Executive Account Manager - Immunology, Great Lakes (indiana & Michigan)

Immunology Account Manager

At Lilly, we unite caring with discovery 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 Immunology Account Manager, plays a role in achieving LVA's mission of improving health outcomes by establishing, communicating, and realizing the value of Lilly's Immunology therapeutics.

The Immunology 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 Immunology portfolio of products/technology, while working closely with overlapping teams on initiatives associated with appropriate utilization and demand realization of the Immunology portfolio. This Account Manager accomplishes this by using Strategic Account Management (SAM) skills, collaborating with other LVA colleagues, key Lilly business partners, while focusing efforts on assigned accounts. This 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.

The Immunology Account Manager will be responsible for delivering portfolio results for our Immunology portfolio in Dermatology, Rheumatology, and Gastrointestinal (GI) Health Care Organizations (HCO) accounts and Organized Medical Group (OMG) practices. They will be a product and disease state expert to deliver product value propositions and brand resources to service the account and generate demand and use of the Immunology portfolio. This individual will also be an expert in IBD guidelines, protocols, pathways, as well secure product stocking and availability through institutional access levers (P&T, new product reviews). This role will be responsible for extensive account planning to ensure all business priorities, organizational design, key decision makers, and performance against priorities are accurate for each account. They will also continuously gather local market intelligence for each key geography within their territory (stakeholder mapping, evolving partnerships, practice affiliation relationships). They will provide on demand account management support for each account to resolve problems and address situational needs as well as understand product procurement preferences and requirements (EMR/order entry needs, direct contracting needs, specific procurement partner requirements, distribution logistics). This role will coordinate across local Team Lilly teammates (Immunology sales partners, GPO account managers, IH HCO account manager) to ensure a seamless Team Lilly customer experience for GI accounts.

Key accounts for this role will be located in the following states: Illinois, Iowa. 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 team 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 (HCO), 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

Basic Requirements

• Bachelor's Degree
• 5 years of relevant experience
• Valid driver's license and acceptable driving record
• Professional certification or license (if required by state)
• Qualified applicants must be authorized to work in the United States on a full-time basis. Lilly will not provide support for or sponsor work authorization and/or visas for this role.

Additional Preferences

• Candidate should meet one of the following qualifications:
• Previous Account Management experience with local payers and/or Health Care Organizations- strong preference in Gastroenterology
• Experience with buy & bill/Part B infused medicines and/or Specialty Pharmacies for Biologic therapies
• Experience working in a highly matrixed organization with 2 or more overlapping business partners
• 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
• Weekend travel/customer engagements (expect 2 to 4 times per year)
• 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 VP 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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