Payer Account Executive - Oregon, Idaho, Montana, Wyoming

Job Description

Are you passionate about making a meaningful impact in the biopharmaceutical industry? We are searching for a talented Payer Account Executive to join our team and lead the development and implementation of long-term Customer Account Plans for the Rocky Mountain territory. In this role, you will collaborate with the customer team to identify and pursue areas of mutual opportunity (Payers and HCPs) focused on improving health outcomes for patients. You will also negotiate contract terms, manage the P&L (revenue/expenses) for the Payer business, and develop innovative solutions to support better health outcomes. If you are ready to take on an impactful role that allows you to create meaningful change, contribute to improving patient care, and collaborate with a diverse and inclusive team, then this career opportunity might be a fit for you!

• This is a field-based account management position that is responsible for the Rocky Mountain territory.

• This territory includes Oregon, Idaho, Montana, and Wyoming.

• The selected candidate must reside in the territory and be willing to travel, including overnights.

Primary Activities & Responsibilities include and may not be limited to:

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 our Company.

• 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 our Company's 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 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:

• Minimum three (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).

• Bachelor's (BA/BS) degree.

• Valid Driver's License and ability to drive a vehicle.

• Ability to travel the amount of time the position requires, including overnight travel (at least 25% of the time and will depend on where the selected candidate resides in the territory and on the needs of the business/customer).

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

• Strategic and Tactical Planning skills.

• Consultative Selling skills with clinical and scientific knowledge.

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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EBRG

Employees working in roles that the Company determines require routine collaboration with external stakeholders, such as customer-facing commercial, or research-based roles, will be expected to comply not only with Company policy but also with policies established by such external stakeholders (for example, a requirement to be vaccinated against COVID-19 in order to access a facility or meet with stakeholders). Please understand that, as permitted by applicable law, if you have not been vaccinated against COVID-19 and an essential function of your job is to call on external stakeholders who require vaccination to enter their premises or engage in face-to-face meetings, then your employment may pose an undue burden to business operations, in which case you may not be offered employment, or your employment could be terminated. Please also note that, where permitted by applicable law, the Company reserves the right to require COVID-19 vaccinations for positions, such as in Global Employee Health, where the Company determines in its discretion that the nature of the role presents an increased risk of disease transmission.

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US and Puerto Rico Residents Only:

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We are an Equal Opportunity Employer, committed to fostering an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or other applicable legally protected characteristics. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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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, generally Tuesday, Wednesday and either Monday or 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".

Under New York State, Colorado State, Washington State, and California State law, the Company is required to provide a reasonable estimate of the salary range for this job. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate's relevant skills, experience, and education.

Expected salary range:

$164,800.00 - $259,400.00

Available benefits include bonus eligibility, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. For Washington State Jobs, a summary of benefits is listed here.

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:

25%

Flexible Work Arrangements:

Remote

Shift:

1st

• Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a