Job DescriptionThe hybrid Account Executive (AE)/Customer Manager (CM) is responsible for developing and implementing long-term Customer Account Plans and contracts supporting the Medicaid segment. This role involves strategic account management activities that optimize market access and strengthen customer partnerships.
This hybrid role will interact externally with state Medicaid agencies, Pharmacy Benefit Administrators and various outside vendors. Routine internal interaction includes field-based Account Executives and Directors, Brand and Payer Marketing, Legal, Finance, State Government Affairs and Global Market Access & Pricing (GMAx). The hybrid AE/CM acts as a unique and critical connection point in this dynamic environment to bridge field and internal stakeholders for the purpose of reaching mutually beneficial customer contracts. This role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate. 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.
Core Responsibilities:- Develops and implements long-term Customer Account Plans supporting the Medicaid segment.
- Collaborates closely with Government Affairs Directors and Payer Account Executives to coordinate state-level engagement strategies and identify & monitor impact of legislative and policy developments.
- Builds trusted relationships with key Medicaid stakeholders, including State Medicaid agencies, Pharmacy Benefit Administrators, and other payer decision-makers.
- Facilitates clinical presentations and conducts business discussions with customers.
- Identifies customer priorities, emerging policy trends, and market dynamics to inform the development and execution of the overall Medicaid market access strategy.
- Supports awareness of government contracting / reporting requirements to ensure that pricing implications to Medicaid are both identified and considered in other relevant customer contracting.
- Executes and maintains supplemental rebate agreements, including pre- and post- contract analyses.
- Understands rules and contracting processes; uses that knowledge to identify creative solutions to successfully negotiate with internal our company teams and/or customers.
- Establishes and maintains meaningful relationships with contract decision makers inclusive of internal and external stakeholders.
- Effectively builds trust with the customer and internal our company personnel to drive timely business decisions.
- Accurately applies appropriate analogy models and customer understanding to best recommend discounting options with customer financial modeling and profitability metrics.
- Interprets legal language and understands its implications, including identifying business-related areas of risk and exposure.
- Drives collaboration among our company stakeholders (e.g., State Government Affairs, CCE, Finance, Payer Marketing) to work toward agreements that are mutually beneficial to the customer and our company.
- Advocates for customer needs and priorities with internal stakeholders while also considering our company business objectives.
- Monitors marketplace trends and regulatory changes that could influence contracts or our company product utilization.
- Proactively identifies opportunities to bring value to the customer(s) and provides recommendations to leadership.
- Prepares financial, trend, or data modeling analytic results and implications to support negotiations.
- Works in partnership with Finance to prepare quarterly sales and discount forecasts for the segment.
- Demonstrates awareness of and sensitivity by creating experiences for all customers and coworkers.
- Utilizes strengths and acceptance of team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance
Qualifications:Required:- BA/BS degree or equivalent
- Minimum of 5 years' experience in the pharmaceutical/healthcare industry engaged with marketing or account management
- Direct account management, customer contracting and financial analysis, customer marketing, and/or pharmaceutical supply chain experience
- Demonstrated ability to deliver on key initiatives and prioritize to work effectively in a fast-paced, dynamic environment
- Demonstrated ability in strategic, relational, business-minded, analytical, and operational capabilities
- Demonstrated cross-functional leadership, including ability to influence without direct authority and lead through collaboration
- Travel the amount of time the role requires, ~25%
Preferred:- Understanding of Medicaid segment, including Fee-for-Service and Managed Medicaid
- Advanced degree in related discipline (e.g., Finance, MBA, Health Administration)
- 2+ years in IAM CM Role, CM Support Role, or CM Stakeholder Role
- Demonstrated ability to negotiate, execute, and implement contracts
- Field sales experience
Required Skills: Account Management, Account Management, Brand Marketing, Contract Management, Cross-Cultural Teams, Customer Marketing, Customer Needs Analysis, Customer Partnerships, Data Analytics, Fast-Paced Environments, Financial Acumen, Financial Modeling, Government Contracts, Healthcare Trends, Identifying Sales Opportunities, Interpersonal Relationships, Key Account Planning, Managed Care Marketing, Market Access, Marketing, Marketing Management, Market Research, Payer Marketing, Pharmacy Benefits Management (PBM), Profit Planning {+ 2 more}
Preferred Skills: Current Employees apply HERE
Current Contingent Workers apply HERE
San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance
Los 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
Search Firm Representatives Please Read Carefully Merck & 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.
Employee Status: Regular
Relocation:No relocation
VISA Sponsorship:No
Travel Requirements:25%
Flexible Work Arrangements:Remote
Shift:Not Indicated
Valid Driving License:Yes
Hazardous Material(s):n/a
Job Posting End Date:08/16/2026
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