Key Account Leader, NZ (Player / Coach role)

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.

Key Account Leader – NZ

Company Overview: Lilly is a global healthcare leader that unites caring with discovery to make life better for people around the world. We are committed to bringing life-changing medicines to those who need them, improving the understanding and management of disease, and giving back to communities through philanthropy and volunteerism. Our work is guided by our core values of integrity, excellence, and respect for people.

The Key Account Leader in New Zealand will be responsible for the overall leadership and management of the Key Account Managers in New Zealand.

The Key Account Leader will lead, coach, and develop the KAMs in the implementation of Lilly marketing, sales, and key account strategies to deliver outstanding customer service to our Healthcare Professional customers (HCPs), help them appropriately understand Lilly products and ultimately achieve sales and business objectives within required processes, procedures, and regulations.  The Key Account Leader will also be accountable for establishing and maintaining key customer and key account relationships across the region.

Overall Job Purpose:

• Lead and manage the access of Lilly medications in priority accounts. Foster relationships with key stakeholders across District Health Boards in New Zealand to facilitate patient access and collaborate internally across business units to create and implement a comprehensive regional business plan.
• This role offers the opportunity to work in a dynamic multi-channel environment with numerous chances for success and career advancement within the company. You will be encouraged to take ownership of your professional growth, with support provided to develop your skills and talents to advance your experience and career trajectory.

Key Responsibilities:

• Lead and Coach Your Team:  Cultivate a “winning culture” that is customer-focused, accountable and inspires team performance.  Coach and develop the team to deliver high standards of service, product knowledge, key account management, business analysis, teamwork, and delivery of business results. 
• Identify, Develop & Retain Top Sales Talent:  Identify, develop, and retain Key Account Managers who perform effectively as members of the NZ Team.
• Develop High Performing/High Integrity Team culture:  Develop team with a focus on performance and a reputation for high integrity, always maintaining compliance with internal and external compliance standards and principles.
• Sustain a Diverse, Equitable and Inclusive environment: Ensure employees feel welcomed, valued, respected, and heard.
• Ensure Customer-Centricity:  Demonstrate passion to serve customers brilliantly. Be intentional in developing strong key customer and key accounts relationships.

• Analyse Prioritize, & Develop Plan: Use market insights, customer knowledge and other appropriate information to prioritize business opportunities and implement a business plan.
• Implement, Evaluate, & Adjust Plan:  Manage the overall business – implement national and territory strategies and tactics, measures results, and adjust as necessary.
• Be Results Oriented: deliver strong launches of new products – meeting Sales and Share of Market expectations.
• Create and implement priority account plans to meet market, brand, and KPI objectives.
• Collaborate with other Key Account Managers and cross-functional teams to enhance patient access.
• Identify and engage key influencers to maximize brand optimization.
• Serve as a primary contact in New Zealand for key Thought Leaders.
• Be the responsible person for the NZ Medicines Wholesaler license.

Job Description:

• Establish and maintain strong partnerships with key customers, acting as the main point of contact for healthcare professionals and stakeholders within priority District Health Board accounts.
• Gain an in-depth understanding of brand strategy, clinical care gaps, and product knowledge gaps to confidently deliver improved patient outcomes.
• Utilize business information, data, and insights to identify opportunities and monitor performance.
• Maintain comprehensive knowledge of key accounts, customers, and patient flow.
• Identify and leverage opportunities to mobilize other functions within accounts to drive additional value.
• Serve as a subject matter expert on DHB healthcare systems.
• Share market intelligence internally.
• Work closely with the MCE team to share insights and enhance digital communication to support healthcare professionals and patient access.
• Travel will be required.

Essential Skills:

• Previous leadership and management experience.
• Strong business and commercial acumen.
• Leadership qualities and integrity.
• Self-motivation.
• Passion and determination to remove barriers or create opportunities.
• Agility and quick learning ability.
• Decisiveness.
• Strategic and critical thinking skills.
• Networking and collaborative skills.
• Confidence in handling data and executing plans.
• Capacity to work with and influence a diverse range of internal and external stakeholders.
• In-depth understanding of DHB for priority brands.
• Agility to work across various therapeutic areas.
• Capability to lead and manage the account planning and review process through effective prioritization and alignment with brand strategy.

Other Skills/Experience:

• Previous experience in Sales or Key Account Management.
• Project Management experience.
• Prior leadership or brand management experience.
• Proficiency in using alternative communication channels and virtual customer communication to enhance efficiencies and customer experience.

RELATIONSHIPS

Supervision & Reporting Relationships:

Sales Director - ANZ

Direct Reports:

Key Account Managers in New Zealand. Subject to change per evolving business needs.

Collaboration:

• Partner extensively with marketing, medical and other internal functions to ensure optimal launches of new brands and continue building a strong presence in the market for Lilly.  Continuously improve the quality of programs and services we offer and deal with any questions or issues promptly.
• Member of the Sales Management Lead Team and will be assigned specific responsibilities to benefit the development and overall performance of the overall business unit.
• Partners with Sales Leadership, Capabilities and Learning and Development functions to train and aid the development of representatives as individuals and as a team and to contribute to the overall ANZ Sales Excellence culture.

KEY COMPETENCIES & SELECTION CRITERIA

Qualifications:

• Tertiary Qualified – Bachelors. Business or Science based qualifications preferred.

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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