Executive Director, Network Strategy Execution and Third-Party Sales

Job Description

The Executive Director, Network Strategy Execution and Third-Party Sales has primary responsibility to investigate, evaluate, and complete manufacturing facility acquisitions and divestitures, and continued relationship management of manufacturing customer commitments. This role will involve extensive collaboration with external parties including competitors, customers, brokers, developers, and economic development boards, as well as negotiating incentive packages with states and international entities. The ideal candidate will possess advanced negotiation skills, exceptional third-party management capabilities, and the ability to present compelling business cases to senior leadership.

The leader will establish, facilitate, and maintain networks with potential targets in industry with a focus on manufacturing technologies, manufacturing facilities, scientific parks, and leasing options; actively seek contacts in the related industry sectors and present our Company as an industry leader. During the transaction process, lead cross-functional project teams to effectively analyze all due diligence requirements (where applicable, teams may include representatives from Global Engineering Services, Operations, Quality, Technology, Procurement, Finance, EHS, etc.).

The incumbent leads manufacturing networkwide business development activities in support of the Company Manufacturing Division (MD) strategy:

• Leadership
  • Providing MD leadership on the execution of all global network execution activities and third-party sales oversight.
  • Recruiting and developing a flexible and fungible team of business development professionals across wide range of disciplines.
  • People and organizational management of a global team including staffing, performance management and talent management.
  • Assuring organization operates within established corporate & divisional policies & procedures.
• Manufacturing Site Sales and Acquisitions:
  • Lead the strategy for selling and acquiring pharmaceutical manufacturing facilities and related properties.
  • Identify and evaluate potential investment opportunities in manufacturing facilities and scientific parks.
  • Develop and maintain relationships with brokers, developers, and key stakeholders in the industry.
• Highly Skilled Negotiations:
  • Develop and lead negotiation strategy creation and drafting/negotiation of commercial contracts; (drafting, negotiation & execution). Create detailed negotiation plans to maximize benefits while mitigating risks.
  • Demonstrated expertise in executing high-stakes negotiations, including successfully negotiating incentive agreements with state agencies and international economic development boards.
• In-depth Knowledge of Contract Law:
  • Demonstrated expertise in contract language, including key principles, impact of tradeoffs, and legal positions relevant to the pharmaceutical industry and real estate transactions.
  • Ability to critically analyze contract terms and conditions, identifying potential legal implications and negotiating favorable terms to protect the organization's interests.
  • Experience in collaborating with internal and external legal counsel to draft, review, and negotiate contractual agreements, ensuring alignment with organizational goals and compliance with applicable laws and regulations.
  • Strong understanding of contractual risk management strategies, with the ability to develop and implement tactics to minimize potential liabilities associated with contracts.
  • Ability to clearly articulate legal positions, tradeoffs, risks, and mitigations in support of business cases.
• Business Case Development:
  • Develop comprehensive business cases that assess investment impacts, Return on Investment (ROI),Net Present Value (NPV), and alignment with the company’s enterprise strategy.
• Presentation and Communication:
  • Executive presence to manage interactions with internal senior leaders across the Enterprise as well as external stakeholders and partners.
  • Prepare and deliver presentations to senior leadership that clearly articulate business cases and strategic recommendations.
  • Communicate effectively with internal teams and external partners to foster collaboration and support for initiatives.
• Third-Party Management:
  • Manage relationships with third-party manufactures in site sales with supply, ensuring alignment with deal goals and objectives.
  • Oversee performance metrics and outcomes related to third-party engagements.
  • Manage relationships with third parties.
• Market Intelligence:
  • Analyze market trends to identify needs for potential future technologies.
  • Stay abreast of industry developments, competitor activities, and regulatory changes affecting pharmaceutical manufacturing.
  • Conduct regular assessments of potential manufacturing sites, including feasibility studies and cost analyses.

The position will report to the Associate Vice President, Network Strategy Third-Party Sales. The leader will have accountability for a critical component of strategic growth for the division and interface across the operating units and functions in delivering on these priorities.

Education Minimum Requirement:

• Bachelor’s Degree required; Master’s Degree preferred.

Required Experience and Skills:

• A minimum of 15 years of advanced negotiation experience within the pharmaceutical industry, with a proven history of securing large-scale deals in the range of hundreds of millions to billions of dollars and navigating complex contractual agreements.
• Proven history of applying contract law concepts in negotiating complex agreements and managing contractual relationships, ensuring compliance and mitigating legal risks.
• Deep understanding of the pharmaceutical manufacturing landscape, including market trends, regulatory considerations, and competitive dynamics.
• Exceptional analytical skills with a strong ability to construct comprehensive business cases and financial models that support strategic decision-making.
• Proven ability to clearly articulate complex concepts and business cases to senior leadership, with a history of influencing strategic direction through persuasive presentations.
• Exceptional third-party management skills, with experience in building and maintaining strategic partnerships.
• Pharmaceutical industry experience across multiple Manufacturing disciplines (Operations, Supply Chain, Procurement, External Manufacturing, Quality, etc.).
• Ability to build coalitions, influence, and build credibility and trust while driving outcomes and holding others accountable
• Strong consulting skills with the ability to quickly assess situations, identify gaps and possible solutions
• A high-level strategic thinker who can stay on top of tactical execution, exercises exceptional judgment, and operates independently
• Strong relationship building skills and networking skills with external partners.
• Leadership of global direct and indirect teams.
• Excellent communication and presentation skills.
• Innovative thinking to evaluate ideas for new technologies and locations for Manufacturing.

Preferred Experience and Skills:

• Business, Finance, or Engineering degree preferred
• Advanced business degree background/experience

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.

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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 Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate’s relevant skills, experience, and education.

Expected US salary range:

Available benefits include bonus eligibility, long term incentive if applicable, health care and other insurance benefits (for employee and family), retirement benefits, paid holidays, vacation, and sick days. A summary of benefits is listedhere.

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: