Health Care Systems - Integrated Account Leader - Indiana / Kentucky

MSD•Indianapolis, PA

3d•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. 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 various roles, 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
Valid Driving License

Nice To Haves

MBA or equivalent

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.
Build trust and credibility with assigned customers.
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.
Use approved resources to meet customer educational needs.