Key Account Manager - Connecticut
Company: Boehringer Ingelheim
Location: Hartford
Posted on: May 10, 2022
Job Description:
Description:
The Key Account Manager is responsible for proactively creating
mutually beneficial B2B relationships with assigned Healthcare
System Account(s), across the portfolio and life cycle, which
includes integrated delivery networks, independent medical groups,
accountable care organizations, and provider/payor health systems.
The KAM will serve as the lead point of contact for important
customer groups that include but are not limited to C-Suite,
VP-level administration, and Formulary Committee members. The KAM
will serve as the strategic lead for all activities within an
assigned Healthcare System Account, utilizing a cross-functional
(Medical, HEOR, Contracting, Sales, Marketing), above brand,
systematic approach in managing accounts with significant business
impact/influence potential for BI's current and future portfolio
and therapeutic categories. The KAM will seek to expand Boehringer
Ingelheim (BIPI) business opportunities by bringing high level
knowledge, insights, relationships and strategies to enhance our
value proposition and achieve optimal access for our Brands (where
applicable) within these important Healthcare System Accounts. The
KAM will be responsible to execute a high level of communication
and collaboration with key commercial, contracting and medical
teams in a compliant manner to achieve BI net sales goals and
customer goals relating to the Triple Aim.
In collaboration with internal stakeholders, medical and commercial
customer-facing teams, the KAM, as the account lead, will develop,
synchronize and ensure execution of an Integrated Account Plan,
across the entire healthcare system.
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\:
- Builds a deep understanding of the customer needs and responds
in a way that creates respect and credibility. Serve as main point
of contact for C-Suite and VP-level administration for Healthcare
System Account. Develops and maintains strong relationships with
portfolio advocates and key stake holders.
- Navigates the external environment, identifies business
opportunities, allocates resources and monitors implementation and
performance.
- Identifies opportunities, trends, barriers, and opportunities
within Healthcare System Accounts.
- Develops tactical and long-term business planning.
- Regularly updates an Integrated Account Plan in Veeva for
assigned Healthcare System Accounts in close cooperation and
alignment with core BIPI account team to ensure the following to
allow for optimal pull-through and maximal value-add\:
- Plan accurately and efficiently describes the situation and
goals of the account.
- Outlines the key drivers, milestones and critical steps to
achieve established account goals and objectives for a portfolio of
products across multiple therapeutic areas, for assigned
accounts
- Reflects the contributions and perspectives of the HSS and
larger account team
- Roles, responsibilities and expectations are clearly understood
among all internal team members
- Coordinates internal communications and account planning
meetings to ensure high level account knowledge and insights are
integrated into a cohesive Integrated Account Plan
- Leads key activities of field account team members' activities
and regularly communicates account actions to ensure successful
execution of Integrated Account Plan
- Monitors local market conditions for changes that impact
business.
- Understands and thinks creatively about business principles
relevant to the Healthcare System Account marketplace. Serve as a
content expert and understand the Healthcare System Account(s)
- Lead, communicate and coordinate the execution of the
Integrated Account Plan with the broader BIPI account team to
ensure effective pull-through of regional, state/ local marketing
efforts, and value-added services
- Leverage productivity metrics to support team attainment of
assigned goals and objectives to ensure increased sales and
profitability
- Build positive working relationships and work seamlessly with
internal partners
- Develop large account management skills of the broader BIPI
team members
- Perform all Company business in accordance with all regulations
(e.g., EEO, FDA, DEA, ASHA, PDMA, EPA, PhRMA, etc.) and Company
policy and procedures; when violations are noted/observed they are
to be immediately reported to management
- Demonstrate high ethical and performance standards with all
business contacts in order to maintain BIPI's excellent reputation
within the medical and pharmaceutical community
- Establish strong relationships and develop portfolio advocates
with a broad-base of senior stake holders primarily at the C-Suite,
VP-administration and departmental head levels of assigned
Healthcare System Account(s)
- Works closely with internal COE's (HEOR, Medical Contracting)
to assist develop and implement strategies to optimize
portfolio
- Leverage brand positioning within the assigned Healthcare
System Account(s) throughout the community setting and with
internal stakeholders for effective execution of "transition of
care" pull-through plans
- Identify regional and national Healthcare System Account
external experts.
- In unique location circumstances (ex\: Puerto Rico), this role
may also have people manager responsibilities for Account Managers
and/or Therapeutic Business Specialists. If the individual is
managing TBSs, the KAM would no longer be permitted to participate
in out-of-office meals while acting in Business Manager
capacity.
- Understanding and thinking creativity about business principles
relevant to the Healthcare System Account marketplace, and applying
them to drive profitability.
- Develop and implement strategies to optimize portfolio,
including new and existing products, positioning/access in the key
areas of the assigned Organized Customer(s), such as System
Formulary
- Leverage brand positioning within the assigned Organized
Customer(s) throughout the community setting and with internal
stakeholders for effective execution of "transition of care"
pull-through plans
- Identify regional and national Organized Customer external
expertsRequirements
- Bachelor's degree from an accredited institution required.
Advanced degrees are preferred (e.g. MBA, MPH, etc.)
- A minimum of six (6) years successful healthcare, business, or
pharmaceutical experience.
- A minimum of four (4) years successful account management
experience preferred
- Strong organizational and leadership skills
- Demonstrated strong leadership without authority
- Executive level and/or P&T selling
- Selling multiple products in the Healthcare System Account
setting
- Knowledge of Health System Customers, territory and
reimbursement/managed care experience preferred
- Ability to demonstrate excellent communication skills
- 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
- For special cases where KAMs are people managers, requires at
least one of the following\: A) Two (2) years successful
pharmaceutical District Manager/Business Manager experience with
experience in the geography strongly preferred; OR Successful
completion of at least Stage 4 of the NLD (BI New Leadership
Development) curriculum OR; Successful completion of at least stage
3 of the NLD (BI New Leadership Development) curriculum with at
least six (6) months experience as an Interim Business
ManagerEligibility 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 olderThis position
will require individuals to be fully vaccinated against COVID-19 or
have an approved medical or religious accommodation. Click here for
more information on the vaccine mandate and COVID-19.
Who We Are\:
At Boehringer Ingelheim we create value through innovation with one
clear goal\: to improve the lives of patients. We develop
breakthrough therapies and innovative healthcare solutions in areas
of unmet medical need for both humans and animals. As a family
owned company we focus on long term performance. We are powered by
50.000 employees globally who nurture a diverse, collaborative and
inclusive culture. Learning and development for all employees is
key because your growth is our growth.Want to learn more? Visit
boehringer-ingelheim.com and join us in our effort to make more
health.Boehringer Ingelheim is an equal opportunity global employer
who takes pride in maintaining a diverse and inclusive culture. We
embrace diversity of perspectives and strive for an inclusive
environment, which benefits our employees, patients and
communities. 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.
Keywords: Boehringer Ingelheim, Hartford , Key Account Manager - Connecticut, Executive , Hartford, Connecticut
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