Merck Hiring For Institutional Account Leader (ial) / Payer Account Executive Hybrid at Knoxville, TN, United States Full Time

Job Description

Role Summary:
The candidate selected for this hybrid position will have responsibilities as both a Institutional Account Lead (IAL) and Payer Account Executive within the assigned geography and for assigned accounts. The primary territory for this position covers the state of Tennessee. Travel (%) depends on where the candidate resides within the geography.
Primary Activities & Responsibilities include but are not limited to the following:
The IAL Hybrid Institutional Account Lead / Payer Account Executive 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 products
• Ensuring proper oversight and compliance with all our policies and exercising appropriate financial stewardship

IAL Primary Activities

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

Payer Account Executive Primary Activities
The Payer Account Executive leads the development and implementation of long-term Customer Account Plans. The AE collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP’s) based on better health outcomes for patients. Negotiates contract terms and conditions with the customer. Responsible for P&L (revenue/expenses) for the Payer business.

• Customer Account Planning and Management

• Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide input on resource allocation decisions across customer targets within the larger geography.
• Serves as the primary interface and owner for the customer (payer) account and is responsible for the overall (payer) customer experience.
  • Establishes relationships and maintains a pervasive communication network with the (payer) customer at many levels, including corporate personnel, medical directors in charge of provider networks, quality directors, pharmacy directors, financial directors, COO, CEO.
  • Conducts business strategy discussions and performance reviews with key customers on a regular basis (plays a significant role in ensuring that the Director of Commercial Operations, Customer Team Leader(s), and understand the (payer) customer’s business strategy and support it at the local HCP level)
  • Proactively meet with (payer) customers to solicit feedback and adjust plans on a regular basis
• Develop Customer Account plans aligned with Managed Care and brand strategies over a 3-5-year time horizon. Solicits input from Director of Commercial Operations, Customer Team Leader(s), and other relevant stakeholders to develop the long-term customer plan. Assesses competitor position as part of account plan development.
  • Identifies, understands and can articulate the key drivers affecting the customers’ business including the customer’s long-term plan and objectives.
  • Utilizes customer account strategy to define the objectives of the customer relationship
  • Identifies potential customer issues and needs (clinical, financial, business)
• Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on better health outcomes for patients
  • Develop innovative contracting to support better health outcomes
  • Leverages programs and services designed to improve treatment and better outcomes for patients
• Represents the voice of the customer and advocates on behalf of the customer
  • Coordinates and manages the communication process between customers and identified internal or external expert(s) and ensures customer needs are accurately identified and addressed
  • Proactively identifies the internal and external experts needed to communicate complex clinical and scientific information to customers
  • Based on customer needs, provide appropriate clinical support and knowledge related to our products.
  • Communicates activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or provider quality and outcomes-based activities.
  • Provides feedback to and gains feedback from, the Solutions Consultant to ensure solution meets customer need.
• Business Operations:
• Interface with Contract Management and serve as the primary negotiator with the customer for product price discounts
  • Develops negotiation strategy in collaboration with Financial-Contracting Manager/Director
  • Develops innovative contracting to support better health outcomes
• Communicates actively with Customer Team Leader and customer team members regarding customer priorities, issues, and initiatives
  • Coordinates with Customer Team Leader counterparts on a very frequent basis to ensure understanding of the customer’s business issues and appropriately leverage opportunities to improve alignment between the HCP and Payer customers (identify issues, opportunities and interdependencies between Payers and Providers)
• Understands of the interplay of key MC customers and regional stakeholders (provider networks, state and local government, clients (employer and member)) to establish relationships with influencers that will impact the customer relationship and maximize customer value

Qualifications

Education:

• Bachelor’s degree required, Advanced degree (MBA, Pharm D, MSN) preferred

KSA’s Required

• Bachelor’s degree candidates: 3+ years of recent Sales or Account Management experience
• Advanced degree candidates: 3+ years of relevant external health care experience
• Demonstrated leadership skills
• Strong business and financial acumen of the external healthcare environment.
• Strong interpersonal and communication skills.
• Data Analytics capability

KSA’ Preferred:

• Negotiation skills.
• Experience working in cross-functional teams.

Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.
Who we are …
We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world’s most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.
What we look for …
Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.
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In accordance with Managers’ Policy – Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.
If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.
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Employee Status:
Regular
Relocation:
No relocation
VISA Sponsorship:
No
Travel Requirements:
25%
Flexible Work Arrangements:
Hybrid
Shift:
1st – Day
Valid Driving License:
Yes
Hazardous Material(s):
Number of Openings:
1
Requisition ID:R196562