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Key Account Director

4 months ago

O'Fallon, United States Merz Therapeutics Full time
Who We Are: Harvesting Hope with a Growing Family
At Merz Therapeutics, we take a nurturing approach to our organization - treating colleagues like family, embracing our whole
selves and creating a company culture that encourages growth and decisive action. We are committed to caring for whole
communities by focusing on individuals suffering from movement disorders and neurological conditions and the healthcare providers dedicated to helping them, while simultaneously bolstering our team members in a united effort to make a difference.

As a private, family-owned company, we have the liberty and support to make decisions for ourselves, our customers and the patients we serve. We pride ourselves on building an inclusive culture where there is room to celebrate individual growth and the ability to contribute to a common good as a collaborative team. Our mission is grounded in a long-term view of making a difference for the common good, while growing together as a family.
If you're looking to immerse yourself in a passionate team rooted in community, connection and camaraderie, then we're looking for YOU #IAmMerz
Are you a self-starter, and do you thrive in entrepreneurial environments?

As the Key Account Director, your exceptional communication skills provide a solid understanding of how to manage effective customer relationships and negotiations in an environment with ongoing consolidation and regulatory changes. You are a visionary who brings strategic opportunities to fruition, generating positive pressure to create solutions, and raising awareness and adoption of Merz Therapeutics products and services in key hospital/healthcare systems.

In a changing healthcare landscape, you will have the opportunity to incorporate your expertise in a range of areas including new payment/delivery models, quality initiatives, marketplace dynamics, competitive activity, analytic capabilities and therapeutic area understanding in the development of the account strategy and resulting solutions. You will also collaborate with cross-functional teammates to ensure successful integration and adoption of each account-specific plan.

Based anywhere in the Central region close to a major airport and reporting to the National Director, Key Accounts.

Are you ready to galvanize a team around a culture of care, putting patients first to spark change?

Major duties Description
1. Strategic Account Development

  • Identify new/untapped hospital/healthcare system opportunities and drive profitable revenue within these accounts by initiating, developing and delivering unique solutions that result in improved customer and patient experiences.
  • Once identified, investigate and understand the account and its unique business environment including but not limited to: goals, objectives, strategies and competitive situations.
  • Develop and maintain strong relationships with key senior account stakeholders, serving as the main point of contact for C-Suite, VP-Level administration and department chairs for healthcare/hospital system.
  • Seek to expand business opportunities by bringing high-level knowledge, insights, relationships and strategies to enhance Merz Therapeutics' value proposition and achieve optimal access for our brands (where applicable) within these important Strategic Accounts.
  • Identify regional and national hospital/healthcare system external experts.
  • Provide insights back to the organization to support understanding of customer needs and value proposition development. •Analyze sales and market trends to effectively identify future business opportunities.
2. Strategic Account Planning
  • Understand and think creativity about business principles relevant to the hospital/healthcare system marketplace, and apply them to drive profitability.
  • Develop and utilize strategic insights to create tailored business solutions (programs, tools and resources) and action plans to be deployed against each strategic account.
  • Serve as the strategic lead for all activities within assigned hospital/healthcare accounts, utilizing a cross-functional (Medical, Sales, Marketing, managed markets, contracting), systematic approach in managing accounts with significant business potential for Merz Therapeutics.
  • Work closely with contracting and pricing teams to collaboratively focus on partnership opportunities with hospital/healthcare system accounts.
  • Leverage productivity metrics to support attainment of assigned goals and objectives to ensure increased sales and profitability.
  • Utilize marketing data to adjust selling strategies/tactics on a customer and regional level.
3. Demonstrate High Level of Business Acumen
  • Maintain extensive knowledge of Managed Care, Specialty Pharmacy, Medicare Part B and State Medicaid selling and reimbursement environments/strategies.
  • Understand reimbursement trends and navigate as appropriate within specific accounts.
  • Understand and think creatively about business principles relevant to the hospital system marketplace, serving as a content expert in strategic account management.
  • Serve as a content expert and understand the following aspects of assigned hospital/healthcare system accounts:
  • Specific business model and practices
  • Strategic direction and objectives
  • Needs, issues and market conditions
  • Partnerships, including any relevant contracting
4. Maintain Compliance with Merz Therapeutics Promotional and Commercial Policies
  • Demonstrate professional, compliant and ethical behavior during all customer interactions.
  • Incorporate legal, regulatory and healthcare compliance perspectives into each account-specific business plan.
  • Meet and accurately complete all administrative requirements within established timeframes.
  • Maintain high proficiency of product/disease state knowledge, market data and marketplace dynamics.
  • Attend and participate in sales meetings/workshops.
5. Embody Merz Therapeutics' values while following operating norms
  • Values: commit to customers and colleagues, deliver trusted results, persist in innovation
  • Operating Norms: assume positive intent, collaborate cross-functionally, obligation to engage
Education
  • Bachelor's degree required; Master's degree preferred
Professional Experience (preferred)
  • 10+ years Hospital/institution executive sales experience
  • Executive-level business and financial acumen, experienced in negotiating system-wide contracts,
  • P&T formulary decisions and product preference strategies within hospital systems
  • Buy and Bill injectable experience
  • Proven and documented track record of meeting or exceeding hospital/healthcare system sales goals/objectives
Knowledge, skills and abilities required
  • Excellent analytical skills
  • Proficient computer skills (Word/Excel/PowerPoint)
  • Communicative
  • Organized
  • Supportive


Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Merz Therapeutics we are dedicated to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Recruitment Note:

Merz Therapeutics only sends emails from verified "merz.com" addresses and never asks for sensitive, personal information or money. If you have any doubts about the authenticity of any type of communication from, or on behalf of Merz Therapeutics, please contact Therapeutics.HR@merz.com

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)