Lilly Account Manager – Northern California – HCO1 in San Francisco, California
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.
Lilly Value and Access (LVA) is a mission-driven organization supporting Lilly’s purpose of uniting caring with discovery to make medicines that make life better for people around the world. The position of Account Manager, on the LVA Integrated Health team, plays a role in achieving LVA’s mission of improving health outcomes by establishing, communicating, and realizing the value of Lilly therapeutics.
The Account Manager role is responsible for developing and maintaining deep healthcare expertise across their customer segment. They are responsible for using this expertise to obtain and/or maintain profitable formulary access and optimal product availability for the entire Lilly portfolio of products/technology, while working closely with overlapping teams on initiatives associated with appropriate utilization and demand realization of the portfolio. An Account Manager accomplishes this by using Strategic Account Management (SAM) skills, collaborating with other LVA colleagues, key Lilly business partners (e.g., government affairs, medical, brand, sales etc.), while focusing efforts on assigned accounts. An Account Manager will work with prioritized accounts to understand their business, and associated challenges, needs, and opportunities. They must manage and align expectations across customer segments and other stakeholders to convey how the Lilly brands may meet the healthcare needs of the stakeholders’ and their members, ultimately to achieve the vision and purpose of LVA at a local level.
Key Accounts: The role will initially include Oregon Health and Sciences, Dignity Health and UC Davis. Other accounts may be included. All account assignments are subject to change based on evolving marketplace dynamics and business priorities.
Account Management – Strategy Development & Planning
Develop and execute account management strategy for priority accounts
Lead coordination of account management strategy with Team Lilly overlaps
Coordinate high impact account planning and execution efforts with prioritized accounts to drive identification, development, and implementation of collaborative opportunities to ensure optimal patient access to Lilly’s products, while improving patient outcomes
Identify customer-focused initiatives to enhance Lilly’s brand equity in partnership with key customers across segments
Partner with Lilly Sales Teams to drive understanding of priority accounts, while supporting a successful selling environment; taking direction from the Demand Realization COE and brand strategy
Determine and recruit necessary Lilly resources to engage customer needs
Account Management – Tactical Execution
Utilize SAM to execute brand strategies
Manage, analyze, and adjust levers to obtain optimal business results through strategic prioritization
Conduct analyses on product and market trends, including patient flow and continuum of care
Ensure strong partnership with Team Lilly overlaps for prioritized accounts
Establish key relationships with a broad range of customers at prioritized accounts to identify and address customers’ explicit needs, and to influence the customer’s decision process
Remove barriers to delivering timely, exceptional customer experiences
Lead and standardize effective business analysis and decisions for the team: Utilize sales performance, competitive, and/or customer or industry data to accurately diagnose customers’ key issues, and select/recommend account management strategies based on this analysis
Participate in appropriate state and/or local trade organizations to ensure Lilly presence and represent Lilly interests (i.e., ASHP, state societies).
Demonstrate essential traits including but not limited to: a) professionalism, b) the ability to build trusting relationships, c) the ability to communicate in a compelling manner and d) active learning
Ensure all actions align 100% with company compliance policies and procedures, including all legal and ethical guidelines
HCO Specific Objectives/Deliverables
Establish proficiency in health care organizations, including deep understanding of provider delivery models (e.g., IHS, IDN, PGP, ACO, etc.), and customers, processes, and procedures influencing and impacting access to Lilly products at prioritized HCOs (e.g., guideline driven care, EHR, P&T, pharmacy, quality, governance, purchasing, etc.)
Maintain deep understanding of patient, product, and dollar flow through prioritized HCO accounts
Identify opportunities for product and disease state education for prescribers and their support staff, especially in HCOs with limited sales representative access
Implement strategic initiatives as directed by the Integrated Health COE and/or brand strategy
No compliance violations in the last two years
Professional certification or license (if required by state)
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.
Candidate should meet one of the following qualifications:
Previous Account Management/LVA experience with local payers and/or HCOs
Previous Lilly experience as a District Sales Manager
Broad knowledge of the healthcare delivery landscape
Experience and working knowledge of competitive interventions in the integrated healthcare marketplace
Demonstrated learning agility, critical thinking, and negotiation skills
Demonstrated leadership and relationship building including cross-functional teamwork skills and the ability to influence
Strong verbal and written communication and group presentation skills
Travel Requirements and Position Location
Some overnight travel will be required (25% to 50%); evening programs possible
Direct access to a major airport is preferred
Acceptable driving record will be required
Should reside within assigned geography or within 50 miles of a contiguous state; candidate should be open to relocation; exceptions require Senior Director approval
As a Lilly USA employee, you have certain compliance obligations. Training must be completed verifying your agreement to abide by the policies and practices detailed in the Red Book, Lilly's Code of Conduct and Corporate Integrity Agreement. Completing this training illustrates you will represent Lilly well; ensuring our objective to make patients' lives better is achieved ethically. Please understand you have an obligation to complete all of your Compliance Related Training within 20 days of receiving it on your Individual Training Plan. Failure to complete the specified training by the due date may result in being issued a Written Warning or a higher level of discipline as appropriate.
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