Job Description

Applicants for this role should be ready to share relevant experiences that reflect the required responsibilities and knowledge of current trends in these market segments.

The main function of the National Account Director (NAD) for Group Purchasing Organizations within Integrated Account Management is to establish and manage key business relationships with U.S.-based National GPOs (Group Purchasing Organizations), Integrated Delivery Networks (IDNs), Pharmacy Network Groups, and Specialty/Outpatient GPOs (including those overseen by National GPOs). The NAD drives our company mission to optimize the use of our portfolio and provide resources and solutions that enhance patient outcomes. Building solid connections throughout GPOs, their networks, and members is crucial to understand and meet customer requirements. The NAD must possess comprehensive knowledge of GPO, IDN, Pharmacy, and Specialty/Outpatient GPO markets to help shape our company strategies and educate colleagues.

Key tasks include, but are not limited to: developing strategic and operational account plans for our company entire product and vaccine range at the profit and loss level per customer; supporting corporate objectives related to GPO and associated segments; regularly briefing senior leaders; negotiating and finalizing GPO contracts and product offerings; monitoring performance against key targets; and collaborating on initiatives that benefit both our company and customers.

The NAD partners with internal teams from Customer Contract Management (finance), Contracting Capability Evolution (data and analytics), Payor Brand Marketing, regional/local account teams, Legal, Senior Leadership, and Field Sales to further company-wide projects and ensure product availability. They navigate complex topics among stakeholders to promote opportunities and must be comfortable demonstrating strong communication and collaboration skills to facilitate national product access via IAM and sales teams. Experience working with senior leadership and cross-functional teams is essential for addressing intricate issues and identifying new market prospects.

Key Responsibilities include, but may not be limited to:

• Secure broad and profitable formulary inclusion for our company products across GPOs, IDNs, Pharmacy Networks, and Specialty/Outpatient GPO clients.

• Present information to external and internal senior leaders across a variety of functions and departments.

• Create and execute strategies aligned with organizational priorities to achieve or exceed goals for our company products among GPOs and their affiliate groups.

• Advocate for the GPO, IDN, Pharmacy Network, and Specialty/Outpatient GPO market segments within our company, proactively recognizing, summarizing, and communicating account needs, risks, and opportunities.

• Lead efforts in these segments with informed strategic perspectives that encourage positive change.

• Ensure prompt market access for newly launched products.

• Coordinate with local account teams nationwide to support contract execution and address unique requests for contractual terms.

• Oversee product performance at both national and local levels, seeking improvements or mitigating threats by collaborating with headquarters and field teams as needed.

• Design and maintain thorough strategic account plans.

• Develop deep insight into customer organizations to tailor strategies that address both client and our company requirements.

• Understand clients’ capabilities and services and ensure our company stakeholders are aware of how to access them.

• Work with Payer Marketing and Contract Management & Operations to maximize product uptake and implement agreements.

• Remain current on regulations and industry trends affecting GPO, IDN, Pharmacy, and Specialty GPO sectors.

• Handle administrative duties such as timely registration for conferences and industry events.

• Adhere to Compliance Policies and Procedures.

​

Position Qualifications:

Minimum Requirements:

• Bachelor's degree (BA/BS/BSN).

• Minimum 7 years of experience in pharmaceutical sales, marketing, integrated account management, or relevant account management roles.

• Strong business acumen, along with a robust understanding of managed markets and policies related to GPO, IDN, and medical group markets.

• Self-driven and able to work independently to deliver strong results.

• Strong verbal and written communication skills, including the ability to explain complex ideas clearly.

• Proven ability to collaborate effectively with internal and external partners, including senior leaders.

• Demonstrated skill in building and maintaining diverse professional networks.

• Ability to effectively share clinical and product knowledge with a variety of stakeholders.

Preferred:

• Prior experience working with corporate clinical, financial and operational decision makers at any of the following GPOs: HealthTrust Purchasing Group (HPG), The Resource Group (TRG), Ascension, Premier, and Minnesota Multistate Contracting Alliance for Pharmacy (MMCAP).

• Experience in specialty GPO markets, contract negotiation and procurement (including structuring and modeling), private label product management, planning for loss of exclusivity, solution development, and business planning.

Required Skills:

Account Management, Account Management, Animal Vaccination, Brand Marketing, Business Acumen, Business Planning, Buy-and-Bill Process, Commercial Account Management, Communication, Consultative Selling, Contract Management, Customer Needs Assessments, Customer Relationship Management (CRM), Finance, Financial Acumen, Healthcare Trends, Innovation, Interpersonal Relationships, Market Analysis, Negotiation, Payer Marketing, Pharmaceutical Sales, Pharmacy, Pricing Strategies, Procurement Contracts {+ 4 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics.  As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities.  For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

EEOC Know Your Rights

EEOC GINA Supplement​

We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

Learn more about your rights, including under California, Colorado and other US State Acts

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, Monday - 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”.

The salary range for this role is

$190,800.00 - $300,300.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits.  Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.

You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

Search Firm Representatives Please Read Carefully 
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:

Regular

Relocation:

No relocation

VISA Sponsorship:

No

Travel Requirements:

25%

Flexible Work Arrangements:

Remote

Shift:

1st - Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

03/20/2026

*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:R387687