Director Oncology Commercial Operations – Kidney, GI, & Endometrial (East)

Date: Jun 28, 2019

Location: Philadelphia, PA, US

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Requisition ID: DIR029546

Merck & Co., Inc. Kenilworth, N.J., U.S.A. known as Merck in the United States and Canada, is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where Merck has codified its legacy for over a century. Merck’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

Merck’s Oncology organization is dedicated to delivering breakthrough innovations that extend and improve the lives of cancer patients worldwide. Our team of dauntless, forward-thinking individuals achieves this through an unwavering commitment to supporting accessibility to medicine, providing new therapeutic procedures, and collaborating with governments and payers to ensure that people who need medicines have access to them. At Merck, our focus is on innovation and launch execution excellence; we translate breakthrough science into innovative medicines that help people with cancer across the globe. 

Merck is a global health care leader with a diversified portfolio of prescription medicines, vaccines and consumer health products, as well as animal health products.   Today, we are building a new kind of healthcare company – one that is ready to help create a healthier future for all of us.


Our ability to excel depends on the integrity, knowledge, imagination, skill, diversity and teamwork of people 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.


The Director Commercial Operations has overall responsibility for the management and results of the customer teams for which he/she is responsible. This includes staffing and selection of the customer teams, development of strategic plan, resource allocation decisions, ownership/management of the "customer experience," and accountability of P&L for aggregate assigned customer base. Responsible for the successful pull-through and implementation of the new commercial model transformation (Leads transformation effort).


People Management

Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse & customer centric integrated region team.

Sets appropriate expectations and assesses performance of direct reports

Rewards and retains team members based on results and by creating an environment supportive of growth and development

Ensure understanding and continually reinforce principles of new commercial model and provide formal and informal feedback to HQ regarding status of implementation

Responsible for leading organizational and cultural transformation associated with new model

Lead annual people management processes for employees (performance management, employee development, compensation & rewards); ensure ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives.

Together with direct reports, prioritizes and allocates human resources across customers/accounts.

Customer Management

Has ultimate responsibility for portfolio of customers and ownership of the "customer experience"

Responsible for Customer Teams delivery of customer experiences that demonstrate value and create trust (as defined by the customer)

Develops business relationships with key customers

Builds and maintains relationships with high-level individuals within key customer organizations; including building relationships with key Thought Leaders to support Advocate Development

Interactions with key customers in order to ensure that customer teams and solutions/services are addressing needs of those accounts/customers.

Serves as resource for Customer Manager & Business Manager in order to foster customer relationship-development, implements an effective customer-centric approach, demonstrates the importance of the customer to Merck.

Facilitates and advocates for ongoing customer interactions with Merck Sr. management

Works closely with Payor counterpart to understand critical Managed Care issues and opportunities and ensures this understanding has been incorporated into customer plans

Collaborates closely with other stakeholders to ensure consistency with customer base (i.e.Hospital)

 Business Operations

Leads and sponsors customer teams' transformation to the new commercial model; emphasizes need for change; supports, leads and executes change related to new model objectives.

Has decision rights for resource allocation decisions with input from medical Group Account managers and Customer Team Leaders to maximize business outcomes.

Makes local and customized resource allocation decisions to support optimal business results.

Owns the business results for geography and is responsible for defined P&L goals.

Develops strategic plan by integrating information from multiple organization through collaboration with those groups, and sets objectives within context of divisional objectives; monitors and adjusts strategic plan as necessary

Integrates brand and customer strategies into overall strategic plan

Shares and ensures alignment round customer centric vision with large teams, motivating and inspiring every level of employee toward shared goals

Informs and influences the development of national strategies and tactics as a participating member on cross-functional teams

Proactively identifies and creates opportunities to drive business results

Identifies opportunities to maximize business potential by taking into consideration and leveraging payor, patient and HCP interactions and dependencies

Provides input into establishment of annual financial goals for aggregate assigned customer base

Ensures that organization follows policies, business practices, and compliance guidelines



Required:  BA/BS


Required Experience:


Minimum of (10) years experience in Sales, Marketing or Managed Care - Pharmaceutical industry

Minimum of (3) years People Management experience

Minimum of (3) years experience developing and managing customer relationships

50-75% Travel (Depending on location of Home Base)

Preference is for DCO to live in the assigned geography (East Coast) 

Preferred Experience:

Oncology commercial experience

Your role at Merck is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At Merck, we’re inventing for life. 


If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to


Search Firm Representatives Please Read Carefully: 

Merck & Co., Inc. is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at Merck via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Merck.  No fee will be paid in the event the candidate is hired by Merck as a result of the referral or through other means.


Visa sponsorship is not available for this position.


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


            EEOC Poster

            EEOC GINA Supplement 

            OFCCP EEO Supplement

Merck is an equal opportunity employer, Minority/Female/Disability/Veteran – proudly embracing diversity in all of it’s manifestations.


Job: Direct Sales Generic ONC
Other Locations: DC, US; Florida-Uruguay, UY; WV, US; VT, US; VA, US; TN, US; SC, US; RI, US; OH, US; NY, US; NH, US; NC, US; MI, US; ME, US; MD, US; MA, US; KY, US; IN, US; GA, US; DE, US
Employee Status: Regular
Travel: Yes, 75 % of the Time
Number of Openings: 1
Shift (if applicable):
Hazardous Materials: No
Company Trade Name: Merck

Nearest Major Market: Philadelphia

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