Job Details
Health Care Systems - Hybrid Integrated Account Executive - Louisiana, Mississippi and Alabama
**Job Description**
This hybrid position will have responsibilities for both Integrated Delivery Systems and Regional Health Plans within the assigned geography and for assigned accounts.
This is a field-based account management position that is responsible for covering the states of Louisiana, Mississippi and Alabama; therefore, the 25% - 50% of travel required may be less, or more, depending on where a candidate resides in the geography.
**Primary Activities & Responsibilities include but are not limited to the following:**
The Health Care Systems - Hybrid Integrated Account Executive 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.
**Integrated Delivery Systems Activities:**
The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company 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 account executive 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 account executive 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.
**Key responsibilities could include the following:**
**Economic:**
+ Develops strategic and tactical account plans for assigned accounts.
+ 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.
**Operational:**
+ 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 our 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.
**Clinical:**
+ Communicate to customers the clinical value proposition for assigned products using approved messages and resources.
+ Appropriately use approved our company resources to meet customer educational needs.
**Region Heath Plan Activities:**
The account executive leads the development and implementation of long-term Customer Account Plans. The account executive 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.
**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 regional health plan accounts and is responsible for the overall customer experience.
+ Establishes relationships and maintains a pervasive communication network with the 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 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.
+ Leverages programs and services designed to improve treatment and better outcomes for patients.
+ Represents the voice of the customer and advocates on behalf of the customer.
+ 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 our company products.
+ Communicates our company 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.
**Qualifications:**
**Minimum Requirements:**
+ Bachelor's degree (BA/BS/BSN)
+ Minimum (3) years of Managed Care experience in an account executive/leader role (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 business)
+ Strategic and Tactical Planning skills
+ Negotiation skills
+ Experience working in cross-functional teams.
+ Consultative Selling skills with clinical and scientific knowledge
+ Ability to travel, including overnight travel, within the assigned geography to fulfill the responsibilities of this position
**Required Skills:**
Account Management, Account Management, Business Strategies, Clinical Care, Clinical Support, Communication, Contract Lifecycle Management (CLM), Contract Management, Contract Negotiations, Contract Pricing, Customer Experience Management, Customer Needs Analysis, Data Analytics, Environmental Issues, Financial Acumen, Healthcare Trends, Health Outcomes, Identifying Sales Opportunities, Interpersonal Relationships, Key Account Planning, Managed Care Marketing, Market Research, Medical Economics, P&L Modeling, Profit Planning {+ 5 more}
**Preferred Skills:**
Current Employees apply HERE (https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)
Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)
**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 (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.
As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088\_EEOC\_KnowYourRights\_10\_20.pdf)
EEOC GINA Supplement?
We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another's thinking and approach problems collectively.
Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)
**U.S. Hybrid Work Model**
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".
The salary range for this role is
$173,200.00 - $272,600.00
This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.
The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.
We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits .
You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.
**San Francisco Residents Only:** We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
**Los Angeles Residents Only:** We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance
**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:**
Regular
**Relocation:**
No relocation
**VISA Sponsorship:**
No
**Travel Requirements:**
50%
**Flexible Work Arrangements:**
Remote
**Shift:**
1st - Day
**Valid Driving License:**
Yes
**Hazardous Material(s):**
n/a
**Job Posting End Date:**
03/20/2026
***A job posting is effective until 11:59:59PM on the day** **BEFORE** **the listed job posting end date. Please ensure you apply to a job posting no later than the day** **BEFORE** **the job posting end date.**
**Requisition ID:** R388189
This hybrid position will have responsibilities for both Integrated Delivery Systems and Regional Health Plans within the assigned geography and for assigned accounts.
This is a field-based account management position that is responsible for covering the states of Louisiana, Mississippi and Alabama; therefore, the 25% - 50% of travel required may be less, or more, depending on where a candidate resides in the geography.
**Primary Activities & Responsibilities include but are not limited to the following:**
The Health Care Systems - Hybrid Integrated Account Executive 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.
**Integrated Delivery Systems Activities:**
The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company 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 account executive 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 account executive 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.
**Key responsibilities could include the following:**
**Economic:**
+ Develops strategic and tactical account plans for assigned accounts.
+ 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.
**Operational:**
+ 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 our 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.
**Clinical:**
+ Communicate to customers the clinical value proposition for assigned products using approved messages and resources.
+ Appropriately use approved our company resources to meet customer educational needs.
**Region Heath Plan Activities:**
The account executive leads the development and implementation of long-term Customer Account Plans. The account executive 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.
**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 regional health plan accounts and is responsible for the overall customer experience.
+ Establishes relationships and maintains a pervasive communication network with the 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 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.
+ Leverages programs and services designed to improve treatment and better outcomes for patients.
+ Represents the voice of the customer and advocates on behalf of the customer.
+ 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 our company products.
+ Communicates our company 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.
**Qualifications:**
**Minimum Requirements:**
+ Bachelor's degree (BA/BS/BSN)
+ Minimum (3) years of Managed Care experience in an account executive/leader role (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 business)
+ Strategic and Tactical Planning skills
+ Negotiation skills
+ Experience working in cross-functional teams.
+ Consultative Selling skills with clinical and scientific knowledge
+ Ability to travel, including overnight travel, within the assigned geography to fulfill the responsibilities of this position
**Required Skills:**
Account Management, Account Management, Business Strategies, Clinical Care, Clinical Support, Communication, Contract Lifecycle Management (CLM), Contract Management, Contract Negotiations, Contract Pricing, Customer Experience Management, Customer Needs Analysis, Data Analytics, Environmental Issues, Financial Acumen, Healthcare Trends, Health Outcomes, Identifying Sales Opportunities, Interpersonal Relationships, Key Account Planning, Managed Care Marketing, Market Research, Medical Economics, P&L Modeling, Profit Planning {+ 5 more}
**Preferred Skills:**
Current Employees apply HERE (https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)
Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)
**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 (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.
As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088\_EEOC\_KnowYourRights\_10\_20.pdf)
EEOC GINA Supplement?
We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another's thinking and approach problems collectively.
Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)
**U.S. Hybrid Work Model**
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as "remote".
The salary range for this role is
$173,200.00 - $272,600.00
This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.
The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.
We offer a comprehensive package of benefits. Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits .
You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.
**San Francisco Residents Only:** We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
**Los Angeles Residents Only:** We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance
**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:**
Regular
**Relocation:**
No relocation
**VISA Sponsorship:**
No
**Travel Requirements:**
50%
**Flexible Work Arrangements:**
Remote
**Shift:**
1st - Day
**Valid Driving License:**
Yes
**Hazardous Material(s):**
n/a
**Job Posting End Date:**
03/20/2026
***A job posting is effective until 11:59:59PM on the day** **BEFORE** **the listed job posting end date. Please ensure you apply to a job posting no later than the day** **BEFORE** **the job posting end date.**
**Requisition ID:** R388189
Job #NLX289054966