PCP/Endo Business Specialist - Frederick, MD

Boehringer Ingelheim•Frederick, MD

About The Position

The PCP/Endo Business Specialist develops and implements plans to maximize net sales of Boehringer Ingelheim (BIPI) and co-promoted diabetes products, following direction from BIPI commercial leadership and applicable company guidelines, policies, and directives. The role conducts business with targeted healthcare providers and community hospitals, and may also support teaching hospitals, federal and military hospitals, managed healthcare facilities, group purchasing organizations, and integrated delivery networks. The specialist uses product knowledge and selling skills to engage healthcare professionals, execute brand strategies, and deliver appropriate sales and marketing messages. The role develops customer relationships through pre-call planning, needs-based discussions, timely follow-up, and coordinated engagement across personal and digital channels. It also addresses payer and formulary access, collaborates with Managed Care Area Managers, and works with internal and co-promotion partners to support customer needs and territory sales objectives. The position analyzes territory and market information, plans customer calls and resource allocation, monitors local market conditions, and manages samples and program resources. It identifies and develops thought leaders, advocates, and speakers; supports speaker programs; and maintains records, reports, and administrative responsibilities. All work must comply with company policies and applicable regulations, and be conducted with high ethical and professional standards. The role requires daily travel throughout the assigned territory, periodic overnight travel, and flexibility to accommodate physician schedules and evening speaker programs. The specialist must be able to engage customers both in person and remotely, deliver clear and compliant presentations, and work independently in a self-directed environment. Applicants must be eligible and authorized under applicable U.S. Export Laws to work for the company and receive any technology required for the position.

Requirements

Bachelor's degree from an accredited institution is preferred.
For the PCP/Endo Business Specialist level: at least two years of successful sales and/or marketing experience in the pharmaceutical or healthcare industry, pharmacy, B2B, customer engagement services, or equivalent.
For the Executive PCP/Endo Business Specialist level: at least five years of successful sales and/or marketing experience in the pharmaceutical or healthcare industry, pharmacy, B2B, customer engagement services, or equivalent.
History of successful performance and meeting expectations for the key competencies required for the role.
Proficiency in Excel, Word, Outlook, and database applications.
Ability to travel, which may include overnight travel.
Must reside in the territory or be willing to relocate, subject to exceptions granted by senior sales leadership.
Valid driver's license and acceptable driving record.
Authorization and ability to drive a company-leased vehicle or authorized rental vehicle.
Ability to learn and retain complex material, pass tests on product and disease-related knowledge, and deliver clear, accurate verbal information to physicians in compliance with regulatory requirements.
Ability to work with diverse groups, medical practitioners, and business partners, and manage stress and conflict associated with gaining access to physicians in a competitive environment.
Ability to work in a self-directed environment and accommodate physician schedules, including morning and evening flexibility and evening speaker programs.
Proficiency in remote customer engagements and ability to build relationships that support live and virtual engagement.
Must be eligible and authorized under applicable U.S. Export Laws to be employed by the company and receive technology required for the position.
Ability to meet the stated physical and visual demands, including passing the state motor vehicle vision requirement, daily territory travel, walking, bending, using stairs, lifting materials above head height, and intermittent repetitive lifting up to 40 pounds.

Nice To Haves

Experience in the diabetes therapeutic area.

Responsibilities

Develop and implement territory plans to maximize net sales of BIPI and co-promoted diabetes products in alignment with commercial leadership direction and company policies.
Use product knowledge and selling skills to influence targeted healthcare professionals to support promoted diabetes products.
Execute brand strategies and deliver company sales and marketing messages appropriately to customers.
Coordinate and maintain effective communication with co-promotion partners and BIPI employees.
Prepare pre-call plans, identify customer needs and opportunities, conduct needs-based discussions, and provide timely follow-up.
Build and maintain customer trust, networks, and ongoing communication.
Use approved sales training techniques to facilitate customer decision-making.
Coordinate healthcare-provider engagement through personal and non-personal channels according to customer preferences.
Discuss payer environments, co-pays, and formulary access with customers; work with Managed Care Area Managers and extended teams to support product access on MCO formularies.
Deliver the continuation-of-care model, including discharge protocols, treatment algorithms, and disease management.
Analyze territory information and local market conditions to optimize business plans and customer calls.
Plan and adjust allocation of samples, co-pay cards, speaker-program funds, and in-office meal funds; leverage opportunities that support territory and brand tactics.
Use supporting analysis tools to plan activities, monitor and report resource utilization, and maintain account and customer records.
Complete administrative responsibilities and all required sales training.
Identify thought leaders, innovators, advocates, and trained speakers; develop speakers and thought leaders and support diabetes programs.
Provide feedback and follow-up to speakers and attendees, and build networks among advocates and customer groups.
Manage programs and budgets within established standards.
Collaborate with customer-facing teams, including account and medical teams, to meet customer needs and deliver net sales objectives.
Support collaboration and communication as account ownership transitions from traditional to account-based approaches.
Conduct business in compliance with applicable regulations and company policies; promptly report observed violations and maintain high ethical and professional standards.
Conduct daily travel within the territory and attend periodic overnight training and meetings.
Deliver clear, compliant customer presentations in person and remotely using video conferencing, phone, and digital media.