Account Director for Oncology GPOs. This field-based role involves leading account management initiatives with GPOs, developing productive relationships with GPO HQ teams, and coordinating with physician practices on contract terms for the Oncology portfolio.

The position requires ~50% travel and offers a comprehensive benefits package. Prior experience in Oncology GPO management and strong negotiation skills are essential for success in this leadership role.

Qualifications

• BS or BA degree with 3+ years of Oncology GPO account management experience.
• Oncology knowledge including GPO awareness and buy-and-bill exposure.
• Ability to travel ~50% as part of field-based role.

Responsibilities

• Monitor competitive contracting within Oncology GPOs and drive strategy.
• Support contract negotiations and engagement with GPO HQ for launches.
• Lead quarterly business reviews with each GPO HQ and communicate terms to Oncology practices.
• Provide input on exhibits and speaker programs while safeguarding GPO discussions.

Skills

Account Management

Negotiation

Strategic Planning

Leadership

Communication

Education

Bachelor's degree

Job description

Job Description

Our Oncology team is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of forward-thinking individuals achieve this through an unwavering commitment to support accessibility to medicine, providing new therapeutic solutions, and collaborating with governments and payers to ensure that people who need medicines have access to them. Our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.

The National Account Director (NAD) leads all account management efforts with the Oncology Group Purchasing Organizations (GPOs) through the creation and development of productive business relationships with the Group Purchasing Organizations HQ team, as well as positive interactions/programs with key GPO members/physician practices.

This is a field-based/remote position that requires ~50% travel.

Activities

• Monitor competitive contracting
• Solicit GPO input on contract structure
• Support contract negotiation
• Engage GPO for contract launch
• Conduct quarterly business reviews with each GPO HQ
• Communicate to practices contract terms and conditions only for Oncology portfolio
• GPOs NADs may provide input regarding exhibits and speaker program experience to US OCAR for internal planning purposes
• GPO NADs will have no involvement in GPO fee for service discussions other than an initial introduction of GPO HQ to US OCAR for engagement with GPO, if necessary

Interactions with GPO HQ members GPO NADs may

• Communicate contract terms and conditions only for Oncology portfolio;
• Provide the contact information for the GPO HQ Strategic Account Managers (SAMs) if provider member requests specific business performance information.
• No additional coordination with GPO HQ SAMs regarding GPO member interactions is permitted

GPO NADs may NOT engage in

• Business reviews or discussions regarding member business performance
• Clinical or promotional product discussions; or
• Joint meetings other FBEs or GPO HQ SAMs with providers when discussing contract terms

Qualifications

Minimum Requirements

• BS or BA degree and 3+ years of Oncology GPO account manager or equivalent oncology experience is required, previous large/strategic oncology account management role desired
• Oncology community customer knowledge and/or oncology GPO knowledge
• Oncology Product/Disease Knowledge, with buy and bill (Specialty) and Oral specialty pharmacy knowledge desired
• Problem Solving Skills
• Ability to travel ~50%
• Communication Skills with executive presence
• Strong Project Management with experience coordinating broad matrix teams within Oncology roles (OKAM, CTL, OSR, HSOMAD, AEs)
• Presentation and consultative selling skills
• Demonstrated successful negotiation skills
• Conflict Resolution
• Strategic account planning
• Highly developed Leadership Skills
• Analytical Capabilities
• Working Knowledge: Managed Care Operations, Contracting Strategy, Healthcare Systems Structure and Function
• Health care trends and policies

Preferred

• 2+ year of pharmaceutical manager (people leader) experience

Required Skills

Account Management, Account Management, Account Planning, Accounts Development, Analytical CRM, Bid Management, Buy-and-Bill Process, Competency Management, Conflict Management, Consultative Selling, Contracting Strategies, Contract Management, Customer-Focused, Customer Management, Customer Service, Executive Presence, Group Purchasing Organizations (GPO), Key Account Planning, Leadership Communication, Leadership Management, Management Contracts, Marketing Capabilities, Negotiation, Oncology Marketing, Operational Delivery {+ 7 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 salary range for this role is

$210,400.00 - $331,100.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this 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 .

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

No

Travel Requirements

50%

Flexible Work Arrangements

Remote

Shift

Not Indicated

Valid Driving License

Yes

Hazardous Material(s)

n/a

Job Posting End Date

10/12/2026

***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

R420590