Boehringer Ingelheim Regional Account Executive - Mid-Atlantic Region in RICHMOND, Virginia

Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment which benefits our employees, patients and communities.

Description:

The Regional Account Executive is responsible for calling on and creating mutually beneficial business relationships with his/her 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, 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.

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 a number of 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.

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:

  • Identify opportunities, threats and trends

  • Anticipate future barriers, issues and opportunities

  • Analyze and interpret 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.

  • Influencing internal leaders to drive timely and profitable contracting decisions.

  • Operating efficiently, both at a tactical level and from a more long-term planning perspective. Develop and keep current a written Integrated Account Plan in close cooperation and alignment with the core BIPI account team to ensure the following:

  • Plan clearly, accurately and efficiently describes the situation and goals of the account

  • Plan clearly, accurately and efficiently outlines the key drivers, milestones and critical steps to achieve established account goals and objectives for a portfolio of products across all therapeutic areas, for each assigned account, consistent with region, company and customer goals

  • Plan reflects the contributions and perspectives of the larger account team

  • Roles, responsibilities and expectations are clearly understood among all internal team members

  • Coordinate internal communications and account planning meetings to ensure high level account knowledge and insights are integrated into a cohesive Integrated Account Plan

  • Leadership

  • Lead, communicate and coordinate 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

  • Leverage productivity metrics to support team attainment of assigned goals and objectives to ensure increased sales and profitability

  • Build positive working relationships and work seamlessly with internal partners

  • Develop large account management skills of the broader BIPI team members

  • Perform 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

  • Demonstrate high ethical and performance standards with all business contacts in order to maintain BIPI’s excellent reputation within the medical and pharmaceutical community

  • Executive Relationships

  • Building a deep understanding of the customer and responding to those needs in a way that creates respect and credibility with customer organizations. Serve as main point of contact for account

  • Establish 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)

  • Develop and implement 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.

  • Drive 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.

  • Identify regional and national Organized Customer external experts

  • Business Acumen

  • Understanding and thinking creativity about business principles relevant to the organized customer marketplace, and applying them to drive profitability. Serve as a content expert and understand the following aspects of the assigned account(s):

  • Specific business model 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

  • Possess 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 market place and trends

  • CMS & JCAHO

  • Reimbursement and related DRG payments and top MHC plans.

Candidate will be hired in at the level commensurate with experience...

Level 17 Requirements:

  • Bachelor's or advanced degrees preferred (e.g. MBA, MPH, etc.), from an accredited institution

  • Strong entrepreneurial mindset

  • Strong organizational and leadership skills

  • Demonstrated strong leadership/influence without authority

  • Four (4) to six (6) years project management experience

  • A 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

  • Successful contracting experience preferred

  • 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

  • Senior level 18 Requirements:

  • Bachelor's or advanced degrees preferred (e.g. MBA, MPH, etc.), from an accredited institution

  • Strong entrepreneurial mindset

  • Strong organizational and leadership skills

  • Four (4) to six (6) years leadership and project management experience

  • Demonstrated strong leadership/influence without authority

  • A minimum of seven plus (7+) years’ successful healthcare, business, or pharmaceutical experience, including:

  • Executive level and/or P&T selling

  • Selling a full portfolio in the Organized Customer setting

  • Successful contracting experience required

  • 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

Other Requirements:

  • Position requires understanding of extremely dynamic and complex US market. The individual must possess a solid understanding of how to manage effectively customer relationships and negotiations, including contract negotiations, in an environment with ongoing consolidation and regulatory changes. Position also requires excellent matrix management skills both internally and externally with client base.

  • External Customer : RAE conducts account assessment at least twice yearly that includes a review of customer goals through a PEST analysis- Political, Economic, Social and Technological overview of the customer environment to understand what has changed or will change with the customers channels of business, provider network, performance indicators and other key customer health indicators. From there the BI RAE will work with the customer (Medical, quality, pharmacy, etc.) to understand any current gaps in care, quality performance, physician/patient needs related to BI TAs and products to ensure an aligned plan for customer and BI. RAE then takes this aligned plan back to field teams to conduct appropriate interventions using HEOR, FBM, and other teams to ensure execution of customer/BI account plan. RAE also works with the external customer to understand their payer/provider contracts in terms of risk sharing- ACO’s, Closed and preferred network arrangements and other. Beyond the presence of ACO or other risk sharing agreement the account manager seeks to understand the customers level of risk sharing and how that is expressed to their provider organization to drive awareness of BI brands and resources that will provide value in terms of medical offsets, Rx compliance/adherence, patient engagement and provider/patient dialogue.

  • Internal Customer : A significant portion of the RAE internal leadership is related to creation of local account plan in conjunction with the external customer and then bringing back to BI internal team for validation, alignment with BI goals. From there the RAE works with the local sales team, clinical support teams and others to complete the customer account plan, implement and drive account strategy and tactics and follow up with needed updates, assessments of progress and change account plan tactics based on progress assessment. BI RAE leads local knowledge and understanding of business environment with payer and provider networks. Leads discussions with local sales leadership to enforce current business planning with customer, relay customer needs at both payer and provider in the context of description above. Also works with local teams to conduct pull through of BI brands with payer), leads- in conjunction with training- local training on local market drivers including local implementation of ACA, impacts of new models and trends (i.e. ACOs, Value Based purchasing, Bundled payments, Merger/Acquisitions) and helps identify gaps and potential solutions in local approach based on market needs. The RAE is also highly engaged in driving understanding of gross to net value proposition in terms of local payer channel mix.

  • Pull Through : Getting a product on local plan formularies is a relatively small portion of the role of the RAE and an even smaller portion of the success of the product in the local market. Access awareness, understanding of local payer density and control on the local market, understanding and communicating any utilization management and how to work through this process are all examples of pull through skills that are unique to the local RAE and are a significant portion of the day to day responsibility. The RAE takes best access opportunities and compiles an action plan for local sales leadership around access picture, impact on sales performance, shared sales goals for the aligned access opportunity, and key messaging around the access to tie in with the approved brand messaging. The RAE works with field sales teams to track and update on sales performance related to key access opportunities. This has to be done locally to best understand the mix and impact of both regional and National payer customers, channel mix, and the specific impact on local sales results. The RAE also creates marketing materials to reflect this picture for local sales use. Finally in instances where the account does not prefer BI’s brand(s) or uses UM against BI brand the RAE leads local sales teams in push through to effectively negate the account decision by driving Rx volume, appropriate physician requests and other tools to ensure maintenance of BI brand volume at best gross to net and to ensure account reevaluates the BI brand based on local demand/need.

Eligibility Requirements:

  • Must be legally authorized to work in the United States without restriction.

  • Must be willing to submit to a background investigation, including verification of your past employment, criminal history, and educational background

  • Must be willing to take a drug test and post-offer physical (if required)

  • Must be 18 years of age or older

Our Culture:

Boehringer Ingelheim is a different kind of pharmaceutical company, a privately held company with the ability to have an innovative and long term view. Our focus is on scientific discoveries that improve patients' lives and we equate success as a pharmaceutical company with the steady introduction of truly innovative medicines. Boehringer Ingelheim is the largest privately held pharmaceutical corporation in the world and ranks among the world's 20 leading pharmaceutical corporations. At Boehringer Ingelheim, we are committed to delivering value through innovation. Employees are challenged to take initiative and achieve outstanding results. Ultimately, our culture and drive allows us to maintain one of the highest levels of excellence in our industry. Boehringer Ingelheim, including Boehringer Ingelheim Pharmaceuticals, Inc., Boehringer Ingelheim USA, Boehringer Ingelheim Roxane Inc., Roxane Laboratories Inc., Boehringer Ingelheim Vetmedica Inc. and Boehringer Ingelheim Fremont, Inc. is an equal opportunity employer. Minority/Female/Protected Veteran/Person with a Disability

Boehringer Ingelheim is firmly committed to ensuring a safe, healthy, productive and efficient work environment for our employees, partners and customers. As part of that commitment, Boehringer Ingelheim conducts pre-employment background investigations and drug screenings.

Organization: US-BI Pharma/BI USA

Title: Regional Account Executive - Mid-Atlantic Region

Location: Americas-United States-VA-Richmond

Requisition ID: 188255