Lilly Sales Representative-Hartford CT Alzheimer's in Hartford, Connecticut
Title Sales Representative-Hartford CT Alzheimer's
State / Province Connecticut
Workplace Arrangement Sales
Company Overview At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our 39,000 employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.
Responsibilities The Alzheimer’s disease (AD) opportunity is one of the most exciting we have seen in the history of Lilly – there is a large, growing and intense unmet need across all key players. Launched in the United States in 2012, Amyvid was the first PET amyloid imaging agent approved anywhere in the world to identify evidence of amyloid pathology in the brains of living patients. On March 25, 2015, CMS approved the Imaging Dementia – Evidence for Amyloid Scanning (IDEAS) study protocol, which is a study protocol approved under the beta-amyloid PET imaging Coverage with Evidence Development (CED). The IDEAS study will assess the clinical usefulness and value in using a brain PET scan in certain situations when evaluating Alzheimer’s and other dementias. Specifically, the study will examine how an amyloid PET scan impacts patient management, health outcomes, and healthcare resource utilization by guiding HCPs in diagnosing and treating Alzheimer’s and other dementias when the cause of cognitive impairment is difficult to diagnose. The study is expected to begin with patient enrollment in early 2016, and a total of 18,488 Medicare beneficiaries age 65 and older meeting the Appropriate Use Criteria (AUC) will be enrolled over 24 months at roughly 200 referral sites throughout the United States.
A variety of elements need to work effectively and in harmony for patients, information, and product to flow smoothly through the process of detecting, diagnosing with confirming evidence of amyloid. There are multiple steps and many players involved. These interconnected ecosystems (referral dynamics, advanced diagnostics, and treatments) must be further developed in order to support overall patient care, so that patients not only get through the process without dropping out, but also have as positive an experience as possible. This position will be instrumental in supporting development of the US advanced diagnostic ecosystem, most significantly as it relates to the utilization of and experience associated with Amyvid in this market.
The account specialist will be expected to manage a diverse range of customers (Radiology and Nuclear Medicine physicians, Neurologists, Psychiatrists, IM, PCP, Pharmacists, and Nurses) via multiple settings (hospital, clinics, imaging centers, nuclear pharmacies, and specialty and primary care environments) that will have various levels of sophistication, bureaucracy and influence related to the evaluation and diagnosis of AD and other causes of cognitive decline. Given this complex selling environment, these sales professionals will need to have significant experience in account based selling. They will be required to exhibit strong leadership skills and to influence and coordinate resources to successfully deliver this product. They will also need to understand and communicate with key customers/staff, manage thought leader programming across the customer arena, facilitate flawless collaboration and communication between all customers, and understand and convey patient flow and the referring physicians involved in the treatment decision.
Use Major Account Selling (Lilly Account Based Selling-LABS) to understand the decision flow (FOR, FOP, FOD) and decision criteria for each account to develop effective account plans for key imaging centers and referring prescribers. Implement plans and consistently evaluate progress by account; improve plans as needed.
Use effective questions with each account to develop explicit needs, identify opportunities, craft solutions, and drive implementation.
Utilize Lilly resources that enhance the customer experience among the imaging physicians and referring physician specialties.
Support and help Lilly optimize payer contract implementation and satisfaction across imaging centers and hospitals, as needed.
Understand and clearly communicate Amyvid team strategy, goals and planning to all cross-functional team members, including how Amyvid fits into Lilly’s broader AD vision and goals
Lead development and take ownership of a cross-functional territory business strategy that to achieve goals and objectives that include hospital/imaging centers and referring physician specialties
Build, maintain and strengthen relationships across functional colleagues to collaboratively plan and coordinate account strategies and proactively identify and resolve conflicting priorities.
Monitor territory plan performance; communicate results and action steps to all cross-functional partners.
Implements communication, coaching and/or accountability plans with team overlaps; coordinates pull-through activities based on contracts; tracks progress toward agreed-upon goals and objectives.
Work with Account Managers and their supervisors, as necessary, to ensure that payer/reimbursement, prescriber, and imaging center account plans are aligned.
Develop deep knowledge of the diagnostic algorithms and considerations used by physicians to evaluate adult patients with cognitive impairment who are being evaluated for AD and other causes of cognitive decline.
Develop deep knowledge of Amyvid in order to explain features and benefits to all relevant customers.
Demonstrate understanding of the imaging marketplace including business goals, service portfolio, and PET products and equipment used in institutional/hospital and independent imaging centers.
Address most product-related questions and promptly locate answers/experts for questions he/she cannot answer or which must be answered by an expert; serve as an expert in reimbursement questions at the provider, territory and state levels.
For hospitals and imaging centers, profile the typical patient flow from prescriber request for a scan to scheduling of a scan, procurement of a scanning product, interpretation of the scan, and the report back to the prescribing physician.
Identify the top referring prescribers, create relationships, and appropriately impact the decision-making criteria that may result in the utilization of amyloid-imaging technology and the choice of an Amyvid scan.
One of the following: 2 or more years of Account Based Sales experience or Radiopharmaceutical experience since undergrad degree was obtained
Professional certification or license required to perform this position, if required by state
Completion of Pre-Employment Screen (PES) (does not apply to internal candidates)
Valid driver’s license and acceptable driving record
Qualified candidates must be legally authorized to be employed in the United States. Lilly does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position
Demonstrated learning agility, critical thinking and negotiation skills
Demonstrated leadership and relationship building including cross-functional teamwork skills and the ability to influence senior management
Familiarity of radiopharmaceutical industry including distribution channels and nuclear medicine imaging
Demonstrated ability to achieve sales objectives while operating in compliance with regulatory guidelines and budgetary constraints.
Demonstrated selling skills, analytical skills and pharmaceutical industry acumen
Able to manage multiple and competing priorities through effective organizational, people, and time management skills
Excellent written and oral communication skills
Qualified candidate should live in a city within the geography with accessibility to the major metropolitan area of the defined territory
Overnight travel and attendance at evening programs will be required and is estimated at 50%
Territory will include Western Massachusetts and Upstate New York
Ability to provide secure and temperature controlled location for product samples may be required
Lilly is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.
Removal Date 28-Aug-2017