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Job Details

Merck & Co, Inc

REMOTE Executive Director, Regional Health Care Systems ( MERCUSR116604ENUS)


Executive Director



North Wales, Pennsylvania, United States

Job Description

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.

The Executive Director, Regional Health Care Systems (HCS) has national accountability for the management of the 7 region-based Account Management teams that are responsible for our Company's business relationship with key regional accounts. These accounts include regional health plans (HMO/PPO) and pharmacy benefits managers (PBMs), integrated delivery networks (IDN), hospital systems, government health systems (VAMCs, MTFs, State Corrections), state departments of health, as well as alternative care facilities such as physician infusion and home infusion.

Reporting to the Executive Director are 7 Regional HCS Directors, each with a team of ~10 Regional Account Executives. The Executive Director works closely with their leadership team to define annual objectives and drive annual sales, assess and refine account executive roles & responsibilities and determine training needs and key performance metrics for the team on an annual basis.

Additional, key responsibilities of the Executive Director include:

  • Develop and maintain relationships with key customers to identify and address unique customer challenges and to identify potential areas of mutual opportunity that ensure long-term success
  • Act as the liaison between customers and internal teams, ensuring customer insights are shared and understood by internal teams, working closely with payer marketing and brand teams to develop product strategies aligned to customer segment objectives
  • Identify opportunities with new customers, segments and/or innovative ways of contracting with existing customers, including working collaboratively with legal, compliance and HQ teams to brainstorm and champion potential solutions
  • Ongoing performance monitoring of national account management teams, competitor analysis and strategic management and decision-making around resource allocation at the national level
  • Collaborate with overlay account management teams (including account teams in Oncology and Vaccines) as well as with sales leaders across the organization to identify opportunities and threats to the Company's portfolio within regional payers or integrated delivery networks

The Executive Director will be a member of the Integrated Account Management Leadership Team (IAM LT), and as such, will be responsible for guiding regional segment strategy as well as for providing feedback/input on all functions within IAM, and identifying cross-segment opportunities across the LT. As a member of the LT, the Executive Director will also be responsible for advancing organizational diversity and inclusion, compliance and safety initiatives identified by the LT as well as being a leader for innovation and change management.


  • Required: BS/BA degree
  • Preferred: Advanced degree in business or health administration


  • Minimum of seven (7) years’ experience in pharmaceuticals or other health care, managing complex business activities
  • Minimum of ten (10) years’ experience in Sales/Account Management, Marketing or Managed Markets in pharmaceuticals or other health care
  • Minimum of three (3) years People Management experience
  • Minimum of three (3) years’ experience developing and managing customer relationships


  • Demonstrated understanding of a wide array of customer types and their business environment and develop/implement strategies and tactics to meet their needs in alignment with our Company's needs
  • Track record of making sound business decisions based on deep understanding of business potential
  • Ability to create strategic plans by integrating short-, mid-, and long-term objectives
  • Familiar with our Company's products & therapeutic areas
  • Demonstrated understanding of the market environment /ecosystem to support prioritization of customers and appropriate business drivers
  • Track record of attracting, selecting, retaining and motivating talent; courage and experience to coach and manage to all levels of performance
  • Excellent communication skills and teamwork that leads to effective collaboration with customers and extended teams
  • Has examples of clearly communicating and articulating a vision and strategy that motivates and energizes the region; ability to lead organization through effective change management
  • Ability to make resource decisions and trade-offs to maximize business potential

Who we are …

We are known as Merck & Co., Inc., Kenilworth, 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 …

In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth.

Invent. Impact. Inspire.

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 Poster

EEOC GINA Supplement​

OFCCP EEO Supplement

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.

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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.

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Flexible Work Arrangements:

Remote Work


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Requisition ID:R116604