{"id":3718742,"url":"https://alion.io/job/merck-co-associate-director-account-management","title":"Associate Director Account Management","company":{"id":3768,"name":"Merck & Co.","domain":"msd.com","url":"https://alion.io/company/msd","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"A","score":98,"open_postings":176,"ghost_share":0.028,"stale_share":0.114,"repost_share":0.165,"time_to_fill_p50_days":16,"computed_at":"2026-11-05T05:54:30Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["North Wales, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":142400,"max":224100,"currency":"USD","period":"year","gross":null,"usd_annual":224100},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[{"name":"IAM","optional":false}],"status":"live","first_seen_at":"2026-11-03T00:00:00Z","employer_posted_date":"2026-11-03","last_verified_at":"2026-11-06T05:00:30Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"Job Description\nThis opportunity will be hybrid or remote, but the remote position is only applicable for those that are not within commutable distance to the primary site noted in posting. If commutable, the position will be hybrid. Please note that standard commute is (less than) \nRole Summary:\nEach Integrated Account Management (IAM) Customer Manager (CM) at our company delivers best-in-class, end-to-end contracting services, providing affordable patient access through customer and internal relationships that they develop. The Utilization Based Contracting Team (UBC) manages payer contracting relationships that are central to our company commercial and government business.\nThe UBC CM connects and interprets customer, field, and headquarters perspectives to deliver customer contracts. In close partnership with the designated National Account Director (NAD), this role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate.\nThe CM manages the end-to-end contract lifecycle from development through implementation in coordination with field personnel for our health plan and PBM contracts.Incumbents in this role must have advanced proficiency in both cross-functional (e.g., communication, project management) and domain-specific (e.g., access strategy, financial acumen) competencies.\nPrimary Responsibilities:\nManages end-to-end contract process by drafting, revising, and negotiating utilization-based contracts for pharmaceutical and medical benefit products.\nServes as internal-facing counterpart to NAD to drive activities such as:\nImplementation and negotiation of contracting initiatives.\nEvaluation/review of account performance and segment trends to optimize net sales for our company products.\nBalance improved customer performance with our company business objectives.\nIdentification and execution of contracting opportunities that meet profitability and access objectives.\nEngagement with our company Senior Leadership to conduct business reviews, suggest strategic approaches to navigate customer relationships, and identify opportunities to optimize internal business objectives.\nDevelopment and implementation of Customer Account Plans.\nEstablishes and maintains meaningful relationships with internal and external contract decision makers.\nDrives collaboration among our company stakeholders (e.g., CCE, Finance, Payer Marketing) to work toward agreements that are mutually beneficial to the Customer and Our company.\nInterprets legal language and understands its implications to develop Terms & Conditions (T&C), including identifying business-related areas of risk and exposure, in partnership with commercial attorneys or other internal counsel.\nUnderstands rules and contracting processes; uses that knowledge to identify creative solutions to successfully negotiate with internal our company teams and/or Customers.\nCoordinates financial, trend, or data modeling analytic results and implications to support negotiations.\nOversees internal evaluations and analyses of customer contracts.\nUtilizes data analytics techniques to inform inputs/outputs of sophisticated analyses; can draw logically sound, data-driven conclusions about contract scenarios.\nAccurately applies appropriate analogy models and customer understanding to best recommend discounting options with customer financial modeling and profitability metrics.\nMonitors marketplace trends and regulatory changes that could influence contracts.\nProactively gathers and analyzes product level information from other CMs and collaborates with Payer Marketing to guide payer marketing strategies.\nDemonstrates awareness of and sensitivity by creating experiences for all customers and coworkers.\nUtilizes strengths and acceptance in team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance.\nAdditional Qualifications and Experience\nRequired\nBA/BS degree or equivalent\nProven account management capability with PBM, MCO, and Health Plan accounts\nProven ability to negotiate, finalize, and execute on contracts\nProven ability to deliver high accuracy financial analyses and communicate results to senior leadership\nProven ability to drive key initiatives to completion and deliver results on time\nProven ability to set clear priorities, adapt quickly, and deliver results in a fast-moving environment\nProven ability to think strategically, build strong relationships, make sound business decisions, analyze complex issues, and turn plans into action\nRequired Skills:\nAccount Management, Account Management, Account Planning, Accounts Development, Account Strategies, Bidding Process, Commercial Contract Management, Contract Agreements, Contracting Strategies, Contract Management, Contracts Analysis, Cross-Functional Leadership, Customer Advocacy, Customer-Focused, Customer Relationships, Data Analysis, Financial Acumen, Financial Analysis, Managed Accounts, Market Access, Market Research, Negotiation Planning, Operational Delivery, Payer Marketing, Pharmaceutical Industry {+ 7 more}Preferred Skills:\nCurrent Employees apply HERE\nCurrent Contingent Workers apply HERE\nUS and Puerto Rico Residents Only:\nOur 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.\nAs 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. Asa 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:\nEEOC Know Your Rights\nEEOC GINA Supplement\nWe 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.\nLearn more about your rights, including under California, Colorado and other US State Acts\nThe primary location for this posting is:\nUSA - REMOTE - REMOTEWhere required by law, the compensation range for this role is provided below.\nThe salary range for the primary location of this role is:\n$142,400.00 - $224,100.00This range reflects the Company's reasonable expectation of the base salary applicable to this role at the time of 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.\nWe 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.\nAdditional location(s): Please note the salary range above applies to the Primary Location of the position. Where a role has other listed locations, different compensation guidelines may apply. You may find the salary ranges for additional locations below. If the salary range is not listed for the location you are applying to, our Talent Acquisition team will provide further information to you relevant to your location.\nAdditional location(s) Compensation Information:\nSan Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance\nLos 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\nSearch Firm Representatives Please Read Carefully\nMerck & 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.\nEmployee Status:\nRegularRelocation:\nNo relocationVISA Sponsorship:\nNoTravel Requirements:\n10%Flexible Work Arrangements:\nRemoteShift:\n1st - DayValid Driving License:\nNoHazardous Material(s):\nn/aJob Posting End Date:\n11/11/2026*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. 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