Lilly Sales Representative-Cleveland, OH Sr Care in Cleveland, Ohio
Type of Employment:
Full-Time Employment - FTE
The Senior Care Account Specialist will be responsible for all aspects of developing, managing, selling and growing the portfolio of products in their territory. The specialist will champion relationships with a mix of prescribers, nurses, pharmacists and nursing home facility decision makers to promote Lilly’s portfolio in the Long Term Care setting. Additional responsibilities include partnering with Managed Healthcare Services (MHS)*, Senior Care Account Executives (AE) in order to develop local and regional Skilled Nursing Facility (SNF) chains, and Lilly alliance partners to pull through plans that align the entire Long Term Care (LTC) treatment team.
Drive sales growth of the product portfolio. The approach to the customer is a classic business to business model uncovering key stakeholders and decision makers within the network triangle, the SNF, LTC pharmacy, and HCP. This is complemented by product/disease state approach across the network triangle of customers.
Consistently achieve or exceed quarter-over-quarter sales and market share growth with portfolio in the territory
Build outstanding customer experiences by engaging in active dialogue to understand the customer’s needs and delivering appropriate resources and relevant information to influence appropriate use of product portfolio
Develops partnerships with customers across the network triangle to provide resources and meet their clinical, disease state, product related and reimbursement needs to improve their ability to deliver quality resident care and grow the profitability of their business
Focus on developing or building key resource and referral networks to enhance the standard of care for LTC residents with diabetes and within the territory
Professional/industry knowledge in multiple disease states represented in Lilly Diabetes and Endocrine portfolios including: knowledge of all aspects of the diabetes disease state, diagnostics, incidence, treatments, competitive products, and reimbursement. In addition, an in depth knowledge of LTC regulations, resident flow, and resident care parameters is important. Additionally, knowledge in payer dynamics, Part A/Part D access, and LTC profitability parameters will allow the specialist to bring value to individual customers and facilities in this healthcare segment
Effective account management skills to develop an account/MD target list, evaluate and set an appropriate territory workload, and achieve key efficiency parameters
Effectively utilize account selling skills to achieve goals through building relationships and meeting needs with all members of the LTC resident’s care team (Pharmacist, MD/NP/PA, LPN/RN)
Effectively utilize our LTC expertise to conduct analysis on account/MD potentials, market trends/dynamics, and develop/implement territory business plans
Identify and develop business relationships with influential LTC focused individuals and organizations within the territory. These organizations include, but are not limited to: AHCA, AMDA, ASCP, GAPNA and NADONA state chapters
Implement a synergistic team approach with the overlapping Lilly Diabetes alliance, sales teams and Senior Care AEs to build/implement customer focused pull through plans and resources that improve resident care and create customer value
Bachelor’s degree PLUS, any of the following:
1 or more years of sales experience (pharmaceutical or non-pharmaceutical) following the completion of undergraduate degree
1-3 or more years of work experience since undergraduate degree was obtained
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
Bilingual skills as aligned with territory and customer needs.
Proven leadership and teamwork with peers; Ability to influence teammates to build a strong performance-centered culture
Top 1/3 portfolio sales results, 1 out of last 3 years
Account Based Selling experience
MHS sales experience
Excellent interpersonal/coordination/communication skills ability to coordinate with partners and build teams
Ability to build and maintain lasting relationships with key accounts and caregivers
Demonstrated ability to learn, apply and communicate technical/scientific knowledge
Demonstrated eye for business and business ownership mentality
Demonstrated project management, problem solving and analytical skills
Demonstrated influence and negotiation skills
Innovation, creativity, and a self-starter
Live within territory or within 30 miles of territory boundaries
Some evening programs and overnight travel will be required.
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
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.
Region: North America
Req Id: 52573BR