Oncology Key Accounts Market Leader

at Merck in Dover, Delaware, United States

Job Description

Job Description

Subject to applicable law, all prospective hires will be required to demonstrate that they have been fully vaccinated for COVID-19 or intend to be vaccinated for COVID-19 by November 1, 2021, or qualify for a medical or religious accommodation to this vaccination requirement. Hired candidates who are not vaccinated by November 1, 2021, and who have not been approved for a legally-required medical or religious accommodation will be subject to disciplinary action up to and including termination of employment, subject to applicable law.

Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources. We support healthcare providers and healthcare systems meet the goals of the patients in their communities.

The Oncology Key Accounts Market (OKAM) Leader has overall accountability for the management and results of their assigned Oncology and Urology accounts supported by their direct reports, Oncology Key Account Managers (OKAMs) who account for ~60% of the US Oncology business. This includes staffing and selection of the OKAM account team members, development of strategic plans, resource allocation decisions, ownership/management of the “customer experience,” and accountability of sales.

The Oncology Key Account Manager (OKAM) is the primary Oncology point of contact for Our Company with large Oncology and Urology group practices and integrated delivery networks. This is a critical role in establishing Our Company as a leader in Oncology and Urology.

The Oncology Key Account Management team has a deep understanding of oncology and urology 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 and Urology account and provide strong collaboration and coordination with other customer facing roles. This position will support the Oncology OKAMs and recently announced Urology OKAMs covering the Western region.

This is a field based position that will cover the West and Central regions of the United States. Travel is required.

Primary Responsibilities

People Management:

+ Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse, & customer-centric, integrated regional OKAM team

+ Sets appropriate expectations, assesses, and helps optimize OKAM performance

+ Rewards and retains team members based on results and by creating an environment supportive of growth and development

+ 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

Customer Management:

+ Has ultimate responsibility for portfolio of customers and ownership of the “customer experience”

+ Responsible for OKAM delivery of customer experiences that demonstrate value

+ 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

+ Collaborates closely with all stakeholders including surround sound and IAM understand health care trends ensure consistency with customer base

Business Operations:

+ Leads and sponsors OKAM 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 OKAM to maximize business

+ 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

+ Integrates brand and customer strategies into overall strategic plan

+ Ensures that organization follows policies, business practices, and compliance guidelines

Education Minimum Requirement

+ BA/BS degree

Required Experience and Skills

+ 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 in Oncology

+ Requires >50% regular overnight travel

+ Ability to travel within assigned geography (West and Central U.S.)

Preferred Experience and Skills

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 and Urology therapeutic area

+ 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 worldwide.

Who we are …

We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world’s most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for …

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us-and start making your impact today.


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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Job Posting: JC194920816

Posted On: Oct 15, 2021

Updated On: Oct 24, 2021