Health Care Systems - Integrated Account Leader - Indiana / Kentucky

MSD • 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 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. 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 the following roles using approved messages and resources: 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 of 3 years of Managed Care experience in an account executive/leader role (e.g., Payer, Institutional, Integrated Delivery segments) or a minimum of 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.
• Valid Driving License.

Nice To Haves

• MBA or equivalent.
• 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.

Responsibilities

• Manage the business relationship between our company and assigned customer accounts.
• Establish profitable product access within our company product strategy.
• Optimize Net Sales and Contract Performance across a portfolio of our company products.
• Lead pull through efforts of contracted positions with the account team.
• Ensure proper oversight and compliance with all our company policies and exercise appropriate financial stewardship.
• Address customer educational needs.
• Interact with multiple stakeholders within the assigned account to enhance our company business relationship with its customers.
• Engage senior Institutional Leadership to build trust and credibility.
• Develop strategic and tactical account plans for assigned accounts.
• Persuasively present Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership.
• Negotiate direct contracts, where appropriate.
• Communicate approved financial, health care economic and budget impact models.
• Communicate product access with overlay Field Based Employees (FBE) for assigned IDN accounts.
• Confirm customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care.
• Communicate approved information to customer Information Technology departments.
• Lead account planning for assigned IDN Accounts with other IAM colleagues and FBE’s.
• Manage ongoing communications to the extended Team.
• Facilitate account coordination and access to overlapping contacts with FBE’s.
• Promote assigned products along the entire continuum of care (transition of care) using approved messages and resources.
• Conduct 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.

Benefits

• Medical, dental, vision healthcare and other insurance benefits (for employee and family).
• Retirement benefits, including 401(k).
• Paid holidays.
• Vacation.
• Compassionate and sick days.
• Annual bonus.
• Long-term incentive.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior