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Institution Key Account Manager - Toronto, Ontario Job Toronto Canada,  

Posted on : 10 April 2017

Project Description

Institution Key Account Manager - Toronto, Ontario-ACC004281DescriptionToday s Merck is aglobal health care leader with a diversified portfolio of prescriptionmedicines, vaccines and animal health products. Today, we are building a newkind of healthcare company  one that is ready to help create a healthierfuture 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 tocreate an environment of mutual respect, encouragement and teamwork. As part ofour team, you ll have the opportunity to collaborate with talented anddedicated colleagues while developing and expanding your career.Reporting to the National Key AccountManager, the Institution Key Account Manager (IKAM) is responsible to partnerwith his/her customers to develop business solutions that will drive profitablegrowth for Merck.TheIKAM implements strategic, long-term business plans, leads value creation initiatives,and addressing previously unmet and/or evolving needs. The IKAM is the primarypoint of contact for the Account.The IKAM is accountable for attaining,maintaining, and optimizing the formulary listing for all brands in theassigned hospitals or institutions (key accounts), as well as leading theresolution of customer needs through relevant, value-added solutions.The IKAM works closelywith colleagues in Access Strategy, Government Affairs, Sales, Marketing, andMedical Affairs to ensure that there is strong cross-functional engagement withstakeholders in the key accounts.Main Responsibilities:Accountplan development, implementation and tracking: Develop and manage strategic accountplans for key accounts at the hospital/institution or regional authoritylevel. This includes:- Creatingaccount plans, mapping key decision makers and influencers (likely includes C-Suite, members of Pharmaceuticals andTherapeutics Committees, Regional Health Authorities, senior management of keyinstitutions) and establishing strong relationships within the hospital /institution.- Aligningaccount priorities to those of the customer, Merck Canada and individualbusiness units.- Leadingcommercial discussions around formulary access.Implementing strategies and tactics to ensure optimal listing and usageof Merck s portfolio of products.- Ensuringhospital has necessary information and support (e.g.: protocol, treatmentalgorithms, guidelines, product supply, etc.) to support product usage afterlisting.Qualifications- Universitydegree in business or sciences.- Minimumof 3 years of relevant experience in key account management and or specialtysales in the pharmaceutical industry.- Minimumof 2 years of experience working successfully with key stakeholders or highinfluence customers in hospitals.- Experiencein oncology, specialty care, and/or other hospital-based therapeutic areas willbe considered an asset.- Thoroughunderstanding of gaining and optimizing formulary access/listing in hospitals.- Solidunderstanding of the general Canadian pharmaceutical industry environment,including drug reimbursement, provincial funding and listing, privateinsurance, public policy, patient advocacy, and key stakeholders of all theabove.- Abilityto build and develop networks and customer relationships, including ability toinfluence at all levels (including senior hospital / institutionaladministrators and key thought leaders).- Abilityto quickly learn about new diseases, the product markets, business and patientneeds, and apply that knowledge to commercial discussions effectively andwithout undue complexity.- Abilityto thrive amid ambiguity and quickly adapt to changes.- Strongstrategic thinking, analytical, negotiating, and decision-making skills.- Excellentverbal and written communication skills.- Proficiencyin office technology and related software.- Travelrequired (5-10% for conferences and company meetings requiring one or moreovernight stays).- Language:English (French would be an asset).Our employees are the key to our company's success. Wedemonstrate our commitment to our employees by offering a competitive andvaluable rewards program. Merck's benefits are designed to support thewide range of goals, needs and lifestyles of our employees, and many of thepeople that matter the most in their lives. Merck is an equal opportunityemployer, proudly embracing diversity in all of its manifestations. Search Firm RepresentativesPlease Read Carefully:Merck is not accepting unsolicited assistance from search firmsfor this employment opportunity. Please, no phone calls or emails.All resumes submitted by search firms to any employee at Merck via-email, theInternet or in any form and/or method without a valid written search agreementin place for this position will be deemed the sole property of Merck. Nofee will be paid in the event the candidate is hired by Merck as a result ofthe referral or through other means.Job: Account Management Generic ONCJob Title:Customer Mgr, Account ManagementPrimary Location: NA-CA-ON-TorontoEmployee Status: RegularNumber of Openings: 1Company Trade Name:Merck Job Segment: Account Manager, Medical, Oncology, Pharmaceutical, Pharmaceutical Sales, Sales, Healthcare, Science


Toronto, ON, CA

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