Associate Director, Accounts Management - 340(b):

Upper Gwynedd Pennsylvania
Requisition ID: ACC004693

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Merck’s Global Human Health (GHH) Division abides by a “patient first, profits later” ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world. The organization is comprised of sales and marketing professionals who are passionate about their role in bringing Merck's prescription medicines, vaccines, and other medical products to our customers worldwide.

The Associate Director, Account Management role will be the Integrated Accounts Management lead in the 340(b) segment, helping the organization navigate and manage increased scrutiny of the segment and increased customer outreach.  Within Merck, the role will have significant interaction with field based Account Executives and Directors, Brand and Payer Marketing, Legal, Compliance and Finance.  Externally, the role will have direct account management interaction with Coverd Entities and third party consultants providing 340(b) specific services to Merck.

This role joins a team responsible for the Federal, GPO, Sub-Acute and Integrated Delivery Network accounts that span multiple states and multi-regional operating groups. As such, these accounts have the ability to significantly influence local sales performance (both gross and net). These accounts represent a rapidly growing portion of Merck sales such that a change to the business relationship could represent a significant impact on Merck business.  This role will be responsible for building trust and credibility with customers through strong interpersonal skills, in depth knowledge of the 340(b) segment and understanding and communication of customer and Merck perspectives.

Primary responsibilities include and are not limited to the following:

  • Acts as the deep subject matter expert on 340(b) for Integrated Accounts Management
  • Will collaborate with internal stakeholders, field sales and IAM sales management to ensure IAM input into new Merck 340(b) capabilities and covered entity outreach plans
  • Provides insight to brand / payor brand marketing on risks and opportunities within the 340(b) market
  • Provides account management support to finance and 3rd party auditors that are directly engaged with covered entities questioning purchase trends or in instances of self-disclosure or audit due to breach of 340(b) rules and regulations. 
  • Coordinates, as needed, with field and IAM sales teams around outreach to covered entities
  • Oversees development and analysis of 340(b) customer-specific business modeling, ROI and Forecasts that help achieve optimal net sales. 
  • Collaborates with National Account Director to manage the business relationship between Merck and the 340(b) Program Prime Vendor with the following goals:
    • Establishing profitable product access within Merck product strategy
    • Optimizing Net Sales and Contract Performance across Merck's entire portfolio of products
  • Ensuring proper oversight on policy, legal, financial, and environmental provider/health care issues
  • Responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in depth knowledge of the same for Merck. 


Education Minimum Requirement:  

  • BA/BS

Required Experience and Skills: 

  • Minimum of 3 years experience in Sales/Account/People Management, Healthcare, Marketing and/or Finance.  
  • Demonstrated Leadership skills
  • Strong Business Acumen
  • Healthcare business knowledge

Preferred Experience and Skills:

  • Experience working in cross-functional teams
  • Strong Negotiation / Contracting skills
  • Strong Analytical skills

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life. 


If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to


Search Firm Representatives Please Read Carefully: 

Merck & Co., Inc. 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.


Visa sponsorship is not available for this position.


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Job: Account Management Generic
Other Locations:
Employee Status: Regular
Travel: Yes, 25 % of the Time
Number of Openings:
Shift (if applicable):
Hazardous Materials:
Company Trade Name: Merck
Basic Qualifications