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Hospital Federal Account Executive (Missouri/Colorado)


Kansas City, MO
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Job Details

Job Title: Hospital Federal Account Executive (Missouri/Colorado)  - ACC004426

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Primary Activities & Responsibilities:

Leads the development and execution of Customer Account Plans with a focus on contracting and access for Merck products utilized in integrated hospital systems (IHS)/integrated delivery systems (IDS).  Collaborates with the extended customer team to identify and pursue areas of mutual opportunity with Hospital systems based on better health outcomes for patients.  Negotiates contract terms and conditions with the customer.  Responsible for P&L (revenue/expenses) for hospital systems.

Customer Account Planning & Management:
  • Accountable for integrated hospital systems and Merck’s product portfolio within this customer segment; works with other stakeholders (including GPO National Account Director, Hospital Customer Manager, Directors of Commercial Operations for acute, primary care and vaccine products, and CTLs) to provide input on execution  decisions across customer targets within the larger geography.
  • Serves as the primary interface and owner for the customer (hospital provider system) and is responsible for the customer experience.
    • Establishes relationships and maintains a pervasive communication network with the (Hospital provider systems) customer at many levels, including corporate pharmacy directors and corporate procurement personnel.
    • 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, and Customer Team Leader(s) understand the (hospital system) customer's business strategy and pull-through required at the local HCP level.
    • Proactively meets with (hospital systems) customers to solicit feedback and adjust plans on a regular basis.
  • Develops Customer Account plans aligned with Managed Care and brand strategies over a 1-3 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 customer account plan development.
    • Identifies, understands and can articulate the key drivers affecting the customers' business including the customer's long term plan and objectives.
    • Able to articulate the value proposition across the Merck portfolio relevant to   the hospital system.
    • Utilizes customer account strategy to define the objectives of the customer relationship.
    • Identifies potential customer issues and needs (clinical, financial, business) and aligns where appropriate.
  • Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on access to Merck products and  better health outcomes for patients
    • Develop innovative contracting to support access to Merck products and better health outcomes
    • Identifies Hospital system customer needs and, together with the extended customer team, develops appropriate/relevant offerings and solutions (resources, programs, and services) to address customer needs and maximize value for the customer and Merck. 
    • Leverages programs and services designed to improve treatment and better outcomes for patients
    • Understand the types of resources, programs and services available in order to customize solutions that meet the customer needs.
    • Pulls-through solutions
  • Represents the voice of the customer and advocates on behalf of the customer in securing internal Merck support for development and timely delivery of proposals and solutions.
    • 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, provides appropriate clinical support and knowledge related to Merck products.
    • Communicates Merck activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or physician/member quality and outcomes based activities.
Business Operations:
  • Interface with Customer Managers and Contract Management, serving as the primary negotiator with the customer for product price discounts
    • Develops negotiation strategy in collaboration with Customer Manager/Segment 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 Hospital system and HCP customers  (identify issues, opportunities and interdependencies between Payers and Providers) 
  • Understanding of the interplay of key MC customers and regional stakeholders (Health plans, 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
The region for this position covers: Colorado, Kansas, Missouri, Iowa, Nebraska

  • Required:  BA/BS
  • Preferred:  MBA or equivalent
  • Must possess demonstrated skills and experience in business and financial acumen, working across boundaries, strategic thinking, project management, productive communications, and problem solving areas.
  • Minimum of (5) years’ experience in one or a combination of the following: 
    • Customer Facing experience including sales, Key Account Management working with key thought leaders or high influence customers in large group practices, hospitals, or managed markets or similar account management experience in a non-healthcare industry
    • Marketing, Managed Markets, Strategy, or support functions, preferably within the healthcare industry
  • Minimum of (3) years demonstrated direct or indirect leadership (with or without position authority)
  • Demonstrated ability to build and develop customer relationships, including the demonstrated ability to effectively represent the company as well as its products to senior levels of management and key thought leaders
  • Innovative thinking and exceptional business acumen, analytical and problem-solving skills
  • Demonstrated ability to understand, distill and communicate complex scientific and public health related concepts at an appropriate literacy level to diverse audiences
  • Demonstrates understanding of relevant market dynamics
  • Strong presentation and training skills
  • Strong project management and negotiations skills
  • Excellent interpersonal skills with ability to interact with individuals from a variety of cultures, and disciplines
  • Strong peer leadership and ability to collaborate with and coordinate activity among individuals in different reporting structures within the organization
  • Self-motivated with the ability to perform with a high level of  autonomy
  • Courage to push back appropriately to ensure the positive customer experience is met
  • Strong understanding of compliance-related concepts and the importance of compliance in all job-related functions
  • Fluent in conversational and written English
  • Proficient using Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)
  • 25-75% Travel (Depending on Territory)
  • Experience in a Strategic or Management role with an Integrated Delivery System/Integrated Delivery Network
  • Experience in Managed Care and Contracting

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life. 

If you need an accommodation for the application process please email us at
Search Firm Representatives Please Read Carefully: 
Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck.  No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.
Visa sponsorship is not available for this position.
For more information about personal rights under Equal Employment Opportunity, visit:

Job Account Management Generic

Primary Location NA-US-MO-Kansas City

Other Locations NA-US-CO-Denver, NA-US-MO-St. Louis

Employee Status Regular

Number Of Openings 1

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