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Merck Oncology GPO National Account Director in LEXINGTON, Massachusetts

Job Description

Our Oncology team is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of forward-thinking individuals achieve this through an unwavering commitment to support accessibility to medicine, providing new therapeutic solutions, and collaborating with governments and payers to ensure that people who need medicines have access to them. Our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe.

The National Account Director (NAD) leads all account management efforts with the Oncology Group Purchasing Organizations (GPO) through the creation and development of productive business relationships with the Group Purchasing Organizations HQ team, as well as positive interactions/programs with key GPO members/physician practices.

The National Account Director (NAD) leads all account management efforts with the Oncology Group Purchasing Organizations (GPO) through the creation and development of productive business relationships with the Group Purchasing Organizations HQ team, as well as positive interactions/programs with key GPO members/physician practices.


  • Monitor competitive contracting

  • Solicit GPO input on contract structure

  • Support contract negotiation

  • Engage GPO for contract launch

  • Conduct quarterly business reviews with each GPO HQ

  • Communicate to practices contract terms and conditions only for Oncology portfolio

  • GPOs NADs may provide input regarding exhibits and speaker program experience to US OCAR for internal planning purposes

  • GPO NADs will have no involvement in GPO fee for service discussions other than an initial introduction of GPO HQ to US OCAR for engagement with GPO, if necessary

Interactions with GPO HQ members GPO NADs may :

  • Communicate contract terms and conditions only for Oncology portfolio;

  • Provide the contact information for the GPO HQ Strategic Account Managers (SAMs) if provider member requests specific business performance information.

  • No additional coordination with GPO HQ SAMs regarding GPO member interactions is permitted

GPO NADs may NOT engage in:

  • Business reviews or discussions regarding member business performance

  • Clinical or promotional product discussions; or

  • Joint meetings with our company's FBEs or GPO HQ SAMs with providers when discussing contract terms

Education Minimum Requirement:

  • BS or BA degree

Required Experience and Skills:

  • 3+ years of Oncology GPO account manager or equivalent oncology experience is required, previous large/strategic oncology account management role desired

  • 2+ year of pharmaceutical manager (CTL) experience is required

  • Oncology community customer knowledge and/or oncology GPO knowledge

  • Oncology Product/Disease Knowledge, with buy and bill (Specialty) and Oral specialty pharmacy knowledge desired

  • Problem Solving Skills

  • Communication Skills with executive presence

  • Strong Project Management with experience coordinating broad matrix teams within Oncology roles (OKAM, CTL, OSR, HSOMAD, AEs)

  • Presentation and consultative selling skills

  • Demonstrated successful negotiation skills

  • Conflict Resolution

  • Strategic account planning

  • Highly developed Leadership Skills

  • Analytical Capabilities

  • Working Knowledge: Managed Care Operations, Contracting Strategy, Healthcare Systems Structure and Function

  • Health care trends and policies

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 …

In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth .





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

Search Firm Representatives Please Read Carefully

Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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.

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Requisition ID: R83863