Boehringer Ingelheim Key Account Manager - Richmond, Virginia in RICHMOND, Virginia

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.

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

  • Executive Relationships :

  • 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.

  • Planning and Execution:

  • 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)

  • Leadership :

  • 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.

  • Business Acumen

  • Understanding and thinking creativity about business principles relevant to the Healthcare System Account marketplace, and applying them to drive profitability. Serve as a content expert and understand the following aspects of the assigned Healthcare System Account(s):

  • Specific business model and practices

  • Strategic direction and objectives

  • Partnerships, including any relevant contracting (e.g., letters of agreement)

  • Works closely with Contracting to collaboratively focus on regional partnership opportunities with Healthcare System Account(s), of which contracts will be an important part, as well as traditional Payer contracting

  • Needs, issues and market conditions

  • Strategy Development

  • 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 experts

Cadidate will be hired in at the level commensurate with experience...

KAM Requirements:

  • Bachelor's or advanced degrees preferred (e.g. MBA, MPH, etc.), from an accredited institution

  • Strong organizational and leadership skills

  • Project management experience

  • Demonstrated strong leadership/influence without authority

  • A minimum of six (6) years successful healthcare, business, or pharmaceutical experience.

  • Executive level and/or P&T selling

  • Selling multiple products in the Healthcare System Account setting

  • Knowledge of Organized Customer, 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

  • This position requires understanding of extremely dynamic and complex US markets. The individual must possess a solid understanding of how to manage effective customer relationships and negotiations in an environment with ongoing consolidation and regulatory changes. The position also requires excellent matrix management skills both internally and externally with client base.

Senior KAM Requirements:

  • Bachelor's or advanced degrees preferred (e.g. MBA, MPH, etc.), from an accredited institution

  • Strong organizational and leadership skills

  • Demonstrated strong leadership/influence without authority

  • Project management experience

  • A minimum of seven plus (7+) years successful healthcare, business, or pharmaceutical experience.

  • Executive level and/or P&T selling

  • Selling multiple products in the Healthcare System Account setting

  • Knowledge of Organized Customer, territory and reimbursement/managed care experience preferred

  • Ability to demonstrate excellent communication skills

  • Demonstrates acceptable level of performance for all Competencies as defined in the On Track to Success Competency Model

  • 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

  • This position requires understanding of extremely dynamic and complex US markets. The individual must possess a solid understanding of how to manage effective customer relationships and negotiations in an environment with ongoing consolidation and regulatory changes. The position also requires excellent matrix management skills both internally and externally with client base.

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

Our Culture:

Boehringer Ingelheim is one of the world’s top 20 pharmaceutical companies and operates globally with approximately 50,000 employees. Since our founding in 1885, the company has remained family-owned and today we are committed to creating value through innovation in three business areas including human pharmaceuticals, animal health and biopharmaceutical contract manufacturing. Since we are privately held, we have the ability to take an innovative, long-term view. Our focus is on scientific discoveries and the introduction of truly novel medicines that improve lives and provide valuable services and support to patients and their families. Employees are challenged to take initiative and achieve outstanding results. Ultimately, our culture and drive allows us to maintain one of the highest levels of excellence in our industry. We are also deeply committed to our communities and our employees create and engage in programs that strengthen the neighborhoods where we live and work. Boehringer Ingelheim, including Boehringer Ingelheim Pharmaceuticals, Inc., Boehringer Ingelheim USA, Boehringer Ingelheim Animal Health USA, Inc., Merial Barceloneta, LLC and Boehringer Ingelheim Fremont, Inc. is an equal opportunity and affirmative action employer committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender identity or expression; affectional or sexual orientation; disability; veteran or military status, including protected veteran status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Boehringer Ingelheim is firmly committed to ensuring a safe, healthy, productive and efficient work environment for our employees, partners and customers. As part of that commitment, Boehringer Ingelheim conducts pre-employment verifications and drug screenings.

Organization: US-BI Pharma/BI USA

Title: Key Account Manager - Richmond, Virginia

Location: Americas-United States-VA-Richmond

Requisition ID: 1710964