Associate Director, Channel Management & Distribution

Job Description

The position is a customer-facing position which manages our company Wholesaler/Distributor Fee-for-Service agreements for all Human Health, Oncology and Vaccine customer channels.  This role is responsible for utilizing and managing SAP, Microsoft Office systems and, via third party vendor relationships, supporting systems such as Integrichain (Scorecard, Order Monitoring and Data Accessibility) and Liaison (LENS) who handle EDI transaction sets in support of tactical and strategic division objectives and goals.  In collaboration with IAM Pharmacy and Distribution teams, this role provides input and direction via analysis, development and implementation of Channel specific strategies/processes for our company Human Health, Oncology and Vaccine businesses.  This role is also responsible for leading key Order-to-Cash projects that span cross departmental/divisional initiatives.  This position will also support strategic priorities and contracting in other channels as management deems appropriate. 

  

Core Responsibilities 

• As a member of the Product Launch Team, this role evaluates the impact to the Channel Agreements of product supply and launch of new products to meet market and customer demand.  Further, provides direction to Brand Teams and Customer Managers as it relates to the positioning of new, LOE and end-of-life products on Channel Agreements, ensuring appropriate fee metrics are assigned based upon the product’s life cycle status.    

• Manages all Distribution Service Agreements to ensure strict customer adherence to defined performance metrics/criteria.  On a regular basis, collaborates with Legal, CCM, GP, GMAX, Sales, Marketing, Finance, IT (CoE) and our company Manufacturing Division to inform and resolve any customer-related performance barriers.  This responsibility includes:

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-Providing analytics and interpretation/understanding of data to internal colleagues as well as wholesalers/distributors on DSA agreements. 

Acting as a member of the Core Project Team, recommends and negotiates future changes to our company Distribution Service agreements. 

-Develops, implements and monitors key Order-to-Cash performance metrics, and utilizes the data to evaluate the distribution fee earned quarterly, providing feedback to internal partners and customers.  

• Utilizing the Government Pricing reporting system, responsible for the accurate assignment of all our company Human Health and Vaccine Division DSA fee codes and timely reporting of such to Our Government Pricing team. 

• Guides and instructs the National Account Executives, Customer Managers, Associate Directors, and Customer Account Representatives in understanding the elements and customer performance criteria of the various Agreements.  Further, meets regularly with customers to review performance against agreement criteria. 

• Utilizes a variety of software such as SAP, Integrichain, Access, Excel, and desktop software to initiate, design, collect, analyze, and maintain customer data for use in managing DSA agreements. 

• As point for managing our company Authorized Distributor Agreement, collaborates with customers/applicants, our company Legal and IAM teams, ensuring adherence and performance to all legal requirements of the agreement. 

  

Responsibilities related to leading key Order-to-Cash projects that span cross departmental/divisional initiatives include, but are not limited to:     

  

• Development of strategic project plan deliverables and due dates. 

• Organization of and leadership of regularly scheduled team meetings. 

• Assignment and management of action items and due dates including review of planned progress against expected performance. 

• Identification and escalation to senior management regarding project roadblocks, resource needs, potential missed key milestone dates, etc. 

• Lead role for regular updates to senior management regarding project progress against objectives. 

• Proven ability to successfully lead cross departmental/divisional projects that include team members from both inside and outside of OMC department, division and/or company (i.e., Company acquisition/integrations, SAP system upgrades, 3PL Distribution Transitions, Key Product Launch Initiatives, Legal/Regulatory (340B) Adherence Initiatives). 

 

Required 

• Bachelor's degree    

• Master’s degree desirable 

• At least eight (8) years of experience in customer or vendor support, business analysis, or related experience. 

• Proficiency with Excel is required. 

• Ability to work hybrid (3 days per week) in office if located within 50 miles of office location.

  

Preferred 

• Experience with wholesaler distribution service agreements is highly desirable. 

• Order-to-Cash experience with customers is desirable. 

• Experience with SAP is desirable. 

Required Skills:

Account Management, Account Management, Adaptability, Biopharmaceutical Industry, Brand Management, Business Analysis, Contract Management, Customer Data Maintenance, Customer-Focused, Customer Needs Assessments, Data Analysis, Distributor Management, Financial Acumen, Healthcare Reimbursement, Legal Compliance, Logistics, Managing Distribution Channels, Market Analysis, Microsoft Office, Pharmaceutical Industry, Procurement, Product Management, Sales Target Achievement, SAP Enterprise Resource Planning (ERP), SAP Service Management { 4 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

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.

As 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.  As a 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:

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We 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.

Learn more about your rights, including under California, Colorado and other US State Acts

U.S. Hybrid Work Model

Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as “remote”.

The salary range for this role is

$139,600.00 - $219,700.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this 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.

We 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.

You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

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:

No

Hazardous Material(s):

n/a

Job Posting End Date:

12/2/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R375419

Salary : $139,600 - $219,700