Description

The Strategic Account Manager will uncover opportunities for utilization of approved BI oncology product and optimal clinical benefit in appropriate patients within Oncology-specific organized customers. This role will communicate to assigned customers approved information which illustrates the clinical and value proposition for use of approved BI oncology product in appropriate patient types. This individual will serve as strategic account management lead to engage Marketing, Specialty Market Access/HEOR, Health Systems, and Field Based Medicine where appropriate to meet the needs of customers. The Strategic Account Manager is responsible for creating mutually beneficial Oncology business relationships with assigned Health System accounts including Integrated Delivery Networks (IDN), and other organized customers which include Oncology provider organizations, those engaged in Oncology Care Model (OCM), and in-house dispensing clinics. This role will establish critical relationships with key stakeholders in Oncology customer groups that will also be important for future pipeline product introductions. 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 several 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.

Territory Covered:  MN, MI, IL

Duties & Responsibilities

• BUSINESS OPPORTUNITIES:
  • Identifies and pursues strategic/business opportunities with large Oncology dispensing clinics/community practices.
  • Works with targeted large community-based clinics, Oncology physician groups and provider organizations, hospitals and IDNs to enable incorporation of listing approved BI oncology product into ordering systems for utilization in appropriate and specific patient populations for optimal clinical benefit.
• CUSTOMER ENGAGEMENT:
  • Acts as lead point of contact for important customer groups, including C- and D-suite stakeholders, VP-level administration and corporate personnel, Formulary Committee members and other decision makers at assigned accounts.
  • Serves as strategic account lead and engage other cross-functional team members (National Accounts, Marketing, Sales, Market Access Medical and HEOR where needed), and determines resources needed to engage with and meet the needs of multiple customers and stakeholders.
  • Delivers Health Care Economic Information (HCEI) to appropriate audiences in line with approved payer guidance, to assist pharmacy & therapeutics/formulary decision-makers and influencers to make informed decisions.
  • Communicates on-label clinical information as needed to support overall value proposition with assigned customers.
  • Engages with decision makers to support clinical protocol development and care pathway placement with approved, on-label information and engage field-based medicine where appropriate.
  • Understands Oncology-specific quality initiatives and discusses them using approved content and resources.
  • Participates in out-of-office and other live opportunities to engage with key customer stakeholders.
  • Establishes foundation and network for future pipeline introductions.
• BUSINESS PLANNING:
  • Develops and maintains integrated strategic and tactical business plans in collaboration with cross-functional team members including Sales, Marketing, National Accounts, Market Access, and Medical and HEOR where appropriate.
  • Coordinates internal communication and account planning meetings to ensure account knowledge and insights are integrated into the Integrated Account Plan.
  • Conducts stakeholder and influence mapping for targeted customers.
  • Engages multiple internal cross-functional stakeholders--Oncology National Accounts and Marketing, Specialty Market Access, HEOR, Health Systems, and Field Based Medicine.
• POTENTIAL DIAGNOSTIC TESTING OPPORTUNITY:
  • Collaborates with Inline/Pipeline Marketing to map out a plan and pursue potential opportunities with diagnostic testing companies to ensure HCPs are provided with relevant/meaningful clinical information in a timely manner upon patient diagnosis.
  • Stays connected through appropriate channels with CDMA as they explore opportunities for collaboration with testing companies for clinical development.
  • Maintains knowledge of current standards of care and emerging trends in diagnostic testing.

Requirements

• Bachelor's degree or equivalent related work experience required; MBA Preferred.
• Six plus (6+) years of US pharmaceutical sales, including a minimum of five (5) years of Oncology customer facing experience or other relevant experience required.
• Organized specialty customer Oncology Account Management experience required.
• Direct field leadership experience preferred.
• History of successful performance.
• Ability to uncover specific opportunities for increased utilization and optimal clinical benefit in appropriate patients.
• Knowledge of and ability to navigate complex Oncology-specific organized customers to identify, engage and build network and relationships with key stakeholders.
• Ability to identify and pursue strategic and tactical business opportunities to drive increased utilization and optimal clinical benefit in appropriate patients.
• Ability to lead and partner with key internal and external cross-functional stakeholders in order to achieve primary objectives and responsibilities.
• Ability to lead business planning for target accounts and engage cross-functional stakeholders to identify key challenges and opportunities, develop solutions, and implement action plans with specific objectives and timelines.
• High degree of travel to engage with customers where, when, and how they want, attend relevant medical meetings and congresses, engage with field-based colleagues for key customer meetings, and partner with home office colleagues - estimated up to 50% of the time.
• Valid Driver's License and acceptable driving record. Authorization and ability to drive a company leased vehicle or authorized rental vehicle.
• Displays AAI behaviors: Agility, Accountability, and Intrapreneurship
• Oncology product and business knowledge.
• Ability to understand and explain the clinical and value proposition of our products.
• Ability to navigate multiple Oncology customer types, stakeholder mapping and networks within each, and process required to enable access to and use of our products.
• Ability to network and navigate accounts and systems to get in front of key external customers including decision makers, thought leaders, and advocates.
• Engagement of all internal cross-functional stakeholders through appropriate channels to meet the needs of customers.
• Knowledge of external customer and environment topics including oral oncolytics, specialty pharmacy models, dispensing clinics, infusion products and buy and bill reimbursement, and approved value-based and performance-based contracts. All of these factors need to be taken into account to understand implications and impact on customers and the business, and to engage in appropriate business planning and identification of key challenges and opportunities with Oncology leadership, National Accounts, Marketing, and Sales.