North Wales, Pennsylvania

Job Description

National Account Director - Physician Distributors

US Vaccines, Contracting & Distribution Strategies

Job Description:

The primary responsibility of the National Account Director (NAD) for Physician Distributors in the US Vaccines Contracting & Distribution Strategies team is to develop and manage business relationships with US-based Physician Distributors that are responsible for the distribution and management of vaccines.  Through these business relationships, the NAD leads the account management efforts and maximizes the appropriate utilization of our company products while bringing resources and solutions to customers that contribute to better health outcomes for patients.  The Account Director works with personnel from the Order Management Center, our Manufacturing Division Supply Chain Management, Field Sales teams, Brand Marketing teams and other areas across our Company to ensure product access and availability to customers.  In addition, this role will have some hybrid responsibilities which include account management for some Physician Organization Buying Groups (POBGs). 

Specific job responsibilities include:

  • Account and business planning (strategic and tactical) for the entire vaccine portfolio by customer

  • Collaborates with leadership and headquarter function colleagues to lead the negotiation of Distribution Service Agreements (DSAs) and execute DSAs and other product contract offerings as appropriate

  • Collaborates with leadership and headquarter function colleagues to lead the negotiation of POBG Agreements and execute POBG Agreements and other product contract offerings as appropriate

  • Accountable for individual account performance against strategic, financial, and product access objectives

  • Collaboration with the customer teams to identify and pursue areas of mutual opportunity based on better health outcomes for patients and the business capabilities of these customers

  • Execute and contribute to the development of vaccine distribution strategies and POBG segment strategy

Education Minimum Requirement:  

  • BS/BA Required; MBA Preferred 

Required Experience and Skills:  

  • Minimum 5 years of combined organized customer related experience at the Associate Director/Director level (e.g. Customer Team Leader, Portfolio Marketing, Payer/Managed Care Marketing, Customer  Marketing, Planning)

  • Minimum 3 years of organized customer experience in an account executive/leader role (e.g. AE, VKCL)

  • Demonstrated business acumen and account management skills

  • Broad and deep understanding of health care trends and policy, customer ecosystem, distribution channels, buy and bill model

  • Strategic and tactical planning skills

  • Consultative selling skills with clinical and scientific knowledge

  • Project management skills

  • Candidates should be self-motivated and demonstrate the ability to drive business results, solve problems, effectively communicate (oral and written), collaborate with internal and external stakeholders, and build diverse business relationship networks

  • 50% overnight travel when outside of the pandemic phase

Preferred Experience and Skills:   

  • Preferred experience in pharmaceutical distribution, vaccine distribution, &/or specialty distribution.

  • Preferred skills include contracting strategy, contract negotiations, and solution development.

  • Experience in Retail Pharmacy

  • Experience in innovative distribution and service models

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.

Invent. Impact. Inspire.


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.

Residents of Colorado

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US and Puerto Rico Residents Only:

Our 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.

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

EEOC Poster

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We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

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:

Not Specified


1st - Day

Valid Driving License:


Hazardous Material(s):

Number of Openings:


Requisition ID:R123428

North Wales, Pennsylvania

Today's Merck is a global healthcare leader working to help the world be well. Merck is known as MSD outside the United States and Canada. Through our prescription medicines, vaccines, biologic therapies, and consumer care and animal health products, we work with customers and operate in more than 140 countries to deliver innovative health solutions. We also demonstrate our commitment to increasing access to healthcare through far-reaching policies, programs and partnerships. For more information, visit

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