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Key Account Manager - Connecticut

Company: Boehringer Ingelheim
Location: Hartford
Posted on: May 10, 2022

Job 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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