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Institution Key Account Manager - Toronto, Ontario Job - Canada  

MSD (company)

Posted on : 10 April 2017

Project Description

Institution Key Account Manager - Toronto, Ontario-ACC004281


Today’s Merck 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 team, you’ll have the opportunity to collaborate with talented and
dedicated colleagues while developing and expanding your career.

Reporting to the National Key Account
Manager, the Institution Key Account Manager (IKAM) is responsible to partner
with his/her customers to develop business solutions that will drive profitable
growth for Merck.

IKAM implements strategic, long-term business plans, leads value creation initiatives,
and addressing previously unmet and/or evolving needs. The IKAM is the primary
point of contact for the Account.

The IKAM is accountable for attaining,
maintaining, and optimizing the formulary listing for all brands in the
assigned hospitals or institutions (key accounts), as well as leading the
resolution of customer needs through relevant, value-added solutions.

The IKAM works closely
with colleagues in Access Strategy, Government Affairs, Sales, Marketing, and
Medical Affairs to ensure that there is strong cross-functional engagement with
stakeholders in the key accounts.

Main Responsibilities:

plan development, implementation and tracking: Develop and manage strategic account
plans for key accounts at the hospital/institution or regional authority
level. This includes:

- Creating
account plans, mapping key decision makers and influencers (likely includes C-Suite, members of Pharmaceuticals and
Therapeutics Committees, Regional Health Authorities, senior management of key
institutions) and establishing strong relationships within the hospital /
- Aligning
account priorities to those of the customer, Merck Canada and individual
business units.
- Leading
commercial discussions around formulary access.
Implementing strategies and tactics to ensure optimal listing and usage
of Merck’s portfolio of products.
- Ensuring
hospital has necessary information and support (e.g.: protocol, treatment
algorithms, guidelines, product supply, etc.) to support product usage after


- University
degree in business or sciences.
- Minimum
of 3 years of relevant experience in key account management and or specialty
sales in the pharmaceutical industry.
- Minimum
of 2 years of experience working successfully with key stakeholders or high
influence customers in hospitals.
- Experience
in oncology, specialty care, and/or other hospital-based therapeutic areas will
be considered an asset.
- Thorough
understanding of gaining and optimizing formulary access/listing in hospitals.
- Solid
understanding of the general Canadian pharmaceutical industry environment,
including drug reimbursement, provincial funding and listing, private
insurance, public policy, patient advocacy, and key stakeholders of all the
- Ability
to build and develop networks and customer relationships, including ability to
influence at all levels (including senior hospital / institutional
administrators and key thought leaders).
- Ability
to quickly learn about new diseases, the product markets, business and patient
needs, and apply that knowledge to commercial discussions effectively and
without undue complexity.
- Ability
to thrive amid ambiguity and quickly adapt to changes.
- Strong
strategic thinking, analytical, negotiating, and decision-making skills.
- Excellent
verbal and written communication skills.
- Proficiency
in office technology and related software.
- Travel
required (5-10% for conferences and company meetings requiring one or more
overnight stays).
- Language:
English (French would be an asset).

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. Merck'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.

Merck is an equal opportunity
employer, proudly embracing diversity in all of its manifestations.

Search Firm Representatives

Please Read Carefully:

Merck 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.

Job: Account Management Generic ONC

Job Title:Customer Mgr, Account Management

Primary Location: NA-CA-ON-Toronto

Employee Status: Regular

Number of Openings: 1

Company Trade Name:Merck

Job Segment: Account Manager, Medical, Oncology, Pharmaceutical, Pharmaceutical Sales, Sales, Healthcare, Science