at Merck in Springfield, Illinois, United States
Job Description
Job Description
The candidate selected for this hybrid position will have responsibilities as both an Integrated Account Lead (IAL) and Payer Account Executive within the assigned geography and for assigned accounts. The primary customers for this position reside in Southern California and Hawaii; therefore, the 50% of travel required may be less, or more, depending on where a candidate resides.
Primary Activities & Responsibilities include and may not limited to the following:
The Hybrid Integrated Account Lead / Payer 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
IAL Primary Activities:
+ The IAL is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our Company’s 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 IAL 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 IAL 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’s 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
+ Develops strategic and tactical account plans for assigned accounts. The responsibilities could include the following:
Economic:
+ 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
Payer Account Executive Primary Activities
The Payer Account Executive 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, as applicable.
+ 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
+ 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 where applicable.
+ 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
