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Job Details

Merck & Co, Inc

IDN Account Executive (IAL) - Kansas, Missouri


Account Director


North Wales, Pennsylvania, United States

Job Description

The IDN Account Executive (IAL) will manage the business relationship between our company and assigned customer accounts with the following goals:

  • Establishing profitable product access within our company product strategy

  • Optimizing Net Sales and Contract Performance across a portfolio of our company products

  • Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship

Primary Activities

  • The IAL is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company's business relationship with its customers. Each IAL is responsible for the following designated customers as assigned by the HCS Regional Director:

  • Integrated Delivery Network (IDN, including hospital outpatient and home-infusion if IDN owned)

  • Federal accounts (including Veterans’ Affairs and Military Treatment Facilities), corrections

  • The IAL 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 IAL engages senior Institutional Leadership in the following roles using approved messages and resources:

  • Pharmacy Service Line, and will serve as lead for the assigned customers across all our company account teams with overlapping contacts with the customer

  • Information Technology Departments and will serve as lead for assigned customers across all our company account teams with overlapping contacts with the customer

  • Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans’’ Affairs system

  • C-Suite in top assigned accounts

  • Develops strategic and tactical account plans for assigned accounts.

The responsibilities could include the following:


  • 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 company 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 company resources to meet customer educational needs

Education Minimum Requirements:

  • Bachelor’s degree required, Advanced degree (MBA, Pharm D, MSN) preferred

Required Experience and Skills:

  • Bachelor’s degree candidates: 3+ years of recent Sales or Account Management experience

  • Advanced degree candidates: 3+ years of relevant external health care experience

  • Demonstrated leadership skills

  • Strong business and financial acumen of the external healthcare environment.

  • Strong interpersonal and communication skills.

  • Data Analytics capability

Preferred Experience and Skills:

  • Negotiation skills.

  • Experience working in cross-functional teams.

Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.

Who we are …

We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for …

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.


In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.

If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Know Your Rights

EEOC GINA Supplement​

Pay Transparency Nondiscrimination

We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

Residents of Colorado:

Click here to request this role’s pay range.

Learn more about your rights, including under California, Colorado and other US State Acts

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:



No relocation

VISA Sponsorship:


Travel Requirements:


Flexible Work Arrangements:


Valid Driving License:


Hazardous Material(s):

Requisition ID:R230389