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Job DescriptionDescriptionOncology Key Accounts Market Leader has overall accountability for the management and results of their assigned Oncology accounts supported by their direct reports, Oncology Key Account Managers who account for approximately 70% of the US Oncology business.Territory covers the West and Central U.S. (CA to TN/AL) and is field based.This includes staffing and selection of the Oncology Key Accounts Market account team members, development of strategic plans, resource allocation decisions, ownership/management of the "customer experience," and accountability of sales. Responsible for the successful pull-through and implementation of the evolving Oncology Key Accounts Market strategy.The Oncology Key Account Manager is the primary Oncology point of contact for Our Company with large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology. This is a critical role in establishing Our Company as a leader in Oncology and our commitment to supporting the efforts of Oncology healthcare providers in improving patient health outcomes and becoming a trusted resource in demonstrating value.The Oncology Key Account Management team has a deep understanding of oncology, accounts, and market that will enable strategic assessment and identification of appropriate opportunities to improve population health for patients with cancer. The incumbent will serve as the overall strategic lead for targeted Oncology service line leadership within accounts and provide strong collaboration and coordination with other Company account roles that also support these accounts.The Oncology Key Account Management team will be responsible for understanding and anticipating the account’s goals and needs across the oncology service line and to identify opportunities to develop and deliver approved resources and lead the development of integrated account plans.The Oncology Key Account Management team is able to engage and coordinate initiatives with senior leaders in a variety of business situations. Account interactions include, but are not limited to, Oncology “c-suite” executives and service line leaders and decision makers within the Account including other key stakeholders who directly impact clinical practice.The Oncology Key Account Management team will indirectly lead cross-functional teams and communicate strategy and direction to ensure execution of the strategic plan to appropriately address Account needs consistent with their approved account plan. The Oncology Key Account Management team must have a strong understanding of the regulations and policies that govern customer interactions and demonstrate consistent focus on ensuring compliance with them.People Management:
Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse, & customer-centric, integrated regional Oncology Key Accounts Market team
Sets appropriate expectations, assesses, and helps optimize Oncology Key Accounts Market performance
Rewards and retains team members based on results and by creating an environment supportive of growth and development
Ensures understanding and continually reinforces principles of evolving commercial model and provides formal and informal feedback to Headquarter for continuous improvement
Responsible for leading organizational and cultural transformation as needed
Leads annual people management processes for employees (performance and talent management, employee development, compensation & rewards); ensures ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives
Together with Oncology Key Accounts Market input, prioritizes and allocates human resources across customers/accounts
Customer Management:
Has ultimate responsibility for portfolio of customers and ownership of the "customer experience" for assigned accounts
Responsible for Oncology Key Accounts Market delivery of customer experiences that demonstrate value and create trust (as defined by the customer)
Develops and cultivates business relationships with key customers
Builds and maintains relationships with high-level individuals within key customer organizations; including building relationships with key Thought Leaders to support Advocate Development
Interactions with key customers in order to ensure that customer teams and solutions/services are addressing needs of those accounts/customers.
Serves as resource for Oncology Key Accounts Market in order to foster customer relationship-development, implements an effective customer-centric approach, demonstrates the importance of the customer to our Company
Facilitates and advocates for ongoing customer interactions with our Company's senior management
Works closely with the Organized Customer, Access and Reimbursement team and Payer Account Executives to understand critical Managed Market/Health Systems issues and opportunities and ensures this understanding has been incorporated into customer plans
Collaborates closely with all stakeholders to ensure consistency with customer base
Business Operations:
Leads and sponsors Oncology Key Accounts Market transformation to the evolving commercial model; emphasizes need for change; supports, leads and executes change related to new model objectives
Has “decision rights” for resource allocation decisions with input from Oncology Key Accounts Market to maximize business outcomes
Makes local and customized resource allocation decisions to support optimal business results
Owns the business results for geography and is responsible for defined sales goals
Develops strategic plan by integrating information from multiple organizations through collaboration with those groups, and sets objectives within context of divisional objectives; monitors and adjusts strategic plan as necessary
Integrates brand and customer strategies into overall strategic plan
Shares and ensures alignment around customer centric vision with large teams, motivating and inspiring every employee toward shared goals
Informs and influences the development of national strategies and tactics as a participating member on cross-functional teams
Proactively identifies and creates opportunities to drive business results
Identifies opportunities to maximize business potential by taking into consideration and leveraging payer, patient and Health Care Provider interactions and dependencies
Provides input into establishment of annual financial goals for aggregate assigned customer base
Ensures that organization follows policies, business practices, and compliance guidelines
Requires 50-75% regular overnight travel. Can live in an major city near an airport but preferably in CA, AZ, TX, IL.Qualifications:Education Requirement:
BA/BS
Required:
Minimum of (10) years’ experience in Sales/Account Management, Marketing, or Managed Markets-in Pharmaceutical industry
Minimum of (3) years’ experience as People Manager of customer-facing role(s), capitalizing on their skills and abilities to maximize customer experiences and business performance
Minimum of (3) years’ experience developing and managing customer relationships
Preferred:Technical/Functional Capability Requirements:
Ability to formulate a strategic business plan based on customer needs and available resources
Clearly communicate and articulate a vision and strategy that motivates and energizes the region
Strong understanding of the Oncology therapeutic area and the current Oncology marketplace
Listen, understand and proactively address customer needs
Assess business results against objectives and realign resources based on the assessment
Critical Experience Requirements:
Translated division vision and strategy to directives and procedures
Experience leading a large team-organization
Made resource decisions and trade-offs to maximize business potential
Identified and pursued opportunities for new products, services, and/or markets
Built/directed a new team
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 worldwideWho we are …Merck & Co., Inc., Kenilworth, New Jersey, USA is known as “Merck” in the United States, Canada & Puerto Rico. We are known as “MSD” in Europe, Middle East, Africa, Latin America & Asia Pacific. We are a global biopharmaceutical leader with a diverse portfolio of prescription medicines, oncology, vaccines and animal health products.We are driven by our purpose to develop and deliver innovative products that save and improve lives. With 69,000 employees operating in more than 140 countries, we offer state of the art laboratories, plants and offices that are designed to Inspire our employees as we learn, develop and grow in our careers. We are proud of our 125 years of service to humanity and continue to be one of the world’s biggest investors in Research & Development.What we look for …In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth.INVENT.IMPACT.INSPIRE.NOTICE FOR INTERNAL APPLICANTSIn 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.If you need an accommodation for the application process please email us at [email protected] more information about personal rights under Equal Employment Opportunity, visit:EEOC Poster at https://www1.eeoc.gov/employers/upload/eeocselfprintposter.pdfEEOC GINA Supplement at https://www1.eeoc.gov/employers/upload/eeocginasupplement.pdfOFCCP EEO Supplement at https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA508c.pdfOFCCP Pay Transparency Rule at https://www.dol.gov/ofccp/pdf/pay-transp%20EnglishformattedESQA508c.pdfWe are an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.Search Firm Representatives Please Read CarefullyMerck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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:RegularRelocation:No relocationVISA Sponsorship:NoTravel Requirements:75%Flexible Work Arrangements:Work WeekShift:Not IndicatedValid Driving License:YesHazardous Material(s):Not ApplicablelNumber of Openings:1Requisition ID: R19626
Vacancy caducado!