Merck Senior Account Manager, Medicaid in Upper Gwynedd, Pennsylvania

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Merck’s Global Human Health (GHH) Division abides by a “patient first, profits later” ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world. The organization is comprised of sales and marketing professionals who are passionate about their role in bringing Merck's prescription medicines, vaccines, and other medical products to our customers worldwide.

Primary Activities & Responsibilities:

  • The Medicaid Account Executive (AE) leads the development and implementation of long term Customer Account Plans. The AE collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP's) based on better health outcomes for patients. Negotiates contract terms and conditions with the customer. Responsible for P&L (revenue/expenses) for the Payer business.

Customer Account Planning and Management:

  • Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide input on resource allocation decisions across customer targets within the larger geography.

  • Serves as the primary interface and owner for the customer (payer) account and is responsible for the overall (payer) customer experience:

  • Establishes relationships and maintains a pervasive communication network with the (payer) customer at many levels, including corporate personnel, medical directors in charge of provider networks, quality directors, pharmacy directors, financial directors, COO, CEO.

  • Conducts business strategy discussions and performance reviews with key customers on a regular basis (plays a significant role in ensuring that the Director of Commercial Operations, Customer Team Leader(s), and understand the (payer) customer's business strategy and support it at the local HCP level)

  • Proactively meet with (payer) customers to solicit feedback and adjust plans on a regular basis

  • Develop Customer Account plans aligned with Managed Care and brand strategies over a 3-5 year time horizon. Solicits input from Director of Commercial Operations, Customer Team Leader(s), and other relevant stakeholders to develop the long-term customer plan. Assesses competitor position as part of account plan development:

  • Identifies, understands and can articulate the key drivers affecting the customers' business including the customer's long-term plan and objectives.

  • Utilizes customer account strategy to define the objectives of the customer relationship

  • Identifies potential customer issues and needs (clinical, financial, business)

  • Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on better health outcomes for patients:

  • Develop innovative contracting to support better health outcomes

  • Identifies payer customer needs and, together with the Solutions Consultant and Solutions Manager, develops appropriate/relevant offerings and solutions (resources, programs, and services) to address customer needs and maximize value for the customer and Merck.

  • Leverages programs and services designed to improve treatment and better outcomes for patients

  • Understand the types of resources, programs and services available in order to customize solutions that meet the customer needs.

  • Pulls-through solutions

  • Represents the voice of the customer and advocates on behalf of the customer in securing internal Merck support for development and timely delivery of solutions:

  • Coordinates and manages the communication process between customers and identified internal or external expert(s) and ensures customer needs are accurately identified and addressed

  • Proactively identifies the internal and external experts needed to communicate complex clinical and scientific information to customers

  • Based on customer needs, provide appropriate clinical support and knowledge related to Merck products.

  • Communicates Merck activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or provider quality and outcomes based activities.

  • Provides feedback to and gains feedback from, the Solutions Consultant to ensure solution meets customer need.

Business Operations:

  • Interface with Contract Management and serve as the primary negotiator with the customer for product price discounts:

  • Develops negotiation strategy in collaboration with Financial-Contracting Manager/Director

  • Develops innovative contracting to support better health outcomes

  • Communicates actively with Customer Team Leader and customer team members regarding customer priorities, issues, and initiatives:

  • Coordinates with Customer Team Leader counterparts on a very frequent basis to ensure understanding of the customer's business issues and appropriately leverage opportunities to improve alignment between the HCP and Payer customers (identify issues, opportunities and interdependencies between Payers and Providers)

  • Understands of the interplay of key MC customers and regional stakeholders (provider networks, state and local government, clients (employer and member)) to establish relationships with influencers that will impact the customer relationship and maximize customer value

Customer Manager:

  • This hybrid role role will have routine interaction with field based Account Executives and Directors, Brand and Payer Marketing, Legal, and Finance through assigned Customer Manager(s). This CM will work cross-functionally with their assigned Customer Manager(s) through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the Medicaid customer, and in depth knowledge of the same for Merck.

Primary responsibilities include and are not limited to the following:

  • Collaborates as Customer Manager with Account Executive(s) or National Account Director(s) to manage the Medicaid business relationship between Merck and assigned Customer Accounts:

  • Establishing profitable product access within Merck product strategy

  • Optimizing Net Sales and Contract Performance across Merck's entire portfolio of products

  • Ensuring proper oversight on policy, legal, financial, and environmental provider/health care issues

  • Manage assigned accounts, including development of strategic, tactical account plans, and segment initiatives.

  • Assists with the development and analysis of Medicaid customer and product-specific business modeling, ROI and Forecasts that assist in identifying optimal net sales.This role will be tasked with collaborating with the assigned customer manager and finance teams on the quarterly discount accrual forecast.

  • Participate in executing the contracting SOP through collaboration with team of established Customer Managers, Legal, Marketing and Finance partners.

  • Collaborates with Account Executive or National Account Director to manage assigned accounts, including development of strategic and tactical account plans. This includes the implementation and negotiation of contracting initiatives, achievement of profitable formulary status for Merck products, evaluation/review of account performance and broader marketplace trends to optimize net sales for Merck, and balance/improve customer performance vs. their objectives.

Education Minimum Requirement:

  • Required: BA/BS

  • Preferred: MBA or equivalent

Required Experience and Skills:

  • Minimum (3) years of strategic account management experience (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)

  • Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care)

  • Strategic and Tactical Planning skills

  • Consultative Selling skills with clinical and scientific knowledge

  • 25% Overnight Travel

Preferred Experience and Skills:

  • Knowledge of the Medicaid (FFS and Managed Medicaid)

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life.

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Job Account Management Generic

Title: Senior Account Manager, Medicaid

Primary Location: NA-US-PA-Upper Gwynedd

Requisition ID: ACC005287