Director, Value & Access Sales - Central

Description

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 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 Value & Access Business Director will be responsible for leading Key Account Managers or Regional Account Executives in achieving assigned goals/objectives and maximizing commercial opportunities within prioritized customer accounts and channels across Boehringer's diverse portfolio of products which includes Specialty and Oncology brands. This role will drive the contracting, creation, execution, pull through, and maximizing of Boehringer's formulary access and reimbursement across markets within BIPI guidelines, policies, and directives. The incumbent will also be responsible for hiring, training, developing, and motivating staff inclusive of change management opportunities within the region. This position also exercises fiscal control on allocated operating budgets and key elements of the regional P&L.

Duties & Responsibilities

• Provides direction and leadership to Key Account Managers or Regional Account Executives to ensure sales performance and other key performance indicators (KPIs) meet or exceed annual Company net sales and KPI objectives.
• Implements a net sales strategy and business plan.
• Exercises fiscal control on allocated operating budgets and key elements of the regional P&L.
• Collaborates with the Sales Management Teams in managing pull-through activity.  
• Ensures that accounts are staffed with qualified, highly motivated commercial team personnel.
• Inspires ownership, accountability, initiative, and engagement within the entire team by regularly communicating BI's vision, business objectives, performance outcomes, and future action steps.
• Actively develops people within their organization and supports learning opportunities and encourages others to own their careers and take full advantage of BI career development offerings.
• Drives performance management of all personnel in the region including all disciplinary action to ensure personnel are meeting or exceeding expectations in their roles.
• Accountable for ensuring Key Account Managers or Regional Account Executives optimize the effectiveness of the account team and other customer-facing teams.
• Leads the development and implementation of the prioritized health systems or regional accounts and channel business plans, including new launch products, and ensures alignment with organizational goals.
• Ensures timely execution of the business plans for each prioritized account with ongoing critical evaluation and measurement of progress vs. agreed objectives/goals”
• Develops customers, networks, and their relationships to foster Company business by anticipating and influencing evolving market dynamics.
• Responds to the needs of the customer in a timely and professional manner.
• Develops strong working relationships with internal business partners.
• Collaborates on cross-functional business planning and execution with overlapping managers and team members in therapeutic Sales, Payor Sales, Field Based Medicine and HEOR.
• Develops strong working relationships with BIPI’s co-promotion and other customer-facing partners to meet all assigned Company net sales goals.
• Actively participates in key customer development activities and key account negotiations, including contract negotiations.
• Develops customers, networks, and their relationships to foster Company business by anticipating and influencing evolving market dynamics.
• Responds to the needs of the customer in a timely and professional manner.
• Develops strong working relationships with internal business partners.
• Collaborates on joint business planning and execution with overlapping managers and team members in Field Sales, Field Based Medicine, HEOR and the Specialty Business Unit teams. 
• Develops and maintains mutually beneficial business relationships with key accounts in all classes of trade.
• Develops strong working relationships with BIPI’s co-promotion and other customer-facing partners to meet all assigned Company net sales goals.

Requirements

• Bachelor's degree required.
• Minimum of ten (10) years successful healthcare, business, or pharmaceutical experience, or equivalent with a minimum of five (5) years managed markets experience with channel specific expertise.
• Minimum of three (3) years successful leadership experience, or equivalent.
• Customer Organized experience required.
• Ability to identify strategies with greatest business impact, formulate an appropriate business plan and enroll their teams to execute the plan.
• Thorough understanding of customer segments and regional market dynamics within all therapeutic areas.
• Broad multi-functional experience including experience in (e.g., marketing, managed markets, operations, analytics, etc.) preferred.
• Experience in multiple therapeutic areas (i.e., Diabetes, Cardiovascular, Respiratory, specialty, etc.) preferred. 
• Demonstrated history of consistent strong performance. 
• Proficiency in Excel, Word, Outlook, and database applications.
• Ability to travel 75%+
• Should live within geographical area or within reasonable distance of assigned market.
• Valid Driver's License and an acceptable driving record.

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.

Compensation Data:

The base salary range for this position is $250,000 to $394,000.   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.