Key Account Manager - University of California

DescriptionAs 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 opportunities 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, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.The Key Account Manager (KAM) is responsible for proactively creating mutually beneficial B2B relationships with assigned Healthcare System Account(s), across a diverse portfolio which includes Specialty and Oncology brands 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, Trade, 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 Key Account Manager (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 for executing 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 Key Account Manager, as the account lead, will develop, synchronize and ensure execution of an Integrated Account Plan, across the entire healthcare system.Compensation DataThe base salary range for the Key Account Manager position is $170K to $269K.The position may be eligible for a role specific discretionary bonus, relocation, and/or other compensation elements. We continuously review market data and may adjust salary ranges as needed in the future. Actual compensation will be based on job-related factors such as skills, experience, and qualifications, and other factors permitted by law. For an overview of our benefits please click here .Duties & ResponsibilitiesPlanning and Execution: Develops tactical and long-term business planningRegularly 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 describe the situation and goals of the accountOutlines the key drivers, milestones and critical steps to achieve established account goals and objectives for a portfolio of products across multiple therapeutic areas including Specialty and Oncology, for assigned accountsReflects the contributions and perspectives of the HSS and larger account teamRoles, responsibilities and expectations are clearly understood among all internal team membersCoordinates internal communications and account planning meetings to ensure high level account knowledge and insights are integrated into a cohesive Integrated Account PlanLeads key activities of field account team members activities and regularly communicates account actions to ensure successful execution of Integrated Account PlanMonitors local market conditions for changes that impact businessUnderstands and thinks creatively about business principles relevant to the Healthcare System Account marketplaceServes as a content expert and understands the Healthcare System Account(s)Leadership:Leads, communicates, and coordinates 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 servicesLeverages productivity metrics to support team attainment of assigned goals and objectives to ensure increased sales and profitabilityBuilds positive working relationships and work seamlessly with internal partnersDevelops large account management skills of the broader BIPI team membersPerforms 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 managementDemonstrates high ethical and performance standards with all business contacts to maintain BIPI’s excellent reputation within the medical and pharmaceutical communityEstablishes 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 portfolioLeverages 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 plansIdentifies regional and national Healthcare System Account external expertsIn 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 capacityRequirements Bachelor's degree required; Advanced degrees preferred (e.g. MBA, MPH, etc.)Strong organizational and leadership skillsDemonstrated strong leadership/influence without authorityMinimum of six (6) years successful healthcare, business, or pharmaceutical experienceMinimum of two (2) years successful account management experience is preferredExecutive level and/or P&T sellingSelling multiple products in the Healthcare System Account settingKnowledge of Organized Customer, territory and reimbursement/managed care experience preferredAbility to demonstrate excellent communication skillsDemonstrates acceptable level of performance for all Competencies as defined in the On Track to Success Competency ModelProficiency in Excel, Word, Outlook, and database applicationsAbility to travel (may include overnight travel)Should reside in territory geography or be willing to relocateValid Driver's License and an acceptable driving recordAuthorization and ability to drive a Company leased vehicle or authorized rental vehicleFor special cases where KAMs are people managers, Requires at least one of the following:Two (2) years successful pharmaceutical District Manager/Business Manager experience with experience in the geography strongly preferredORSuccessful completion of at least stage 4 of the NLD (BI New Leadership Development) curriculumORSuccessful completion of at least stage 3 of the NLD (BI New Leadership Development) curriculum with at least 6 months experience as an Interim Business ManagerEligibility Requirements:Must be legally authorized to work in the United States without restrictionMust be willing to take a drug test and post-offer physical (if required)Must be 18 years of age or olderDesired Skills, Experience And AbilitiesAdditional Duties & Responsibilities:Executive Relationships:Builds a deep understanding of the customer needs and responds in a way that creates respect and credibilityServes as main point of contact for C-Suite and VP-level administration for Healthcare System AccountDevelops and maintains strong relationships with portfolio advocates and key stake holders. Navigates the external environment, identifies business opportunities, allocates resources and monitors implementation and performanceIdentifies opportunities, trends, barriers, and opportunities within Healthcare System AccountsBusiness Acumen: Understands and thinks creatively about business principles relevant to the Healthcare System Account marketplace and applies them to drive profitabilityServes as a content expert and understands the following aspects of the assigned Healthcare System Account(s):Specific business models and practicesStrategic direction and objectivesPartnerships, including any relevant contracting (e.g., letters of agreement).Engagement with Specialty PharmacyWorks 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 contractingNeeds, issues and market conditionsStrategy Development:Develops and implements 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 and overall product access through pathways and GPO opportunitiesLeverages 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 plansIdentifies regional and national Organized Customer External ExpertsOur CompanyWhy Boehringer Ingelheim?With us, you can develop your own path in a company with a culture that knows our differences are our strengths - and break new ground in the drive to make millions of lives better.Here, your development is our priority. Supporting you to build a career as part of a workplace that is independent, authentic and bold, while tackling challenging work in a respectful and friendly environment where everyone is valued and welcomed.Alongside, you have access to programs and groups that ensure your health and wellbeing are looked after - as we make major investments to drive global accessibility to healthcare. By being part of a team that is constantly innovating, you'll be helping to transform lives for generations.Want to learn more? Visit https://www.boehringer-ingelheim.com