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Merck National Long-Term Care (LTC) Account Executive in Fort Wayne, Indiana

Job Description

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

Role Summary:

The Long-Term Care Account Executive (AE) in Integrated Account Management (IAM) will develop and manage business relationships with US-based Long-Term Care GPOs, Pharmacies, Professional Societies and Nursing Home customers. Through these relationships, the AE leads our Company's efforts to maximize appropriate utilization of its portfolio while bringing resources and solutions to customers that contribute to better outcomes for patients.

Primary Activities & Responsibilities

The AE will be responsible for account and business planning (strategic and tactical) for the entire our Company portfolio of products and vaccines at a P&L level, by customer; negotiation and execution of pharmacy discount agreements and product contract offerings; individual account performance against strategic, financial and product access objectives; and account collaborations that result in business solutions of mutual benefit to both our Company and the customer.

The AE works with internal personnel from the Customer Contract Management (Finance), Payor Brand Marketing, Marketing, and Field Sales teams across our Company to ensure product access and availability to all our customers. The AE will be responsible for re-invigorating our focus in the long-term care segment and will need to champion customer opportunities internally with the aforementioned stakeholders.

Other core responsibilities include:

  • Ensure broad, profitable formulary access for our Company products within select long term care GPO’s

  • Effectively manage the contracting process

  • Develop and implement strategy to meet or exceed goals of our Company products for LTC pharmacies, LTC nursing home chains, and LTC organizations

  • Ensure rapid access for launch products

  • Create and maintain strategic account plans

  • Implement value-added programs intended to enhance the customer relationship

  • Develop an extensive understanding of the customers' organizational goals in order to assess their needs and develop plans/programs to meet both the needs of the customer and those of our Company

  • Identify brand opportunities within transition of care pathways between LTC and other sites of care

  • Interface with Payer Marketing and Contract Management and Operations to maximize product access and pull-through

  • Represent the LTC channel within our Company, proactively identifying, summarizing, and communicating LTC account needs and the evolution of the LTC marketplace

  • Maintain a high level of knowledge of the long-term care regulations and healthcare trends

  • Manage administrative requirements of the job

  • Understand and apply Compliance Policies and Procedures


  • BA/BS + 6-8 years of sales experience or 10+ years of the following equivalent experience, with at least 4 years in pharmaceutical, biotech or healthcare industries preferred:

  • Professional sales experience

  • Work experience in the healthcare/scientific field (including pharmaceutical, biotech, or medical devices) that is not sales related,

  • Professional marketing experience, or

  • Military experience


  • Minimum of six (6) years sales experience

  • Minimum of five (5) years of Account Management experience in the Long-Term Care market segment as an account executive/leader role or a minimum (8) years of combined healthcare-related experience at the Associate Director/Director level (e.g. Account Management, Payer, Institutional, Integrated Delivery segments, Market Strategy Development)

  • Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)

  • Strategic and Tactical Planning skills

  • Consultative Selling skills with clinical and scientific knowledge

  • Negotiation skills

  • Experience working in cross-functional teams

  • 25-50% Overnight Travel

  • Valid U.S. driver’s license

Our Human Health Division maintains a “patient first, profits later” ideology. The organization is comprised of sales, marketing, market access, digital analytics and commercial professionals who are passionate about their role in bringing our medicines to our customers worldwide.

Who we are …

We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for …

In a world of rapid innovation, we seek brave Inventors who want to make an Impact in all aspects of our business, enabling breakthroughs that will affect generations to come. We encourage you to bring your disruptive thinking, collaborative spirit and diverse perspective to our organization. Together we will continue Inventing For Life, Impacting Lives while Inspiring Your Career Growth .





In accordance with Managers' Policy - Job Posting and Employee Placement, all employees subject to this policy are required to have a minimum of twelve (12) months of service in current position prior to applying for open positions.

If you have been offered a separation benefits package, but have not yet reached your separation date and are offered a position within the salary and geographical parameters as set forth in the Summary Plan Description (SPD) of your separation package, then you are no longer eligible for your separation benefits package. To discuss in more detail, please contact your HRBP or Talent Acquisition Advisor.

US and Puerto Rico Residents Only:

If you need an accommodation for the application process please email us at

For more information about personal rights under Equal Employment Opportunity, visit:

EEOC Poster (

EEOC GINA Supplement​

OFCCP EEO Supplement (

OFCCP Pay Transparency Rule

We are an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of its manifestations.

Search Firm Representatives Please Read Carefully

Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, 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:



No relocation

VISA Sponsorship:


Travel Requirements:


Flexible Work Arrangements:


Valid Driving License:

Hazardous Material(s):

Number of Openings:


Requisition ID: R101469