Oncology Key Account Manager - Central Plains (Kansas City, Kentucky, AR) Job

Kansas City KS
Nov 13, 2016
Nov 16, 2016
Organization Type
Oncology Key Account Manager - Central Plains (Kansas City, Kentucky, AR)-ACC004104


Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. Today, we are building a new kind of healthcare company – one that is ready to help create a healthier future for all of us.

Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of an individual like you. To this end, we strive to create an environment of mutual respect, encouragement and teamwork. As part of our global team, you’ll have the opportunity to collaborate with talented and dedicated colleagues while developing and expanding your career.

The Oncology Key Account Manager (OKAM) is the primary Oncology point of contact for Merck & Co., Inc. with large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology. This is a critical role in establishing Merck 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 OKAM will be responsible for calling on large Oncology Group practices and integrated delivery networks in the areas of Kansas City, Kentucky and AR. The candidate must live within the geography.

Primary Activities & Responsibilities will include and are not limited to the following:


- Serves as the primary Merck interface for the Oncology business of the customer account and is responsible for the overall customer experience with Oncology stakeholders in the account.

- For Integrated Delivery Network or multi-specialty accounts, the OKAM will coordinate with the Merck Account Executive who has overall “quarterback” responsibilities for these accounts.

- Establishes relationships and maintains an effective communication network with the customer at multiple levels, including corporate personnel, medical directors in charge of provider networks, quality directors, service line leaders, pharmacy directors and financial directors.

- Conducts internal business strategy discussions and performance reviews routinely to ensure that the Director of Commercial Operations, Customer Team Leader(s), Customer Team Representative(s) and other GHH Personnel understand the customer's business strategy and appropriately support it at all levels.

- Proactively meets with customers to solicit feedback and adjust plans on a regular basis.

Scientific/Clinical Proficiency

- Provides approved, disease and product information and resources to key decision makers and stakeholders at the executive and implementation level within oncology accounts.

- Maintains knowledge of oncology standards of care and emerging clinical trends, relevant diagnostics, and genetic testing advances and is able to articulate approved, on-label product information related to these topics.

- Understands principles of health economics and the clinical implications. Shares specific customer requests with Medical Affairs point for the account to enable appropriate customer engagement when relevant and aligned to account coverage.

- Understands Oncology specific quality initiatives and discusses them using approved Merck resources and messages.

- Develops decision maker relationships in order to support clinical protocol development and care pathway placement with approved, on-label information and resources related to Merck products.

- Engages the Medical Affairs personnel as appropriate in order to properly address customer needs.

- Refers requests for off-label information to the headquarters Professional Information Request process.

Business Acumen

- Conducts oncology-specific market profiling activities to ensure a deep understanding of regional and local health care delivery, influencers and payer systems by the oncology account team .

- Knowledgeable on health economics information related to population management and quality and engages in discussions of them using approved resources. Shares specific customer requests with the Medical Affairs point for the account to enable appropriate engagement when aligned to account coverage

- Knowledgeable on reimbursement relevant to Merck oncology products and provides approved information related to reimbursement process and support for Merck oncology products.

- Knowledgeable on relevant quality metrics, clinical protocols, care pathways, relative cost of care and P4P initiatives.

- Proactively identifies business opportunities with assigned accounts and leads appropriate coordination of effort by the Merck Oncology account team, e.g. supports contracting pull-through with accounts.

- Understands current state and emerging trends in business operations affecting Oncology practice management such as payer initiatives, approved patient financial assistance offerings, EMR capabilities, and pathway development.

Account Management

- Gains deep knowledge of each assigned account through internal research and proactive gathering and integration of information from various stakeholders within the account, e.g. business model, relevant business metrics, unique challenges, and strategic goals.

- Develops a breadth of relationships within each account to ensure an understanding of each account’s objectives, goals, and challenges and identifies approved Merck Oncology resources that are aligned to the customer’s needs.

- Account interactions include, but are not limited to, Oncology “c-suite” executives, Oncology service line leaders and decision makers within large Oncology group practices, integrated delivery networks, Oncology institutions, Oncology physicians groups, and other Oncology key stakeholders who directly impact clinical practice.

- Sets vision, objectives, strategies and plan for use of approved tactics by Oncology account team members, focused on mutual goals of addressing customer’s aligned needs, achieving business objectives, and improving patient health outcomes.

- Coordinates effectively with other GHH personnel to bring approved Merck information and resources to Oncology decision makers in assigned accounts.

- Demonstrates commitment to compliance through understanding of regulations and policies that govern customer interactions and consistent focus on ensuring compliance with them.

- Demonstrates leadership among peers by consistently communicating a clear and appropriate strategy for each assigned account and ensuring the efficient and effective use of approved Merck resources and personnel to achieve business objectives consistent with Merck policies and become a trusted resource for the customer to help improve patient health outcomes.

- Develops and leads an integrated Merck oncology approach for product launch within each account. Proactively engages account team members to plan, effectively implement and evaluate launch activities within accounts.

- Consistently maintains a future focus on emerging trends and patient care needs in oncology, uncovering and reporting underlying issues that may inform broad or account-specific strategies.



- Required: BS/BA

- Preferred: MBA

- Preferred: Science/ Healthcare major and/or Advanced Science, Public Health or Allied Healthcare


- Minimum of (5) years experience in Sales Management for Technical Products, Key Account Management or Managed Care experience or a combination of Sales management /Managed Care/Key Account Management experience

- Minimum of (2) years experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations with a concentration in Oncology

- Current account management experience in calling on large Oncology group practices and/or integrated delivery networks

- Requires travel within a four state geography (Up to 75% travel)

- Strong understanding of the Oncology therapeutic area and the current Oncology marketplace

- Ability to build and develop customer relationships, including the ability to influence senior levels of management and key thought leaders

- Ability to understand, distill and communicate complex scientific and public health related concepts at an appropriate literacy level to diverse audiences

- Recent local market knowledge

- Strong presentation and training skills

- Excellent interpersonal skills with ability to interact with individuals from a variety of cultures, and disciplines

- Strong peer leadership and ability to collaborate with and coordinate activity among individuals in different reporting structures within the organization

- Self-motivated with the ability to perform with a high level of independence

- Strong understanding of compliance-related concepts including the laws and regulations that govern pharmaceutical marketing and sales activities and the importance of compliance in all job-related functions

- Fluent in conversational and written English

- Proficient in Microsoft Excel, PowerPoint, Word and Outlook


- Experience in a strategic or management role with a health plan or medical group preferred

Our employees are the key to our company’s success. We demonstrate our commitment to our employees by offering a competitive and valuable rewards program. Our Company’s benefits are designed to support the wide range of goals, needs and lifestyles of our employees, and many of the people that matter the most in their lives. If you need an accommodation for the application process please email us at staffingaadar@merck.com.

Search Firm Representatives Please Read Carefully:

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck. No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.

Visa sponsorship is not available for this position.

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Poster

EEOC GINA Supplement​

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Job: Account Management Generic

Job Title:Sr. Acct. Mgr, Account Management

Primary Location: NA-US-KS-Kansas City

Other Locations: NA-US-Kentucky, NA-US-MO-Kansas City, NA-US-Arkansas

Employee Status: Regular

Travel: Yes, 25 % of the Time

Number of Openings: 1

Hazardous Materials: No

Company Trade Name:Merck

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