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Oncology GPO National Account Director (Field Based)


Upper Gwynedd, PA
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Job Details

Job Title: Oncology GPO National Account Director (Field Based)  - ACC004497


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.

Merck’s Oncology organization is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of dauntless, forward-thinking individuals achieves this through an unwavering commitment to supporting accessibility to medicine, providing new therapeutic procedures, and collaborating with governments and payers to ensure that people who need medicines have access to them. At Merck, 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 (GPO) through the creation and development of productive business relationships with the GPO HQ (ION, McKesson, Cardinal, URO GPO) as well as positive interactions/programs with key GPO members/physician practices.  

Activities include but are not limited to the following:

  • 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 Merck FBEs or GPO HQ SAMs with providers when discussing contract terms


Education :  

  • BS or BA degree


  • Minimum of 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) desired
  • Problem Solving Skills
  • Communication Skills with exectutive 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

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-PA-Upper Gwynedd

Other Locations NA-United States

Employee Status Regular

Number Of Openings 2

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