Senior Director, Payer Contracting & Accounts

Merck; Salt Lake City (UT); Remote; USD 142,000 - 224,000; Full time

Job summary

Merck is seeking an Integrated Account Management Customer Manager to lead end-to-end contracting for pharmaceutical and medical benefit products. The role interfaces with NAD and field teams to implement contracting initiatives and optimize account performance.

You will analyze account trends, draft T&Cs, and negotiate agreements, balancing customer outcomes with company objectives. Candidates should excel in cross-functional collaboration and strategic, data-driven decision making.

Qualifications

• BA/BS degree or equivalent.
• Proven account management capability with PBM, MCO, and Health Plan accounts.
• Proven ability to negotiate, finalize, and execute on contracts.
• Proven ability to deliver high accuracy financial analyses and communicate results to senior leadership.
• Proven ability to drive key initiatives to completion and deliver results on time.
• Proven ability to set clear priorities, adapt quickly, and deliver results in a fast-moving environment.
• Proven ability to think strategically, build strong relationships, make sound business decisions, analyze complex issues, and turn plans into action.

Responsibilities

• Manages end-to-end contract process by drafting, revising, and negotiating utilization-based contracts for pharmaceutical and medical benefit products.
• Serves as internal-facing counterpart to NAD to drive activities such as: Implementation and negotiation of contracting initiatives.
• Evaluation/review of account performance and segment trends to optimize net sales for our company products.
• Balance improved customer performance with our company business objectives.
• Identification and execution of contracting opportunities that meet profitability and access objectives.
• Engagement with our company Senior Leadership to conduct business reviews, suggest strategic approaches to navigate customer relationships, and identify opportunities to optimize internal business objectives.
• Development and implementation of Customer Account Plans.
• Establishes and maintains meaningful relationships with internal and external contract decision makers.
• Drives collaboration among our company stakeholders (e.g., CCE, Finance, Payer Marketing) to work toward agreements that are mutually beneficial to the Customer and Our company.
• Interprets legal language and understands its implications to develop Terms & Conditions (T&C), including identifying business-related areas of risk and exposure, in partnership with commercial attorneys or other internal counsel.
• Understands rules and contracting processes; uses that knowledge to identify creative solutions to successfully negotiate with internal our company teams and/or Customers.
• Coordinates financial, trend, or data modeling analytic results and implications to support negotiations.
• Oversees internal evaluations and analyzes of customer contracts.
• Utilizes data analytics techniques to inform inputs/outputs of sophisticated analyses; can draw logically sound, data-driven conclusions about contract scenarios.
• Accurately applies appropriate analogy models and customer understanding to best recommend discounting options with customer financial modeling and profitability metrics.
• Monitors marketplace trends and regulatory changes that could influence contracts.
• Proactively gathers and analyzes product level information from other CMs and collaborates with Payer Marketing to guide payer marketing strategies.
• Demonstrates awareness of and sensitivity by creating experiences for all customers and coworkers.
• Utilizes strengths and acceptance in team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance.

Skills

Account Management

PBM Accounts

Health Plan Accounts

Contract Negotiation

Financial Analysis

Cross-Functional Leadership

Strategic Thinking

Relationship Building

Negotiation

Education

BA/BS Degree or equivalent

Job description

Merck is seeking an Integrated Account Management Customer Manager to lead end-to-end contracting for pharmaceutical and medical benefit products. The role interfaces with NAD and field teams to implement contracting initiatives and optimize account performance.

You will analyze account trends, draft T&Cs, and negotiate agreements, balancing customer outcomes with company objectives. Candidates should excel in cross-functional collaboration and strategic, data-driven decision making.