Associate Director, Account Management

MSD•North Wales, PA

3d•Hybrid

About The Position

This position sits within National Contract Ops & Supply Chain (NCOSC), which delivers best-in-class, end-to-end services aimed at providing affordable patient access, insightful customer experiences, and enriching employee experiences for IAM Contract Management, Service Agreements, Account Management, and Channel Strategy lifecycles. The Integrated Account Management (IAM) Team manages direct account and contract responsibility across the entire US health care system for our Company's commercial and government business. The Customer Manager (CM) acts as a unique and critical connection point in this dynamic environment to bridge field and internal stakeholders for the purpose of reaching mutually beneficial customer contracts. In close partnership with the designated Account Executive (AE), this role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate. The CM will focus on managing the end-to-end contract lifecycle from development through implementation in coordination with field personnel for select accounts. Incumbents in this role must have advanced proficiency in both cross-functional (e.g., communication, project management) and domain-specific (e.g., access strategy, financial acumen) competencies. Additionally, knowledge of 340B and/or Federal contracting is preferred.

Requirements

BA/BS degree or equivalent
Minimum of 3 years’ experience in the pharmaceutical/healthcare industry
Knowledge of 340B and/or Federal contracting
Direct account management, customer contracting and financial analysis, customer marketing, and/or pharmaceutical supply chain experience.
Demonstrated ability to negotiate, execute, and implement contracts
Demonstrated ability to deliver on key initiatives and meet deadlines
Demonstrated ability to prioritize and work effectively in a fast-paced, dynamic environment
Demonstrated ability in strategic, relational, business-minded, analytical, and operational capabilities
Account Management
Account Management
Bidding Process
Business Reviews
Business Risk Management
Channel Partner Marketing
Commercial Contract Management
Contract Lifecycle Management (CLM)
Contract Management
Cross-Functional Leadership
Customer-Focused
Customer Management
Customer Marketing
Customer Relationship Management (CRM)
Fast-Paced Environments
Financial Analysis
Market Access
Marketing
Marketing Strategies
Market Research
Operational Delivery
Payer Marketing
Pharmaceutical Supply Chain
Relationship Management
Sales Acumen

Responsibilities

Manages end-to-end contract process by drafting, revising, and negotiating contracts.
Serves as internal-facing counterpart to AE 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's business objectives Identification and execution of contracting opportunities that meet profitability and access objectives Engagement with our Company's Senior Leadership to conduct business reviews, suggest strategic approaches to navigate customer relationships, and identify opportunities to optimize internal business objectives
Partners with AE on development and implementation of Customer Account Plans for assigned accounts.
Establishes and maintains meaningful relationships with contract decision makers inclusive of internal and external stakeholders.
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.
Proactively identifies opportunities to bring value to the customer(s) and provides recommendations to the AE.
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 our Company's internal teams and/or Customers.
Coordinates financial, trend, or data modeling analytic results and implications to support negotiations.
Oversees internal-facing evaluations and analyses of customer contracts.
Has a working knowledge of 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.
Team point-person for various contracting and compliance processes such as analytical platforms including deal modeling and forecasting.
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.