Key Account Manager (KAM), Ophthalmology – United States

Merk

6d • $173,200 - $272,600

About The Position

This posting is intended to build a pipeline of talent for potential future roles and is not tied to an active vacancy. The Key Account Manager will join Merck’s anticipated ophthalmology commercial launch field force, supporting its two late-stage pipeline assets. Working closely with Retina National Account Directors, the KAM serves as the primary account lead for local retina practices and engages practice managers, administrators, and physician partners to translate enterprise strategy into practice-level activity and measurable outcomes. The role supports healthcare partners and providers, patient health outcomes, and Merck’s development as an industry leader.

The KAM executes contract pull-through and account strategies, builds trusted customer relationships, coordinates with field sales, reimbursement, and medical colleagues, and uses data and analytics to shape engagement. The role also provides account-level insights to inform broader strategy and launch execution.

Requirements

• Bachelor’s degree required.
• At least 5 years of pharmaceutical, biotech, or related industry experience.
• Demonstrated experience in account management, contract pull-through, or field-based commercial roles engaging practice-level stakeholders.
• Understanding of buy-and-bill economics, specialty drug reimbursement, and GPO contract structures.
• Ability to translate complex contract terms into clear, actionable communications for practice administrators and physician partners.
• Strong presentation and business review facilitation skills.
• Proven ability to collaborate cross-functionally and coordinate with multiple internal stakeholders.
• Valid driver’s license and ability to travel 50%.

Nice To Haves

• Previous experience in ophthalmology/retina or specialty biologics.
• Prior experience launching new specialty pharmaceutical or biologics products.
• Knowledge of and relationships with executive-level decision-makers from retina and other market GPOs and institutional trade partners.
• Cross-functional experience in account management, marketing, market access, and/or operations.
• Experience with channel accounts, including distributors, GPOs, and specialty pharmacies.

Responsibilities

• Execute account-level pull-through of contracts with assigned key accounts, ensuring practices understand and adopt contract terms and performance requirements.
• Serve as the primary business contact for practice managers, administrators, and physician partners at assigned accounts.
• Develop practice-specific account strategies, conduct business reviews, and resolve issues with strategic accounts and ophthalmology practices.
• Coordinate with Field Sales, Field Reimbursement Managers, and Medical to ensure aligned and ongoing account engagement.
• Use available data, analytics, and other content to inform and optimize customer engagement planning; address contract-related questions when appropriate.
• Provide the Retina National Account Director with insights on account dynamics, competitive activity, and barriers to contract pull-through.
• Map and engage key clinical and business decision-makers, understand customer priorities, and build trusted professional relationships.
• Develop targeted account plans, coordinate customized customer approaches and resources, and analyze performance metrics to inform future planning.
• Collaborate cross-functionally and share relevant account data and insights to support a differentiated customer experience.

What This Job Offers

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