Sr. Director of Strategic Accounts-Immunology Dermatology-Great Plains

Lilly USA • Kansas City, MO

5d • Hybrid

About The Position

At Lilly, the work is demanding because patients are waiting. We unite caring with discovery to help make life better for people around the world, knowing that every decision, every detail, and every day matters. Headquartered in Indianapolis, Indiana, our over 50,000 employees around the globe take on complex challenges to discover and deliver life-changing medicines, strengthen how health is understood and managed, and support the communities we serve. This is hard, urgent, selfless work—but it’s work worth doing. If you’re driven by purpose and ready to bring your best to work that truly matters for patients, we invite you to join us. Sr. Director of Strategic Accounts-Immunology Dermatology-Great Plains Corporate Strategic Accounts Company Overview 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 48,000 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. Position Summary Corporate Strategic Accounts 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- Sr. Director of Strategic Accounts (DSA), plays a role in achieving our mission of improving health outcomes by establishing, communicating, and realizing the value of Lilly’s Immunology therapeutics. The Immunology Sr. Director of Strategic Accounts (DSA) 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 Lilly Immunology Dermatology & Allergy portfolio of products/technology, while working closely with overlapping teams on initiatives associated with appropriate utilization and demand realization of the Immunology Dermatology & Allergy portfolio. This DSA accomplishes this by using Strategic Account Management (SAM) skills, collaborating with other Lilly Value & Access colleagues, key Lilly business partners (e.g., government affairs, medical, health outcomes, brand, sales, field reimbursement etc.), while focusing efforts on assigned accounts. This DSA 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 Corporate Strategic Accounts at a local level. The DSA will be responsible for delivering portfolio results for our Immunology portfolio in Dermatology, and Allergy in 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 guidelines, protocols, pathways, as well as 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, other HCO account managers) to ensure a seamless Team Lilly customer experience for Dermatology & Allergy accounts.

Requirements

• Bachelor’s Degree
• Professional certification or license required to perform in this position if required by a specific state
• Valid US driver’s license and acceptable driving record are required.
• 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, including but not limited to F-1 CPT, F-1 OPT, F-1 STEM OPT, J-1, H-1B, TN, O-1, E-3, H-1B1, or L-1

Nice To Haves

• Previous Account Management/LVA experience with local payers and/or HCOs
• Previous Lilly experience as a District Sales Manager/Business Director
• M3/P5 level with Payer/LVA experience
• 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
• No serious compliance violations in the last two years
• Direct access to a major airport is preferred
• Should reside within assigned geography or within 50 miles of a contiguous state; candidate should be open to relocation; exceptions require SVP approval

Responsibilities

• 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 Field Teams to drive understanding of priority accounts, while supporting a successful customer environment; taking direction from the Demand Realization COE and brand strategy
• Determine and recruit necessary Lilly resources to engage customer needs
• 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, product, and dollar flow
• 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 & patient 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
• 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

Benefits

• company bonus (depending, in part, on company and individual performance)
• company-sponsored 401(k)
• pension
• vacation benefits
• eligibility for medical, dental, vision and prescription drug benefits
• flexible benefits (e.g., healthcare and/or dependent day care flexible spending accounts)
• life insurance and death benefits
• certain time off and leave of absence benefits
• well-being benefits (e.g., employee assistance program, fitness benefits, and employee clubs and activities)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior