Kathy McKeon, R.N., M.P.H.CSM

Inquirer
DISC Type : cd

Global Market Access, Strategies & Affordability Solutions- US Employer Market at Merck

New York City Metropolitan Area, United States

Overview

Kathy is a results-focused biopharmaceutical leader at Merck with over 25 years of experience in healthcare market access and sales. Specializing in value-based care and employer benefits, she holds a Master of Public Health and leverages deep clinical and strategic acumen to enhance patient access to medicines.

Her career is rooted in a passion for patient well-being, having started as an ACLS-certified trauma nurse. Kathy actively engages with the healthcare community, championing industry events and sharing insights. She is a multi-award winner, recently receiving Mercks prestigious "Presidents Award" in 2023.

Before her extensive corporate career, Kathy was a Head Nurse in a hospital emergency room, managing critical patient care.

Personality Overview

Hard To Convince

ROI Conscious

Upfront

They don’t always try to control the conversation but neither do they like yielding it fully.  They respond well to confident salespeople. They care equally about the product and its potential impact.

Topics They Care About

Value-Based Insurance
Wants Merck to be a role model for other employers in using value-based design, especially in cancer care, to reduce system inefficiencies and improve outcomes.
Employer Health Benefits
Focuses on shaping health benefits for large, self-insured employers. She actively promotes and participates in industry events like those hosted by the NEEBC.
Patient-Centric Values
Believes Merck's patient-centric values and commitment to science empower her to help patients, calling it a "perfect organization for a nurse to thrive in. "

Media Appearances

Kathy has no verified media appearances

Work History

3-2019
Global Market Access, Strategies & Affordability Solutions- US Employer Market at Merck
3-2017
Senior, Corporate Account Executive at Merck
7-2014
Associate Director, Integrated Delivery Systems at Merck at Merck
8-1985 - 11-1989
Head Nurse at Lawrence Hospital Center

Education

1993 - 1996
Master of Public Health (M.P.H.) from New York Medical College
1987 - 1989
Bachelor of Applied Science (B.A.Sc.) from Iona University

More Information

Social Presence :

Prographics :

Exp : 15 Location : New York City Metropolitan Area, United States Job Level : Junior Designation : Global Market Access, Strategies & Affordability Solutions- US Employer Market at Merck
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Insights For Selling To Kathy

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kathy is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Kathy

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Kathy move?

  • Their decision making speed is somewhere in the middle.
  • Can Kathy take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Kathy

Personality Compatibility


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