PCP/Endo Business Specialist - Thousand Oaks, CA

BoehringerPRD•La Canada Flintridge, CA

3d•$115,000 - $222,000•Onsite

About The Position

This role involves influencing healthcare professionals to support BIPI promoted diabetes products by executing brand strategies and delivering sales and marketing messages. The specialist will establish and maintain effective communication with co-promotion partners and internal employees. Key responsibilities include completing pre-call plans, building discussions around customer needs, fostering customer networks, and ensuring timely follow-up. The role requires using BIPI Sales Training techniques to facilitate customer decision-making and coordinating engagement through various channels. The specialist will also identify top plans for customers, engage in discussions about the payer environment, co-pays, and formulary access, and work with Managed Care Area Managers to secure product support on MCO formularies. A 'continuation of care' model, including discharge protocols and disease management, is also part of the role. The specialist will analyze territory information to optimize business plans and customer calls, monitor market conditions, and develop plans for resource allocation (samples, co-pay cards, speaker programs, in-office meals). They will adjust implementation plans, leverage opportunities, and use supporting analysis tools for planning, reporting, and record maintenance. Administrative responsibilities and Sales Training completion are also required. The role involves identifying and working with thought leaders, innovators, and advocates, managing trained speakers, and providing feedback. Network-building among advocates and customer groups is crucial, along with developing plans for speakers and thought leaders, and managing programs and budgets within standards. Collaboration with all customer-facing roles is essential to meet customer needs and sales objectives, especially as accounts transition to an account-based model. All business must be performed in accordance with regulations (EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy, with immediate reporting of any violations. High ethical and professional standards are expected to maintain BIPI's reputation.

Requirements

Bachelor's degree from an accredited institution is preferred.
A minimum of two (2) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services or equivalent
Experience in diabetes therapeutic area preferred.
History of successful performance
Meets expectations for the key competencies required for this role
Proficiency in Excel, Word, Outlook, and database applications
Ability to travel (may include overnight travel)
Should reside in territory geography or be willing to relocate; exceptions to be granted by senior sales leadership.
Valid Driver's License and an acceptable driving record
Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
Must be legally authorized to work in the United States without restriction
Must be willing to take a drug test and post-offer physical (if required)
Must be 18 years of age or older
A minimum of five (5) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services or equivalent (for Executive role)
Pass state motor vehicle vision requirement to operate motor vehicle.
Must be able to work with diverse groups of people in similar roles, interact with medical practitioners, business partners, manage stress and conflict associated with gaining access to physicians in a highly competitive environment.
Must have the ability to learn and retain complex material, pass tests demonstrating product and disease-related knowledge and deliver content to physicians verbally in a clear, effective and accurate manner in strict compliance with regulatory and other requirements.
At least 40 hours per week, requires morning and evening flexibility as necessary to meet physician’s schedules and coordinate evening speaker programs – Must be able to function in a self-directed work environment.
Proficient in remote engagements with key customers via video conferencing platforms.
Able to deliver clear and compliant sales presentations remotely using video, phone and digital media applications.
Understands how to build customer relationships that facilitate live and virtual engagement opportunities.
Must be eligible and authorized under all U.S. Export Laws to be employed by the Company and to receive any technology from the Company that may be required to perform the duties of this position or to which an applicant/employee may, by virtue of holding such position, be provided access by the Company or any third parties during the course of employment.

Nice To Haves

Experience in diabetes therapeutic area preferred.

Responsibilities

Utilizes product knowledge and demonstrated selling skills to influence targeted health care professionals to support the use of BIPI promoted diabetes products.
Executes brand strategies to ensure that company sales and marketing messages are delivered appropriately to customers.
Establishes and maintains effective communication/cooperation/coordination with co-promotion partners and BIPI employees.
Completes pre-call plans to meet key stakeholder needs and builds discussion around customer needs and opportunities.
Fosters customer network development and communication, and has accurate and timely follow-up discussions with customers.
Fosters ongoing trust with customer as relationship develops.
Uses appropriate BIPI Sales Training techniques to facilitate the customer decision making process.
Coordinates the engagement of healthcare providers through a range of personal and non-personal channels, according to customer preferences.
Identifies top plans for customers and engages customers in comprehensive discussions on the payer environment, co-pays, and formulary access.
Works with Managed Care Area Managers to generate and sustain support for products on MCO formularies.
Develops and influences an extended team to pull-through MCO decisions.
Delivers on "continuation of care" model, including discharge protocol, treatment algorithms, disease management, etc.
Analyzes qualitative and quantitative territory information to optimize territory business plan and customer calls.
Monitors local market conditions for changes that impact business.
Develops plans to optimize allocation of key resources, including samples, co-pay cards, funds for speaker programs, and funds for in-office meals.
Adjusts implementation plans on a regular basis (speaker mgmt., advocate development, etc.).
Leverages opportunities that meet both territory and brand tactics.
Utilizes supporting analysis tools to plan activity, report and monitor resource utilization, and maintain account and customer records.
Completes all administrative responsibilities as directed by management.
Successfully completes all Sales Training requirements.
Identifies thought leaders, innovators and advocates to support BIPI products.
Works with trained speakers for diabetes topics and products.
Provides feedback and follow-up to speakers and attendees.
Initiates contacts and network-building among advocates and customer groups.
Develops plans to develop speakers and thought leaders.
Manages programs and budgets to stay within standards.
Works effectively with all customer-facing roles (i.e. Account teams, Medical teams, etc.) in a given geography to meet customer needs and deliver net sales objectives.
Demonstrates strong collaboration and communication as customers evolve and ownership of accounts transition from traditional to account based.
Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.
Reports violations immediately to management.
Demonstrates high ethical and professional standards with all business contacts in order to maintain BIPI's excellent reputation within the medical and pharmaceutical community.