Regional Account Director, Vaccines Account Management (VKCLs) , Commercial Operations - Southwest Region

MSD • Reno, NV

2d • Hybrid

About The Position

The Vaccines Sales and Customer Engagement Team supports our customers by providing clinical, financial and educational information about our products. We support healthcare providers, healthcare systems and other customers in meeting the goals and needs of patients in their communities and represent the entire our company vaccines portfolio to all our customers. Our team includes numerous customer-facing roles, including the account managers with our Vaccines Key Customer Leaders (VKCLs). Position Description: The Regional Account Director, Vaccines Key Customer Leader- Southwest Region, Commercial Operations for Vaccines has overall responsibility for the management and the results of a team of Key Customer Leader teams (VKCLs). The Director role (3 in total with approx. 1/3 of national responsibility) will lead a team of approximately 12-15 VKCLs who have the lead responsibility for our company vaccines for the following accounts: public and private sector customers, national and regional IDNs, FQHCs, POMGs, State Projects, VISN/VA/Military accounts, and other local key accounts. The VKCL is lead interface between our company and our customers, with responsibility for presenting and communicating the commercial offers for our company Vaccines and working with local teams to ensure appropriate pull through and contract performance. The primary goal is to gain account access for our company vaccines with our customers and ensuring appropriate patient access. Southwest Region - List of respective States: Alaska Arizona Arkansas California Colorado Hawaii Idaho Kansas Louisiana Mississippi Missouri Nevada New Mexico Oklahoma Oregon Texas Utah Washington Wyoming The VKCL Director is responsible for staffing and selection of VKCL regional teams (Southwest Region), resource allocation decisions, development of strategic key account plans, and nurturing business relationships with key regional payer accounts, ownership/management of key accounts and customer experiences, compliance with laws and policies. The Director is also responsible for the successful pull-through and implementation of brand strategies, partnering closely with med affairs, C&DS, and engaging with DCOs in the region’s ecosystem strategies.

Requirements

• Minimum of (10) years’ experience in Sales, Marketing or Managed Care - Pharmaceutical industry
• Minimum of (3) years People Management experience
• Minimum of (3) years’ experience developing and managing customer relationships
• Valid Driver’s License
• Create a strategic plan by integrating short-, mid-, and long-term objectives
• Formulate a strategic business plan based on customer business, needs, and available resources
• Clearly communicate and articulate a vision and strategy that motivates and energizes the region
• Understands the market environment - identification of customer segments and business drivers
• Listen, understand, and proactively address customer needs
• Assess business results against objectives and realign resources based on the assessment
• Enhance the selling skills and capabilities of the Representatives and Managers to optimize the customer experience
• Ability to translate division vision and strategy to directives and procedures
• Experience leading a team-organization
• Marketing/brand experience, or experience working closely with Headquarter brand teams
• Making resource decisions and trade-offs to maximize business potential
• Identifying and pursuing opportunities for new products, services, and/or markets
• Experience in building/directing new teams
• Delivering customer value
• Achieving results
• Analyzing the human resource needs of a region to maximize the customer experience
• Deliver Customer Value - ability and appreciation to clearly understand the customer and their unique needs; ability to translate understanding into effective development and delivery of relevant solutions: Collaborate, Build Talent, Shape Strategy, Makes Sound Business Decisions, Relationship Development, Achieve Results
• Account Management
• Account Management
• Brand Strategy
• Business Management
• Business Planning
• Business Relationship Building
• Client-Centric
• Coaching
• Communication
• Contract Management
• Customer Engagement
• Customer-Focused
• Customer Needs Assessments
• Customer Relationship Management (CRM)
• Employee Performance Management
• Executive Presence
• Healthcare Trends
• Human Resource Management
• Interpersonal Relationships
• Market Analysis
• Negotiation
• Operational Delivery
• People Leadership
• Resource Allocation
• Sales Management

Nice To Haves

• MBA

Responsibilities

• People Management: Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse & customer centric integrated region team
• Sets appropriate expectations and assesses VKCL’s (Vaccines Key Customer Leads) performance
• Rewards and retains team members based on results and by creating an environment supportive of growth and development
• Supports and fosters a diverse and inclusive environment
• Ensure understanding and continually reinforce principles of commercial models, and provide formal and informal feedback to Headquarters regarding status of implementations
• Responsible for leading ongoing organizational and cultural transformations
• Lead annual people management processes for employees (performance management, employee development, compensation & rewards); ensure ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives
• Prioritizes and allocates human resources across customers/accounts
• Customer Management: Has the ultimate responsibility of building Vaccines Key Account strategies focused on increasing appropriate use of our company's Vaccines; coordinates with other account teams and leaders with a defined business strategy, ensuring key accounts and customer needs are met
• Responsible for Key Customer Leader teams’ delivery of customer experiences that demonstrate value and create trust
• Develop business relationships with key account customers
• Appropriately and within guidance, Partner with Med Affairs to proactively address the accounts clinical needs
• Build and maintain relationships with high-level individuals within key customer organizations, including building relationships with key Thought Leaders to support Advocate Development
• Interactions with key customers in both public and private sector in order to ensure that customer teams and solutions/services are addressing needs of those accounts/customers
• Implement strategies that lead to an effective customer-centric approach, demonstrating the importance of key accounts and customers to our Company
• Lead, facilitates and advocate for ongoing key account/customer interactions with our Company’s Senior management
• Works closely with DCOs to understand critical issues and opportunities, and ensures understanding has been incorporated into customer plans; Collaborates closely with other stakeholders to ensure consistency with customer base
• Business Operations: Has decision rights for resource allocation decisions to maximize business outcomes
• Makes local and customized resource allocation decisions to support optimal business results
• Owns the key accounts and business results for geography and is responsible for defined P&L goals.
• Develops strategic plans by integrating information from multiple partnerships and organizations through collaboration with those groups, and sets objectives within context of divisional objectives; monitors and adjusts key account strategic plans as necessary
• Integrates brand and key account strategies into overall strategic plan
• Works closely with Headquarters brand teams to ensure appropriate field and customer input is provided to ongoing brand strategies
• Shares and ensures alignment around key accounts and customer centric visions with large teams, motivating and inspiring every level of employee toward shared goals
• Inform and influence the development of national strategies and tactics as a participating member on cross-functional teams for key accounts in geographical sphere of responsibility
• Proactively identifies and creates opportunities to drive key account and business results
• Identifies opportunities to maximize business potential by taking into consideration and leveraging payor, patient, HBP, and Health Care Providers interactions and dependencies
• Provides input into establishment of annual financial goals for aggregate assigned key accounts and customer base
• Ensures the team follows policies, business practices, and compliance guidelines

Benefits

• The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.
• We offer a comprehensive package of benefits.
• Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days.
• More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.

What This Job Offers

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