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Sr./System Account Executive

3 months ago

Detroit, United States Boehringer Ingelheim Full time

Description

The System Account Executive (SAE) is a specialist role responsible for pull-through of the account plan (developed by the Account Manager) at the Health System´s various sites of care and with the Health Systems Affiliated HCPs. The SAE is also responsible for the delivery of brand value propositions to affiliated Health Care Professionals (HCPs) and generating advocacy for BI products with Key Decision Makers in the system and delivering brand sales growth with the targeted HCPs and accounts. 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 a number of 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.

Duties & Responsibilities

  • Increase sales: Generates advocacy with key experts in high control priority health systems.

  • Utilizes clinical and product knowledge, consultative selling skills, and the assigned Health Systems' business model, objectives, and patient flow in order to support the use of BIPI promoted products.

  • In addition, the SAE will seek to appropriately increase recognition, diagnosis and treatment rates within BIPI marketed disease state.

  • Establishes and maintains communication/collaboration/coordination with co-promotion partners and BIPI employees.

  • Account Plan Pull-Through: SAE will be responsible for contributing to the development of the Account Plan, understand and pull through the Account Plan along with the Health System Marketing strategies.

  • Delivers value to customers using insight, business analysis, problem solving and flexibility with a focus on opportunities, threats, and trends.

  • Provides appropriate disease state and other relevant approved presentations to Health System staff as well as other qualified medical personnel as determined by account plans.

  • The SAE has accurate and timely follow-up discussion with key internal account team members and external stakeholders.

  • Uses approved account management techniques to facilitate the decision-making process and engagement.

  • Supports the Health Systems' Triple Aim efforts in various care settings to include appropriate pull through of protocols, pathways, order sets, formularies, treatment algorithms, transition of care, and population health management initiatives to assist the Health System with the delivery of optimal care.

  • Aware of top plans for the priority Health System and key stakeholders. Engages the appropriate key stakeholders in discussions on the payer environment, copays, and formulary access.

  • Supports products on Payor formularies.

  • Works in concert with an extended team to pull-through MCO decisions.

  • Analyzes territory information to optimize Health System and key stakeholder interactions.

  • Is knowledgeable of barriers and opportunities that impact business and promptly informs account team of any developments.

  • Is aware of opportunities that meet both Health System needs as well as account plans and brand tactics.

  • Utilizes CRM and supporting analysis of account plans to guide interactions and monitor appropriate Value Proposition use.

  • Successfully completes all Sales Training requirements.

  • In conjunction with other field sales teams, assists in identification of thought leaders, innovators and advocates within the priority Health System. Manages programs, initiatives and budgets to stay within standards.

  • Builds networks among advocates and key stakeholders within the Health System.

  • Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.

  • When violations are noted/observed they are to be immediately reported to management.

  • Demonstrates high ethical and professional standards with all business contacts in order to maintain BIPI's excellent reputation within the medical and pharmaceutical community.

  • This is a dual-level posting. Candidates will be hired at the level commensurate with their experience and business need.

Requirements

This is a dual-level posting. Candidates will be hired at the level commensurate with their experience and business need.

Systems Account Executive Requirements

  • Bachelor’s degree from an accredited institution required. Master's degree from an accredited institution preferred.

  • A minimum of four (4) years successful pharmaceutical sales experience, or equivalent.

  • A minimum of two (2) years successful account management experience preferred.

  • Successful sales performance history.

  • Ability to travel up to 75% depending upon geography.

  • Knowledge across portfolio is preferred.

  • Strong understanding of managed care and its impact on the industry.

  • Excellent judgment and problem-solving skills.

  • Ability to foster ongoing interactions and partnerships with targeted Organized Customer Stakeholders in the execution of account plans.

  • Demonstrates acceptable level of performance in current role.

  • Proficiency in Excel, Word, Outlook, and database applications.

  • Ability to travel (may include overnight travel).

  • Should reside in territory geography or be willing to relocate.

  • Valid Driver's License and an acceptable driving record.

  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.

  • Strong understanding of managed care environment and intricacies of health systems of varying size, control and willingness to partner.

  • Previous account management experience.

  • Various regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.

Sr. Systems Account Executive Requirements

  • Bachelor’s degree from an accredited institution required. Master's degree from an accredited institution preferred.

  • A minimum of seven (7) years successful pharmaceutical sales experience, or equivalent.

  • At least three (3) years of experience in the relevant accounts within the territory is preferred.

  • Successful sales performance history.

  • Ability to travel up to 75% depending upon geography.

  • Knowledge across portfolio is preferred.

  • Strong understanding of managed care and its impact on the industry.

  • Excellent judgment and problem-solving skills.

  • Ability to foster ongoing interactions and partnerships with targeted Organized Customer Stakeholders in the execution of account plans.

  • Demonstrates acceptable level of performance in current role.

  • Proficiency in Excel, Word, Outlook, and database applications.

  • Ability to travel (may include overnight travel).

  • Should reside in territory geography or be willing to relocate.

  • Valid Driver's License and an acceptable driving record.

  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.

  • Strong understanding of managed care environment and intricacies of health systems of varying size, control and willingness to partner.

  • Expertise in account management and knowledge of territory.

  • Regulations such as EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.

All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.