Key Account Associate

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.
Job summary
* This role will be accountable for establishing and maintaining optimal access for Lilly products in the assigned region, including achieving or exceeding managed markets account plans, other business goals and metrics. (‎2) Leverage existing managed markets Payer relationships, develop and cultivate new relationships to positively influence optimal formulary positioning and access of Lilly Products. (‎3) Will track, analyze, and report on healthcare economic trends, as well as, communicate implications.(‎4) Implementing tailored value-based pricing solutions with designated key account and Payers in an aim to continuously ensure a maximum early market penetration, sustainable patient access to treatments & guaranteeing that Lilly to be the most valuable & credible partner in different disease areas.(‎5) Lead and interact with a different cross-function of internal and external stakeholders in order to get a value message dissemination, analysis and strategic planning to achieve, maintain and enhance formulary listing and optimal existing accessed products.
Path/Level:
P1
Note: Employees hired on banded positions (ex: P1-P3, R1-R2, B1-B3, etc.)
transfer at their current level, despite the level indicated on the job
posting. For example, if a P2 candidate is selected for a P1-P3 banded
position, the candidate will remain a P2 in the new role.
Main Accountability/responsibility
Key Account Management
Demonstrate Customer Centricity
* Demonstrate a deep knowledge of customer's business. Understand customer's metrics and drivers and how these impact customer decisions and priorities.
* Understand, plan and implement payer value propositions including payer partnership programs. Evaluate their effectiveness.
* Demonstrate deep knowledge of national and local laws and regulations that influence payer decisions on price, reimbursement and access, and that guide interactions with payers.
* Display knowledge of national and local healthcare environment, trends and data. Understand how this information impacts payer customers.
* Demonstrates a deep understanding of prioritized customer needs and issues and then allocates resources and tools to deliver value.
Strategic Account Planning
* Prioritize Accounts: Understand which customers are most important to Lilly and ensure appropriate allocation of resources.
* Map and segment payer accounts in order to anticipate their needs and tailor interactions.
* Systematically plan and capture interactions with payer customers.
* Lead the development and implementation of strategies to address specific product related issues and formulary threats.
Commercial Negotiation
* Demonstrate collaborative negotiation skills that enhance both customer and commercial results.
* Identify, develop and maintain relationships with key buyers, tenders personnel and key decision makers
* Identifies future commercial opportunities/ risks in their respective accounts and propose adequate resources to capture or protect.
* Serve as single point of contact for each account under their respective territory and be responsible for the overall success at each account.
Market Access
Market & Customer Analysis
* Regularly analyze the accounts performance based on the external environment, consumption trends and gaps in performance.
* Manage the impact of health policy by mapping the decision-making process, identifying the key influencer and build strong relationships with key external stakeholders & organizations/committees
* Develop and communicates the Commercial /Access plan based on prioritized opportunities and multi-channel resources.
* Work closely with the Marketing team to identify strengths and weaknesses based on market and product insights that impact the new product/brand from Payer perspective.
Formulary Access
* Own the access action plan for formulary access in government accounts.
* Appropriately target and enable opinion leaders and advocacy groups that influence key account decision making.
* Propose value added programs to enhance formulary access.
* Identify different Payer Archetype, and tailor Lilly Strategy for each Archetype.
* Lead in gaining and maintaining the listing of Lilly products
Lilly Knowledge
* Demonstrate deep knowledge of Lilly products and payer brand value messages.
* Demonstrate good knowledge and understanding of pharma- economic principles and how these principles relate to Lilly products and their disease states.
* Demonstrate knowledge of competitors, their products and value propositions and disease area.
* Demonstrate understanding of Lilly contracting process.
* Understand and implement core PRA tools such as ICON 4D and Affiliate PRA plan documents to be able to work in close partnership with PRA teams.
Relationship Management:
* Demonstrate strong communication & partnership with internal cross-functional teams
* Lead cross-functional team to ensure all communications with payer customers is coordinated and consistent.
* Ensure consistency of messages with clinical, health outcomes, marketing and sales.
* Participates in developing assumptions that are used in forecasting of Lilly products based on brand's performance.
* Provide required partnership, support and tools to sales teams in alignment with department heads
* Identify, develop and utilize relationships with internal cross-functional teams (Medical, RWE, Corporate Affairs, Finance, etc…) to advance negotiations and maximize value to payer customers.
* Maintain good communication, where needed with our distributors to effectively manage processing of orders in a timely manner with monitoring and tracking of stocks/demands
Professional Development:
* Keep up to date on trainings for professional development
* Ensure myPM (performance management) objectives are completed in line with company process
* Understanding and adherence to all company policies and procedures
Key Relationships
Internal
* Peers in the department
* Medical Team
* Marketing
* Private Accounts Team
* Sales Team
* HR team
* Finance Team
External
* Clinical pharmacists/pharmacists
* Planners/Payers
* Key decision makers/influencers
* Distributors
Qualifications, Knowledge, Experience and Skills
Educational Qualifications
* University degree in pharmacy
Knowledge and Experience
* Min ‎2-years successful sales experience or pharmaceutical industry-related experience in a role involving; reimbursement, market access or key account management or other related, or similar government related experience
* Strong experience of working in public sector (MOH + Institutions)
* Experience of handling accounts in Central-North region.
* Proven ability to lead without authority and partner effectively across all levels of the organization
Skills
* Emotionally intelligent with strong interpersonal skills
* Flexible and has high learning agility that allows for quick adaption to new priorities and business opportunities.
* Good Microsoft office skills
* Analytical and business savvy to be able to analyze, and/or interpret complex data from multiple sources.
* Good planning and organizing.
* Ability to remain persistent and committed in efforts to obtain, expand and/or protect product listings.
* Strong communication and presentation skills.
* Demonstrated ability to work as a team player across functions.
* Motivation and a strong desire to find creative solutions to challenging situations.
Other role requirements
* Role is based in Riyadh Region, KSA.
* Requires domestic travel and may require international travel.
* Role is field based.
* Must be legally allowed to work in KSA.
* Saudi Nationals only
Eli Lilly and Company, Lilly USA, LLC and our wholly owned subsidiaries
(collectively "Lilly") are committed to help individuals with disabilities to
participate in the workforce and ensure equal opportunity to compete for jobs.
If you require an accommodation to submit a resume for positions at Lilly,
please email Lilly Human Resources (
[email protected] ) for further assistance. Please
note This email address is intended for use only to request an accommodation
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Lilly does not discriminate on the basis of age, race, color, religion,
gender, sexual orientation, gender identity, gender expression, national
origin, protected veteran status, disability or any other legally protected
status.