Key Account Manager Immunology

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.

General competencies required for occupying the position

In carrying out the activity, the Employee will display the following competencies, which represent the criteria for evaluating the professional activity in addition to those provided under the Individual employment agreement:

• Excellent communication skills
• Very good public speaking skills and presentation skills
• Competency to understand the complexity of markets, products, relationships and the medical and pharmaceutical industry
• Strategical thinking
• Ability to manage several projects simultaneously
• Ability to cope with changes in priorities in order to accomplish tasks in a short timeframe
• Very good organization and time management skills
• A strong work ethic
• A positive and energetic attitude
• Ability to work under pressure
• Competences in communicating with different types of people
• Fluent business English (written and spoken)
• Experience minimum of 1 / 3/ 5 years sales experience
• Experience in Immunology area will be an advantage

Job responsibilities

Assimilating relevant knowledge

• Adopts and applies the employer's procedures and policies
• Understand the local health system
• Acquires scientific knowledge relevant to the position held
• Demonstrates a deep understanding of the healthcare market, patient admission and discharge paths, treatment plans, etc.
• Exhibits a comprehensive understanding of patient diseases and available therapeutic options, as well as their value to specific categories of medical professionals or patients
• Understands brand patient characteristics (type) for which on-label use of Lilly’s products is appropriate.
• Knows disease states, Standard of Care guidelines, typical treatment protocols (process care models) and the full range of diagnostic tests and services that surround effective use of approved indications of Lilly’s products
• Displays an in-depth understanding of current treatment guidelines, formulary status and account/healthcare economy protocols that impact standards of care for desired patient outcomes
• Is familiar with the manner of organization and operation of different categories of healthcare professionals (including their priorities, as well as the typical flows of patients and preferred products), as well as their preferences
• Efficiently uses employer’s processes and available resources
• Adopts and applies Lilly principles and values, as well as the Team Lilly Framework)
• Familiar with Lilly’s network of available resources, including current brand programs, multichannel services, Lilly On Demand, Lilly’s patient support programs
  • Masters approved digital tools and how to implement them appropriately to improve interaction with healthcare professionals and to support Lilly’s internal data and information needs.
• Adopts and applies Lilly’s procedures and policies
  • Exhibits understanding of which information is approved for distribution to healthcare professionals in face-to-face interactions and other locally approved channels (e.g. product marketing materials, reprints, brochures, virtual interactions, email, etc.)
  • Knows where to refer off-label, pre-approval or technical questions
  • Is familiar with Lilly’s current policies and procedures.
• Understands Team Lilly Framework and upholds and exemplifies Lilly Company Values:
  • Operates with integrity, excellence and respect for people
  • Demonstrates innovative mindset
  • Enhances culture of inclusion through genuine care for and encouragement of teammates
  • Shows care in dealing with healthcare professionals

Planning

• Analyzes the territory and the categories of hospitals and healthcare professionals whom she / he addresses, in order to make decisions using relevant data and resources
• At the request of hierarchical superiors or when necessary, explains and provides updated documentation of his / her analysis of the business
• Identifies opportunities considering the promotion potential, benefit, effort and access to healthcare professionals
  • Applies the knowledge gained about each category of healthcare professionals – the manner of organization and operation, their priorities, product preferences, access to reimbursement and flow of patients, products and money
• Collaborates with other team members to prioritize opportunities and create business plans that effectively incorporate an approved multichannel approach
• Provides documentation on the stages of action, evaluates and adjusts actions, as needed
• Identifies various available resources and approved channels that are valuable to the different categories of healthcare professionals and supports the implementation of activity plans
• Identifies healthcare professionals’ engagement preferences and is able to develop a plan (with milestones) for successfully executing a multichannel strategy.

Execution

• Respects the compliance, ethical and legal requirements in her / his activity
• Effectively uses promotion tools, clinical data and promotion materials
• Is constantly informed about the competition's products
• Uses product knowledge in order to achieve set goals
• Influences every interaction with healthcare professionals through professionalism, respect, integrity, expertise, relationships and passion
• Responds to the needs of healthcare professionals quickly and appropriately
• Asks for feedback from healthcare professionals
• Responds promptly and accurately to questions, concerns and complaints of healthcare professionals
• Effectively addresses objections or issues raised by healthcare professionals
• Understands the priorities of different categories of healthcare professionals and how these priorities influence decision-making
• Performs administrative tasks correctly and on time
• Collaborates with a multifunctional team to create quality interactions with healthcare professionals in accordance with Lilly policies and procedures
• Develops plans before meetings / calls that are focused on the specific requirements of healthcare professionals, are sequential and anticipate their needs and concerns, as well as possible results of the discussion
  • Analyzes the information received in previous discussions and identifies ways to apply it.
  • Predetermines specific questions that will lead to a relevant patient-centered dialogue.
  • Uses scenario planning to develop contingency plans for anticipated responses.
  • Anticipates and assembles resources that may prove useful during discussions or as a follow-up after them.
• Engages in valuable dialogue using VBS, asking about healthcare professionals’ priorities and considering their time constraints
  • Shows genuine care by listening closely to the interlocutor’s questions and comments, supporting them and treating them with respect.
  • Simplifies interactions and minimizes time and effort for the interlocutors.
  • Identifies and responds to emotional cues and adapts interaction style and content.
  • Adjusts the conversation plan to meet the needs of healthcare professionals or time constraints.
• Involves healthcare professionals in patient centered VBS dialogues and displays high emotional intelligence and effective use of Lilly principles to add value to the entire team
  • Asks meaningful opportunity questions (i.e. questions about a need or issue that both parties are interested in addressing) that elicit relevant information (e.g. disease state management approach, treatment goals, etc.) and allow the healthcare professionals to identify the value gap, consider the consequences and take informed decisions.
• Appropriately uses approved multichannel resources and brand approved materials to quickly respond to and fulfill healthcare professionals’ needs.
  • Proactively provides safety updates or other information healthcare professionals need to achieve desired patient efficacy and safety outcomes.
  • Corrects misperceptions about Lilly products.
  • Uses approved digital tools to engage healthcare professionals.
  • Accurately identifies each healthcare professional’s individual channel preferences and appropriately tailors’ content to meet their needs.
  • Uses Lilly’s network to enhance the healthcare professionals’ experience.
  • Can locate, access and appropriately facilitate delivery of information to healthcare professionals.
  • Suggests programs, speaker events or access to Lilly experts, as appropriate.
• Creates value for healthcare professionals using a broad approved multichannel mix of clinical and nonclinical solutions that are tailored to both patient and healthcare professionals needs within the healthcare context.
  • Effectively uses data and promotional material from the brand team and other Lilly resources.
  • Earns trust of interlocutors by ensuring interactions are consistent, sets realistic expectations with healthcare professionals and delivers on commitments
• Provides the information needed to manage expectations about treatment goals and opportunities, in order to generate an improved patient experience for the appropriate brand patient
  • Enters follow-up data regarding the discussions in the appropriate recordkeeping system
  • Conducts self-evaluation after each interaction to assess value delivered and next steps.
  • Identifies and acts to remedy any knowledge or skill gaps that can be improved.
• Conducts post-interaction analysis on discussions and their influence on the activity plan and adjusts accordingly
  • Analyzes what went well during interactions and identifies opportunities for improvement.
  • Analyzes healthcare professionals’ identified needs
  • Identifies needs that were not met and builds a plan to compliantly meet those needs in upcoming interactions.
• Performs other tasks set by hierarchical superiors related to the occupied position.

Note: When applying internally for a position your current supervisor receives notification that you have applied to the position. We encourage employees to discuss the opportunity with their supervisor prior to applying.

Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.

Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

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