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Regional Account Executive-Northwest

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 Regional Account Executive is responsible for calling on and creating mutually beneficial business relationships with their assigned accounts, across all 7 payer channels – Commercial, ACOs, Exchanges, Medicare Part D, Managed Medicaid, Employers, and FFS Medicaid. The Regional Account Executive will develop and execute an Integrated Account Plan with internal stakeholders including other customer-facing personnel such as HEOR, Trade, Medical, Sales, and other internal team members. Important customer groups include but are not limited to C-Suite, VP-level administration, and Formulary Committee members. Objectives of this position are to expand Boehringer-Ingelheim (BIPI) business opportunities by bringing high level knowledge, insights, relationships and strategies to enhance our value proposition and achieve optimal formulary status (where applicable) within these important accounts.

Duties & Responsibilities

Strategic Focus – Delivering compelling and meaningful value to customer using insight, business analysis, problem solving and flexibility with a focus on and understanding of the gaps between present and future states through the following:

  • Identifying opportunities, threats and trends.
  • Anticipating future barriers, issues and opportunities.
  • Analyzing and interpreting account economics/ financial performance.


Planning and Execution:

  • Collaborates with key stakeholders in the Marketing and the Contracts and Pricing organizations to develop comprehensive business cases for contract negotiations including new agreements, renewals, and terminations in a thorough and timely fashion.
  • Partners with Contract Analyst to provide data for business cases, present business cases to PTC and drive commercially viable and profitable formulary positions with payers.
  • Influences internal leaders to drive timely and profitable contracting decisions.
  • Operates efficiently, both at a tactical level and from a more long-term planning perspective.
  • Develops and keeps current a written Integrated Account Plan in close cooperation and alignment with the core BIPI account team to ensure the following: 
    • Plans clearly, accurately and efficiently describe the situation and goals of the account.
    • Plans clearly, accurately and efficiently outline the key drivers, milestones and critical steps to achieve established goals and objectives for a diverse portfolio which includes Specialty and Oncology brands of products across all therapeutic areas, for each assigned account, consistent with region, company and customer goals.
    • Plans reflect the contributions and perspectives of the 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:
    • 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.


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 services.
  • Leverages productivity metrics to support team attainment of assigned goals and objectives to ensure increased sales and profitability.
  • Builds positive working relationships and work seamlessly with internal partners.
  • Develops large account management skills of the broader BIPI team members.
  • Performs 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.
  • Demonstrates high ethical and performance standards with all business contacts to maintain BIPI’s excellent reputation within the medical and pharmaceutical community.

Requirements

  • Bachelor's required; Advanced degrees preferred (e.g. MBA, MPH, etc.)
  • Strong entrepreneurial mindset.
  • Strong organizational and leadership skills.
  • Demonstrated strong leadership/influence without authority.
  • Minimum of six (6) years successful healthcare, business, or pharmaceutical experience, including:
  • Executive level and/or P&T selling
  • Selling a full portfolio in the Organized Customer setting
  • Knowledge of 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.


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.

Desired Skills, Experience and Abilities

Additional Duties & Responsibilities:

Executive Relationships:

  • Builds a deep understanding of the customer and responds to those needs in a way that creates respect and credibility with customer organizations.
  • Serves as main point of contact for account.
  • Establishes strong relationships and develop portfolio advocates with a broad-base of senior stake holders, important decision makers and influencers primarily at the C-Suite, VP-administration and departmental head levels of assigned account(s).
  • Develops and implements strategies to optimize portfolio, including new and existing products, positioning/ access in the following areas of the assigned account(s):
    • Access to customers formulary and/or disease pathways.
    • Negotiation is based on mix of BI product medical/clinical value, BI corporate value proposition, organizational commitment/value, and price discounts combined with current/extrapolated future BI brand market performance. Any price discounts are taken into the context of appropriate gross to net, brand goals and the customers channel mix.
  • Drives awareness and insights on how BI brand is differentiated in the TA, potential medical offsets of BI brand, and impact on patient adherence, persistence and overall health outcomes.
  • Works with customers quality and patient engagement teams to ensure this customer segment not only understands BI brand attributes that lead to improved quality and patient engagement/satisfaction, but also above brand resources to assist the account in engaging their patients, provider community and employer customers in driving better outcomes in key disease states- COPD, diabetes, CV-AFIB, oncology etc.
  • Identifies regional and national Organized Customer External Experts.


Business Acumen:

  • Understands and thinks creatively about business principles relevant to the organized customer marketplace and applying them to drive profitability. Serves as a content expert and understand the following aspects of the assigned account(s):
    • Specific business models and practices.
    • Strategic direction and objectives.
    • Partnerships, including any relevant contracting (e.g., letters of agreement).
    • Focus on partnership opportunities with OC s, of which contracts will be an important part, as well as responsibility for all Contracting with OC's including but not limited to Payer contracting.
    • Needs, issues and market conditions.
  • Possesses exceptional knowledge and develop recommendations according to the following topics and issues:
    • Accounts(s) relevant issues (above).
    • Product knowledge specific to portfolio and relevant competitive products.
    • Related markets/ broader healthcare marketplace and trends.
    • CMS & JCAHO.
    • Reimbursement and related DRG payments and top MHC plans.  

 

Compensation Data

This position offers a base salary typically between $170K and $269K.  The position may be eligible for a role specific variable or performance-based bonus and or other compensation elements.

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