Job Description

The Director, US Market Access Contracting sits within the National Contract Operations and Supply Chain Team (NCOSC), which delivers best-in-class, end-to-end services aimed at providing affordable patient access, insightful customer experiences, and enriching employee experiences for IAM Contract Management, Service Agreement, Account Management, and Channel Strategy lifecycles. The Integrated Account Management (IAM) Team manages direct account and contract responsibility across the entire US health care system: Pharmacy Benefit Managers, Health Plans, State Medicaid agencies, Integrated Delivery Networks, Hospital Systems, Group Purchasing Organizations, Federal agencies, Pharmacy/Wholesalers, and Infusion companies for our Company's commercial and government business. 

The Director, US Market Access Contracting reports to the Executive Director, US Market Access Contracting within the NCOSC Team. The Director will lead a team of Customer Managers to achieve profitable product access for all discounted/rebated customers across our Company’s portfolio.

This position oversees the contracts, contract systems, contracting process, and internal and external (vendor and customer) interactions associated with our contracts and contract proposals. The Director will help establish and implement the contract strategies for the following customer segments:

Federal (Medicaid, 340B, Apexus, DoD, VA)

GPO

Hospitals and hospital systems

Infusion and other provider and practice management accounts

LTC

National and regional health plans and PBMs (Commercial, Managed Medicaid, Medicare Part D)

The US Market Access Contracting Team acts as a unique and critical connection point in a dynamic environment to bridge field and internal stakeholders for the purpose of reaching mutually beneficial customer contracts. In close partnership with IAM Field Teams, Payer Marketing, and other key stakeholders, this role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate with fiduciary accountability. The team manages the end-to-end contract lifecycle from the development through implementation in coordination with field personnel for complex, integrated customers, including HP/PBM or Hospital/GPO Provider accounts who have a large national impact in private and/or public markets important to our company's portfolio of products. Incumbents in this role must have advanced proficiency in both cross-functional (e.g., communication, project management) and domain-specific (e.g., access strategy, financial acumen) competencies. 

Core Responsibilities include and may not be limited to:

Set objectives and manage a team of Customer Managers who complete financial analyses, develop proposals, negotiate terms, and implement contracts with assigned customers to achieve profitable product access.

Staff the team and all other responsibilities of people management and leadership including professional and career development.

Establish and maintain meaningful relationships with contract decision makers inclusive of internal and external stakeholders.

Effectively build trust with the customer and internal our Company's personnel to drive timely business decisions.

Ensure contract strategies are implemented effectively and in compliance with required obligations (e.g., legal, financial).

Responsible for compliance with all relevant laws, regulations, and policies.

Work closely with the IAM Field Team leaders to ensure contracts are achieving their objectives.

Interpret legal language and understand its implications including identifying business-related areas of risk and exposure, in partnership with commercial attorneys or other internal counsel.

Drive collaboration among our Company's stakeholders (e.g., CCE, Finance, Payer Marketing, GMAX, Legal) to work toward agreements that are mutually beneficial to the Customer and our Company.

Work closely with leaders in Payer Brand Marketing to provide input into product access contract strategy development or evolution over the product life cycle of our portfolio.

Oversee account performance and forecasting to meet contract forecast objectives.

Engage with our Company's senior leaders to provide business reviews and/or communicate financial contract scenarios.

Monitor marketplace trends and regulatory changes that could influence contracts.

Demonstrate awareness of and sensitivity by creating equitable experiences for all customers and coworkers.

Utilize strengths and acceptance of diversity in team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance and that of the team.

Position Qualifications:

Education Minimum Requirement:

BA/BS degree

Required Experience and Skills:

Minimum of 10 years’ experience in the pharmaceutical/healthcare industry engaged with marketing or account management 

3+ years direct account management, customer contracting and financial analysis, customer marketing, and/or pharmaceutical supply chain experience

Demonstrated ability to build strong customer and internal relationships

Demonstrated ability to deliver on key initiatives and meet deadlines 

Demonstrated ability to prioritize and work effectively in a fast-paced, dynamic environment 

Demonstrated ability to negotiate, execute, and implement contracts  

Demonstrated ability in strategic, relational, business-minded, analytical, and operational capabilities 

Prior headquarters experience

Experience leading teams

Ability to work hybrid and come into the North Wales, PA (Upper Gwynedd) site

Willing to travel nationally and internationally, approximately 25%

Preferred Experience and Skills:

Advanced degree in a related discipline (e.g., MBA, Finance, Health Administration)

Field-based experience (account management or sales) in the pharmaceutical/healthcare industry 

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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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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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”.

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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:

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

*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.

Job Posting End Date:09/24/2024

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:R311362