Lilly Analytical key account manager in Ra’anana, Israel
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.
The Analytical Key Account Manager (aKAM) is a Business to Payer (B2P) position, responsible for: business case development, New product preparations, Pricing and Analytics, Alternative Access Programs, PRA strategy, contract negotiation and gaining & maintaining formulary access for the Lilly product portfolio.
The aKAM will be responsible for:
Access evaluation for new medications to the Israeli market and HMO’s.
Working with payers and addressing issues that impact all Lilly products throughout their lifecycle while considering the long-term customer horizon (3-5 years).
Working closely with the marketing and sales organizations to ensure awareness of access issues impacting their business as well as maximizing pull through opportunities.
Proactively interacting with local healthcare authorities, building strategic relationships with payers as well as those key thought leaders and influencers who interact with payers.
Responsible for gaining and maintaining formulary access and reimbursement for Lilly products in validated accounts, including:
Developing expertise in negotiations and Account Selling for Major Sales (ASMS) methodology
Establishing Account Plans, including SWOT and opportunity plan, for each prioritized account
Defining and implementing a quarterly access plan in accordance with affiliate priorities & business goals
Establishing key relationships within targeted accounts in order to identify and address customer explicit needs
Develop internal champions within validated accounts to advocate for access to Lilly products
Implement and deliver Payer Value Messages and interventions to meet/exceed customer needs
Contracting Strategy & Implementation
Manage the negotiations for the Lilly portfolio with payers by using financial and legal knowledge.
Demonstrate competency in the use of business analytics to evaluate profit/loss of business deals.
Create and develop quantitative business cases to support contracting efforts in partnership with Affiliate finance team.
AAP (alternative access programs) - understanding why AAPs should be considered, how to develop AAPs, and how to execute AAPs (including governance).
NPP (new product planning) PRA Input
Make sound contracting decisions within contracting parameters provided (includingterms, conditions, rates).
Coordinate and communicate account strategies and tactics with cross-functional Payer teams.
Actively contribute to Message Management Model for Payer Value Messages and related tools/materials/actions.
Drive Lilly brand sales growth and appropriate utilization in validated accounts in conjunction withlocal sales teams.
Address local market dynamics and trends in conjunction with appropriate Requirements:
BS or BA degree
Strong analytical expertise – well established experience working with complex excel worksheets
Performing cost and feasibility analysis
Deep knowledge of local political dynamics, impact on pharmaceutical sector and deep knowledge of payer marketplace
Strong learning agility Additional Preferences:
In depth understanding of the Brand and B2P customer segmentation strategies
Excellent implementation skills
Pharmaceutical business acumen
Strong negotiation skills
Proven ability to thrive in complex selling situations
Understanding of principles in health economics
RPh, Pharm.D., M.D., MBA or other advanced degree
Sound negotiation and decision-making within contracting parameters
Strong communication skills (written and oral in local language and in English)
Strong planning and organizational skills Lilly colleagues.
Act as the internal expert on local Health Care Systems and their evolutions.
Act as the channel of the voice of the payer: ensure payer customer insights are well communicated internally.
Eli Lilly and Company, Lilly USA, LLC and our wholly owned subsidiaries (collectively “Lilly”) are committed to help individuals with disabilities to participate in the workforce and ensure equal opportunity to compete for jobs. If you require an accommodation to submit a resume for positions at Lilly, please email Lilly Human Resources ( LillyRecruitingCompliance@lists.lilly.com ) for further assistance. Please note This email address is intended for use only to request an accommodation as part of the application process. Any other correspondence will not receive a response.
Lilly 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 strive to ensure our employees are part of a team that cares about them and our shared purpose of making life better for those around the world. How do we do this? We continue to look for ways to include, innovate, accelerate and deliver while maintaining integrity, excellence and respect for people. We hope that you seek to join us on our journey as we create medicine and deliver improved outcomes for patients across the globe!