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Merck & Co, Inc

Executive Director, US Hospital Sales ( MERCUSR126805ENUS)


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, US Hospital Business Unit (HSBU) has responsibility for ~$1.5 billion-dollar revenue portfolio of our Company's acute care therapeutics that include an industry leading anti-infective portfolio of products, Surgical/Anesthesia, and Heart Failure. This is a growth portfolio, with upcoming market events, new indications, and intense competition. This role has management responsibility for a broad and diverse organization of ~225 employees which include: Acute Care Hospital Representative, Surgical/Anesthesia Hospital Representatives, Acute Care and Surgical sales managers and Regional Directors of Commercial Operations (DCOs). This role includes the oversight and leadership of a Commercial Steering Committee for our commercial licensing agreement with partner antibiotic company. Finally, this role reports to the SVP of the HSBU Leadership Team and is a key member of the LT to help identify, prioritize and ensure execution of near term priorities to drive optimal performance of the BU, and to help shape the long term growth strategy, culture, customer engagement approaches, and people development within the HSBU.

Major responsibilities include attracting, leading, and developing a strong, results-oriented and diverse team, developing sales plans, making resource allocation decisions, owning the "customer experience, managing the P&L, and ensuring compliance to company guidelines in how we execute with customers. In addition to their own director reporting team, this sales leader will work closely with the US marketing leads, integrated account management team, and the payer marketing team. He/she will also be responsible for driving revenue growth and ensuring compliant execution of brand strategies with targeted customers. He/she will help inform evolution of brand, customer, and segment strategy. Customers include, but are not limited to: Integrated delivery systems, large academic and community hospitals, large physician specialty groups that are affiliated with key hospitals and accounts, independent physician specialists, outpatient and specialty pharmacy, home and outpatient infusion center and key scientific leaders.

Given the dynamic external environment, this person will also be responsible for assessing market evolution, implications on team access, resources and skills needed, and for defining future needs of the organization. He/she will lead the hospital organization to the implementation of needed innovations for how we engage going forward. This leader will also be responsible for collaborating with other sales, account management and Sales Operations leaders across the US market to influence market-wide issues and to ensure consistency across customer-facing teams, as appropriate.

Key Activities:

Clearly develops and communicates a clear vision and strategy for the business that motivates and energizes the national team. Understands the evolving health care market environment - identification of customer segments and business drivers Defines and optimizes the go-to-market model for US hospital team over time. Determines the right people, right channel, and right time to engage each customer Fosters customer relationship development, implements an effective customer-focused approach, and demonstrates the importance of the customer to our Company. Focuses on attaining business goals and growth targets for promoted brands via a compensation design that aligns to those behaviors Collaborates with HQ to focus teams on the right priorities Makes resource allocation decisions within the customer facing organization to maximize business outcomes. Develops a long-term plan for sales force deployment based on evolving customer needs, portfolio prioritization, and pipeline opportunities.

Education Minimum Requirement:

  • Required: BA/BS


  • Minimum of (10) years’ experience in Sales, Account Management, Marketing or Managed Markets- Pharmaceutical industry
  • Experience leading at a senior sales/customer-facing level (manager of manager level)
  • US Marketing or Strategy development experience
  • Experience leveraging digital technology to drive business results
  • Experience leading a transformational initiative
  • Demonstrated ability to attract and lead a strong results-oriented team
  • Demonstrated agility and ability to anticipate and respond to evolving US trends
  • Demonstrated history of strong performance
  • Experience translating divisional or brand strategies into initiatives and local priorities
  • Travel: 25-50% US travel


  • US Hospital market understanding and knowledge
  • Inpatient acute care experience (sterile injectables, medical device or capital equipment)
  • Large account management
  • Experience leading a large, geographically diverse organization

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.

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:

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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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Requisition ID:R126805