Associate Director Account Management

Merck•REMOTE, REMOTE

6d•$142,400 - $224,100•Remote

About The Position

The Integrated Account Management Customer Manager (CM) provides end-to-end contracting services and supports affordable patient access through customer and internal relationships. The Utilization Based Contracting Team manages payer contracting relationships central to the company’s commercial and government business. Working closely with the designated National Account Director, the CM interprets customer, field, and headquarters perspectives, serves as an internal-facing customer advocate, and manages health plan and PBM contract lifecycles from development through implementation. The role requires advanced cross-functional capabilities, including communication and project management, as well as domain expertise in access strategy and financial acumen. The position is remote for candidates outside commuting distance of the primary site and hybrid for candidates within commuting distance (defined as less than 50 miles). The position is remote, with 10% travel and a first-shift/day schedule. The role is regular employment, does not offer relocation, and does not offer visa sponsorship. The salary range for the primary location is $142,400–$224,100, with eligibility for an annual bonus and long-term incentive, if applicable. The company offers medical, dental, vision, and other insurance benefits; retirement benefits including a 401(k); paid holidays; vacation; and compassionate and sick days.

Requirements

BA/BS degree or equivalent.
Proven account management capability with PBM, MCO, and health plan accounts.
Proven ability to negotiate, finalize, and execute contracts.
Proven ability to deliver highly accurate 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

Manage the end-to-end contract process, including drafting, revising, and negotiating utilization-based contracts for pharmaceutical and medical benefit products.
Partner with the designated National Account Director on implementation and negotiation of contracting initiatives.
Evaluate account performance and segment trends to optimize net sales while balancing customer performance with company business objectives.
Identify and execute contracting opportunities that meet profitability and access objectives.
Engage senior leadership in business reviews, recommend strategic approaches to customer relationships, and identify opportunities to optimize internal business objectives.
Develop and implement Customer Account Plans.
Establish and maintain meaningful relationships with internal and external contract decision makers.
Drive collaboration among company stakeholders, including CCE, Finance, and Payer Marketing, to develop mutually beneficial agreements.
Interpret legal language and its implications when developing Terms & Conditions, identify business-related risks and exposure, and partner with commercial attorneys or other internal counsel.
Apply knowledge of rules and contracting processes to identify solutions for negotiations with internal teams and customers.
Coordinate financial, trend, and data-modeling analyses and communicate their implications to support negotiations.
Oversee internal evaluations and analyses of customer contracts.
Use data analytics techniques to inform sophisticated analyses and draw data-driven conclusions about contract scenarios.
Apply analogy models and customer understanding to recommend discounting options using customer financial modeling and profitability metrics.
Monitor marketplace trends and regulatory changes that could influence contracts.
Gather and analyze product-level information from other Customer Managers and collaborate with Payer Marketing to guide payer marketing strategies.
Create experiences that demonstrate awareness of and sensitivity to customers and coworkers.
Use the strengths and perspectives of team members, customers, and other stakeholders to improve performance.