Key Account Manager - University of California — Los Angeles, CA
Boehringer Ingelheim — Los Angeles, CA
This role covers the Los Angeles, CA territory.
Stated in the posting
Pay: $170K – $269K (base salary)
Experience: 2+ years
Overnight travel
Company car
Relocation assistance
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 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 Data
The 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 & Responsibilities
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 describe 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 including Specialty and Oncology, 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.
Serves 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 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.
Establishes 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.
Leverages 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.
Identifies 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.
Demonstrated strong leadership/influence without authority.
Minimum of six (6) years successful healthcare, business, or pharmaceutical experience.
Minimum of two (2) years successful account management experience is preferred.
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.
For 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 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 6 months experience as an Interim Business Manager.
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 needs and responds in a way that creates respect and credibility.
Serves 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.
Business Acumen:
Understands and thinks creatively about business principles relevant to the Healthcare System Account marketplace and applies them to drive profitability.
Serves as a content expert and understands the following aspects of the assigned Healthcare System Account(s):
Specific business models and practices.
Strategic direction and objectives.
Partnerships, including any relevant contracting (e.g., letters of agreement).
Engagement with Specialty Pharmacy.
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:
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 opportunities.
Leverages 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.
Identifies regional and national Organized Customer External Experts.