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Lilly Associate Director –Deal Development National Accounts (Ascent/ESI) in Indianapolis, Indiana

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 35,000 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.

Organization Overview:

At Lilly, we serve an extraordinary purpose. We make a difference for people around the globe by discovering, developing and delivering medicines that help them live longer, healthier, more active lives. Not only do we deliver breakthrough medications, but you also can count on us to develop creative solutions to support communities through philanthropy and volunteerism.

Associate Director – Deal Development National– Ascent/ESI:

The Associate Director –Deal Development National Accounts (Ascent/ESI) plays an integral role in helping Lilly become our customers’ preferred company and preserving shareholder health by delivering the best possible information to Lilly’s decision-makers and Therapeutic Area Deal Developers to support the deal valuations across the portfolio for Ascent/ESI. The Associate Director –Deal Development National Accounts (Ascent/ESI) is responsible for partnering with the account management team to develop a strong understanding of the account to allow for continuous improvement in our deal modeling capabilities, negotiation strategy, tactics, and brand payer strategy. The complex, rapidly changing healthcare environment requires the Associate Director –Deal Development National Accounts (Ascent/ESI) position to be a passionate, honorable, agile learner who is both accountable and adaptable as he/she proactively leads the deal valuation and governance processes across all therapeutic areas for Ascent/ESI. Analytical skills, attention to detail, customer service orientation and strong communication skills are critical in developing and maintaining strong relationships with both internal and external customers. The ideal candidate is self-motivated and stress tolerant, with demonstrated skills in collaboration/teamwork, influence, compliance, judgment, time management, solving problems and building trust.


  • Coordinate and collaborate with the Therapeutic Area Deal Developers, account team, and payer brand teams to support development of deals and governance presentation materials for Ascent/ESI; develop and manage the project plan & timelines to meet customer deadlines

  • Actively engage as a subject matter expert on Ascent/ESI and use knowledge to support the development of analytical tools, deal valuations, and governance materials.

  • Use analytical skills to identify key variables and explore possible scenarios/options; adjust project plans; support the forecasting of deal scenarios using resources such as the Business Case tool, analytics team members, and the Market Research team; and review input for business cases.

  • Gather input by engaging the Therapeutic Area Deal Developers, Account Management and Brand teams re: therapeutic area, approach and environment and sharing insights about governing body biases to encourage a positive outcome; conducting background research and exploring assumptions; and building project plans based on quality of research.

  • Align, present and secure approval for Ascent/ESI by refining presentation pre-reads and supporting recommendations with thoughtful strategic considerations; building buy-in from Account Management and Brand teams; finalizing presentations and preparing to engage with leadership and answer questions; presenting cases to the executive leadership committees and securing FRAP and governance approval, inputting into contract management systems for secure signoff at appropriate level.

  • Coordinate with the Contract Development Center of Excellence to help translate customer requirements into legal documents as necessary.

  • Demonstrate knowledge of Lilly’s and LVA’s vision, mission, business strategies/goals. Understand Lilly’s products and pipeline, the science behind them and how they can bring value to the customer. Know Lilly’s position in assigned therapeutic area and the supply chain for the continuum of therapies. Understand the broad range of stakeholders and the roles they play. Show knowledge of Lilly’s myriad resources and how to access them fully when needed. Understand Lilly’s compliance requirements and Lilly-required processes.

  • Display knowledge of Lilly’s competitors, including marketplace and customer-specific strategies and goals, competitive products and pipeline, the science behind them and the value they bring to the customer.

  • Demonstrate knowledge of Lilly’s processes and tools.

  • Continuously seek opportunities to improve Lilly’s people, systems and processes. Identify, test, measure, codify and share key learnings by following predefined processes, identifying opportunities and implementing improvements.

  • Inspire confidence and build trust by consistently delivering results.

  • Demonstrate knowledge of customer(s), including the business and regulatory environments they operate in, their business model, strategies and goals, their Master Contract and Amendments and their customers.

Reporting Relationship:

Associate Director – Deal Development reports to the Sr. Director, Deal Development

Basic Qualifications:

  • Bachelors degree or greater( preferably an analytical degree that emphasizes critical thinking and problem solving such as Business, Engineering, Finance, Legal.)

  • 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

Additional Skill/ Preferences:

  • Experience or coursework that clearly demonstrates analytical capabilities

  • History of taking ownership and accountability for work produced

  • Demonstrated attention to detail

  • Experience with project management

  • Demonstrated sense of urgency in a fast-paced, deadline-driven environment

  • Finance, sales, analytics, marketing, payer or broker experience

  • 5+ years of experience in finance, project management, consulting or as a broker would be preferable.

Additional Information:

  • Travel Percentage: 0%-5%

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