Health Care Systems - Integrated Account Leader - Indiana / Kentucky

Merck•Bloomington, IN

6d•Remote

About The Position

The Health Care Systems - Integrated Account Leader will manage the business relationship between our company and assigned customer accounts with the goals of establishing profitable product access within our company product strategy, optimizing Net Sales and Contract Performance across a portfolio of our company products, leading pull through efforts of contracted positions with the account team, and ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship. The primary territory for this position covers the states of Indiana & Kentucky. The candidate selected for this position will have responsibilities for Integrated Delivery Systems within the assigned geography and for assigned accounts. The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company business relationship with its customers. Each IAL is responsible for designated customers as assigned by the HCS Regional Director, including Integrated Delivery Networks (IDN, including hospital outpatient and home-infusion if IDN owned), Federal accounts (including Veterans’ Affairs and Military Treatment Facilities), and Corrections. The account executive 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 account executive engages senior Institutional Leadership in specific roles using approved messages and resources, including System Corporate Pharmacy Service Line, Information Technology Departments, Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans’’ Affairs system, and C-Suite in top assigned accounts. Develops strategic and tactical account plans for assigned accounts.

Requirements

BA/BS degree
Minimum (3) years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
Strategic and Tactical Planning skills
Negotiation skills
Experience working in cross-functional teams
Consultative Selling skills with clinical and scientific knowledge
Overnight Travel
Account Management
Business Acumen
Business Administration
Business Decisions
Business Relationship Building
Communication Management
Contract Management
Customer Accounts
Customer Needs Analysis
Data Analytics
Environmental Issues
Financial Acumen
Healthcare Trends
Identifying Sales Opportunities
Interpersonal Relationships
Key Account Planning
Managed Care Marketing
Marketing
Market Research
Pharmacy
Pharmacy Practice
Profit Planning
Sales Target Achievement
Stakeholder Relationship Management
Valid Driving License

Nice To Haves

MBA or equivalent

Responsibilities

Establishing profitable product access within our company product strategy
Optimizing Net Sales and Contract Performance across a portfolio of our company products
Lead pull through efforts of contracted positions with account team
Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship
Addressing customer educational needs
Interacting with multiple stakeholders within the assigned account to enhance our company business relationship with its customers
Engaging senior Institutional Leadership and building trust and credibility with assigned customers
Engaging senior Institutional Leadership in specific roles using approved messages and resources
Develops strategic and tactical account plans for assigned accounts
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
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
Communicate to customers the clinical value proposition for assigned products using approved messages and resources
Appropriately use approved resources to meet customer educational needs