Description
As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in several ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.
The Senior Associate Director, Key Accounts as a member of the National Account team, is accountable and responsible for the strategic development and execution of the national contract pull-through plan to obtain or maintain market share based on the customer’s formulary and product guidelines. They will be responsible for selling Boehringer’s portfolio from pre-launch assets to in-line products and own and build relationships with National Health Plan customers including C-Suite executives. They will impact and influence the national customer through business-to-business engagements, formulary, and pathway development. Internally, they will collaborate with the Regional Payor Team as well as the Therapeutic Area Sales Team to achieve Account sales performance targets.
Duties & Responsibilities
Strategic Account Planning:
- Analyzes and synthesizes information from multiple sources to understand the priorities, drivers, pressures, and the holistic needs of customers.
- Assesses payor expectations and current attitude towards Boehringer products.
- Drives the design of account access strategies that are grounded in unmet patient needs, customer priorities and a clear clinical data value story.
- Monitors changes in the regulatory environment and healthcare trends, interprets how they can have an impact on the account and open the door to new opportunities, and then updates the account plan accordingly as needed.
Formulary Position and Access:
- Analyzes and assesses national contract strategy and profitability.
- Develops and implements strategies to increase market access for existing and new products to obtain positive formulary attainment.
Key Customer Engagement and Relationship Management:
- Owns all access stakeholder relationships.
- Builds deep, trusted relationships and advocacy with key account stakeholders through ongoing collaboration centered on improving patient outcomes, and delivering joint value for both the customer and Boehringer by ensuring patients and HCPs have access to treatment options.
- Engages with payors to troubleshoot and optimize access decisions in a compliant manner.
Pull Through:
- Provides guidance on national contract strategy and support Regional Account Executives on regional pull-through for child (custom/template) accounts.
- Proactively drives and executes pull-through collaboration with Therapeutic Area Sales team.
Professional Selling:
- Maintains and utilizes product knowledge and effective selling skills to influence targeted National Health Plan customers to shape the market for pre-launch assets and to drive growth for in-line brands.
Cross-Functional Orchestration:
- Provides customers with access to a robust network of experts across several specializations (clinical, payor, policy, technology) to advance customer ambitions.
- Brings cross-functional partners into customer and account discussions, decisions and account planning while reinforcing an enterprise view.
- Collaborates with cross-functional teams (e.g., Medical Affairs, Marketing, Sales, etc.) to ensure alignment of Value and Access strategies with overall business objectives.
- Collaborates cross functionally with medical and commercial functions to develop value propositions and messages tailored to multiple stakeholders including payors, clinicians, pharmacists, and policy makers.
- Pursues adherence of Boehringer core values and demonstrates high ethical and performance standards with all business contacts, as well as with internal stakeholders.
Requirements
- Bachelor's degree required; Advanced degree preferred.
SKILLS AND EXPERIENCE:
- Minimum of eight (8) years successful pharmaceutical sales experience.
- Minimum of five (5) years successful Strategic Account Management experience.
- Three (3) years of experience leading a team (preferred).
- Demonstrated successful account management experience.
- Effective interpersonal and communication skills, with the ability to build relationships and influence decision-makers.
- Strong analytical, problem solving, written and verbal communication skills.
- Firm understanding of healthcare trends and the regulations governing payors and their impact to specific pharmacy and medical policies.
- Existing relationships with top US payors and experience working with national health plans.
- Experience in payor and pull-through activities post-contract for national account.
- Proficiency in Excel, PowerPoint, Word, Outlook
COMPETENCIES:
- Demonstrates an application of sophisticated business principles, practices, and measurements to analyze available data and identify key customer opportunities.
- Draws insights from account strategies and business plans to start the development of new solutions.
- Engages with stakeholder networks to gain insight into stakeholder challenges and priorities.
- Monitors the progress of tasks and activities, and keeps stakeholders informed of progress.
- Effectively navigates difficult conversations with customers when engaging in difficult situations.
- Articulates a clear understanding of stakeholder priorities and the thinking behind their prioritization.
Eligibility Requirements:
- Must be legally authorized to work in the United States without restriction.
- Must be willing to take a drug test and post-offer physical (if required).
- Must be 18 years of age or older.
Compensation Data
This position offers a base salary typically between $125,000 and $200,000. The position may be eligible for a role specific variable or performance-based bonus and or other compensation elements.
