Urology Oncology Key Account Manager – Central/Mid-Atlantic
Our Oncology team is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of forward-thinking individuals achieve this through an unwavering commitment to support accessibility to medicine, providing new therapeutic solutions, and collaborating with governments and payers to ensure that people who need medicines have access to them. Our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.
The Urology/Oncology Key Account Manager (Urology OKAM) is the primary Urology/Oncology point of contact for our company. with large Urology group practice accounts in the community setting. This is a critical role in establishing our company as a leader in Urology/Oncology and our commitment to supporting the efforts of Urology/Oncology healthcare providers in improving patient health outcomes in Urology/Oncology and becoming a trusted resource in demonstrating value.
The Urology/Oncology Key Account Manager role will be responsible for calling on large Urology Group practice accounts in the community setting in the Central/Mid-Atlantic US. This includes responsibility for key urology accounts in the following states: VA, WV, DC, OH, IL, MI, and IN. The candidate should live within the geography.
Serves as the primary interface for the Urology/Oncology business of the customer account and is responsible for the overall customer experience with Urology/Oncology stakeholders in the account.
For multi-specialty accounts, the Urology/Oncology Key Account Manager will coordinate with the Account Executive who has overall “quarterback” responsibilities for these accounts.
Establishes relationships and maintains an effective communication network with the customer at multiple levels, including corporate personnel, medical directors in charge of provider networks, quality directors, service line leaders, pharmacy directors and financial directors.
Conducts internal business strategy discussions and performance reviews routinely to ensure that the Director of Commercial Operations, Customer Team Leader(s), Oncology Sales Specialist(s), Surround Sound Teams and other Human Health Personnel understand the customer's business strategy and appropriately support it at all levels.
Proactively meets with customers to solicit feedback and adjust plans on a regular basis.
Provides approved, disease and product information and resources to key decision makers and stakeholders at the executive and implementation level within urology/oncology accounts.
Maintains knowledge of urology/oncology standards of care and emerging clinical trends, relevant diagnostics, and genetic testing advances and can articulate approved, on-label product information related to these topics.
Understands principles of health economics and the clinical implications. Shares specific customer requests with Medical Affairs point for the account to enable appropriate customer engagement when relevant and aligned to account coverage.
Understands Urology/Oncology specific quality initiatives and discusses them using approved Company resources and messages.
Develops decision maker relationships to support clinical protocol development and care pathway placement with approved, on-label information and resources related to our Company's products.
Engages the Medical Affairs personnel as appropriate in order to properly address customer needs.
Refers requests for off-label information to the headquarters Medical Information Request process.
Conducts oncology-specific market profiling activities to ensure a deep understanding of regional and local health care delivery, influencers, and payer systems by the urology/oncology account team.
Knowledgeable on health economics information related to population management and quality and engages in discussions of them using approved resources. Shares specific customer requests with the Medical Affairs point for the account to enable appropriate engagement when aligned to account coverage.
Knowledgeable on reimbursement relevant to our Company's oncology products and provides approved information related to reimbursement process and support for our Company's oncology products.
Knowledgeable on relevant quality metrics, clinical protocols, care pathways, and relative cost of care.
Proactively identifies business opportunities with assigned accounts and leads appropriate coordination of effort by our coma Urology/Oncology account team, e.g. supports contracting pull through with accounts.
Understands current state and emerging trends in business operations affecting Urology/Oncology practice management such as payer initiatives, approved patient financial assistance offerings, Electronic Medical Record capabilities, and pathway development.
Gains deep knowledge of each assigned account through internal research and proactive gathering and integration of information from various stakeholders within the account, e.g., business model, relevant business metrics, unique challenges, and strategic goals.
Develops a breadth of relationships within each account to ensure an understanding of each account’s objectives, goals, and challenges and identifies approved Oncology resources that are aligned to the customer’s needs.
Account interactions include, but are not limited to, Urology/Oncology “C-Suite” executives, Urology/Oncology service line leaders and decision makers within large Urology group practices, integrated delivery networks, Oncology institutions, Urology/Oncology physicians’ groups, and other Urology/Oncology key stakeholders who directly impact clinical practice.
Sets vision, objectives, strategies, and plan for use of approved tactics by Oncology account team members, focused on mutual goals of addressing customer’s aligned needs, achieving business objectives, and improving patient health outcomes.
Coordinates effectively with other Human Health personnel to bring approved company information and resources to Urology/Oncology decision makers in assigned accounts.
Demonstrates commitment to compliance through understanding of regulations and policies that govern customer interactions and consistent focus on ensuring compliance with them.
Demonstrates leadership among peers by consistently communicating a clear and appropriate strategy for each assigned account and ensuring the efficient and effective use of approved company resources and personnel to achieve business objectives consistent with Our Company's policies and become a trusted resource for the customer to help improve patient health outcomes.
Develops and leads an integrated company oncology approach for product launch within each account. Proactively engages account team members to plan, effectively implement and evaluate launch activities within accounts.
Consistently maintains a future focus on emerging trends and patient care needs in oncology, uncovering and reporting underlying issues that may inform broad or account-specific strategies.
Required Experience, and Skills:
Keen interpersonal skills, including abilities to interact with individuals from a variety of backgrounds and to influence senior levels of management, key thought leaders, and customers
Strong presentation and training skills, including the ability to understand, distill, and communicate complex scientific and public health-related concepts to diverse audiences
Strong peer leadership and ability to collaborate with and coordinate activity among individuals in different reporting structures across a matrix organization
Strong prioritization skills and ability to understand how decisions fit into the broader context of corporate strategies
Technologically proficient (e.g., MS Office Suite, iPad, Veeva)
Ability to travel within the assigned territory, including overnight travel
Preferred Experience and Skills:
Preferred Urology/Oncology therapeutic area and the current Urology/Oncology marketplace
Minimum of 2 years’ current/ recent experience in Urology/Oncology field working with key thought leaders and/or influential customers in large group practices, hospitals, or managed care organizations
Minimum of 2 years of leadership experience in the healthcare industry
Work experience in variety of strategic and executional pharmaceutical or health care roles (e.g., sales, marketing, account management, operations, market research)
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.
NOTICE FOR INTERNAL APPLICANTS
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.
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Flexible Work Arrangements:Not Specified
Shift:1st - Day
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