Director, Channel Account Management at EMD Serono

Posted in Other 17 days ago.

Location: Rockland, Massachusetts

Job Description:

A career with EMD Serono is an ongoing journey of discovery: our 58,000 people are shaping how the world lives, works and plays through next generation advancements in Healthcare, Life Science and Electronics. For more than 350 years and across the world we have passionately pursued our curiosity to find novel and vibrant ways of enhancing the lives of others. EMD Serono is a business of Merck KGaA, Darmstadt, Germany.

United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life. Joining our Healthcare team is becoming part of a diverse, inclusive and flexible working culture, presenting great opportunities for personal development and career advancement across the globe.

This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US.

Your role:

You will be responsible for Channel accounts, including Full Line Wholesale, Specialty Distribution, Specialty Pharmacy and Retail Pharmacy. Management for these accounts will support EMDS objectives for patient access, positive and consistent patient experience, cost effective services and customer confidence in product integrity. This role is uniquely positioned to capitalize on the vertically-integrated nature of the Channel segment, to leverage the full scope of the EMDS business relationship and opportunities for business development. This role requires the ability to build constructive business relationships and effectively communicate, collaborate, motivate and influence both external and internal partners. Responsible for developing and implementing an account specific strategic plan in collaboration with key internal cross-functional stakeholders. This position will require innovation, creativity and attention to detail. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. You will understand the patient, prescriber, payer, and physical flow for each EMDS brand and for the key competitors. Most importantly understand how this knowledge connects to the business models of the accounts, and the decisions those accounts make related to EMDS and competitor products. Understand the needs and expectations of organizational roles that have accountability for success and decisions across the commercial functions; including Therapeutic Areas, Market Access, Sales, Medical, Finance, etc
Understand the roles that support the Channel Segment includingSupply Chain, Planning, QA, data reporting/analysis, forecasting, financial planning and budget management. This role requires the ability to achieve Channel strategic goals which include; contract development, negotiation, implementation and performance management. Understand the business models and drivers of revenue and profitability for your assigned accounts, including Full-Line Wholesale, Specialty Distribution, Specialty Pharmacyand Retail Pharmacy.

  • Understand the flow of product, transactions and dollars for the EMD Serono products

  • Be aware of industry trends related to health care delivery models, reimbursement models, regulatory, product mix, mergers/acquisitions/divestitures, and how these trends impact the account's businesses today and, in the future,

  • Understand who the key business leaders are that have accountability for success and decisions across the account business units, and how their organizations are structured

  • Understand the capabilities, capacities and constraints of the account's assets for distribution, dispensing, data sharing, metrics, transactional management, contract management, reverse logistics

  • Understand who the key end-customers of the account's business units, and the competitive dynamics that exist in the account's markets

  • Ability to effectively build relationships, and communicate, collaborate and motivate these external partners to support EMDS business goals

  • Ability to effectively work with the account business units for business development planning, agreement negotiation, implementation, performance management and compliance.

Who you are:

Minimum Required:

  • Bachelor's degree

  • English language fluency

  • 8-10+ pharmaceutical and/or biotech experience required in Large Account Management, Field Sales, GPO, Government and/or Managed Care, with a track record of consistently meeting or exceeding goals

  • 4+ Years direct experience in account management for Channel Accounts (Specialty Pharmacy, GPO, Specialty Distribution, Wholesale) with demonstration of outstanding results and/or;

  • Executive and business-to-business selling with experiencenegotiating large direct purchase contracts with demonstration of successful results

  • niche market and competitive environments

  • complex sales/distribution/reimbursement channels

  • working successfully within a matrixed organization

  • At least one of the following is required: knowledge of Neurology, Oncology, and / or Fertility products

  • Executive relationships at key access influencers in Channel segment; Specialty Pharmacy, Specialty Distribution, GPO, Wholesale and Retail Accounts

  • Ability to travel, mostly domestic, up to 60% (with infrequent international travel a possibility);Could be greater at certain times such as during a product launch or contract negotiations

  • Normal and routine office duties


  • MBA or advanced degree

  • 2+ Years sales/management experience with demonstration of successful results

  • 2+ Years experience in biotechnology/injectables market

  • History of successful cross-functional partnerships across multiple internal stakeholder groups

  • Managed care marketing, brand management and/or contracting experience

  • Experience in Oncology with knowledge of reimbursement for medical benefit products

What we offer: With us, there are always opportunities to break new ground. We empower you to fulfil your ambitions, and our diverse businesses offer various career moves to seek new horizons. We trust you with responsibility early on and support you to draw your own career map that is responsive to your aspirations and priorities in life. Join us and bring your curiosity to life!

Curious? Apply and find more information at

The Company is an Equal Employment Opportunity employer. No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law. This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment. Any applicant or employee who believes they have been discriminated against by the Company or anyone acting on behalf of the Company must report any concerns to their Human Resources Business Partner, Legal, or Compliance immediately. The Company will not retaliate against any individual because they made a good faith report of discrimination.

Job Requisition ID: 225012

Location: Rockland

Career Level: D - Professional (4-9 years)

Working time model: full-time