Account Manager

Overview

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 Account Manager on the LVA Integrated Health team plays a role in achieving LVA’s mission of improving health outcomes by establishing, communicating, and realizing the value of Lilly therapeutics.

The Account Manager role is responsible for developing and maintaining deep healthcare expertise across their customer segment (Population-based decision-makers, C-Suite). They are responsible for using this expertise to obtain and/or maintain profitable formulary access and optimal product availability for the entire Lilly portfolio of products/technology while working closely with overlapping teams on initiatives associated with appropriate utilization and demand realization of the portfolio.  An Account Manager accomplishes this by using Strategic Account Management (SAM) skills collaborating with other LVA colleagues key Lilly business partners (e.g., government affairs, medical, brand, sales, etc.) while focusing efforts on assigned accounts.  An 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 achieving the vision and purpose of LVA at a local level.

Responsibilities

The role will initially include HCO and payer accounts across Colorado and Wyoming, including the University of Colorado Health, CommonSpirit Health, and Blue Cross Blue Shield Wyoming.  Other accounts may be included.  All account assignments are subject to change based on evolving marketplace dynamics and business priorities.

Key Objectives/Deliverables

• 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
• 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 diagnose customers’ key issues accurately, 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, including a 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 a deep understanding of patient, product, and dollar flow through prioritized HCO accounts

Payer Specific Objectives/Deliverables

• Establish proficiency in healthcare payer segments (e.g., health plans, PBMs) including patient, product, and dollar flow influencing and impacting prioritized accounts
• Collaborate with LVA Contract Management and Analytics (CMA) organization in the development of quantitative business cases to support informed and profitable contracting recommendations (for direct contracts, if applicable)
• Negotiate profitable contracts on behalf of Lilly portfolio (for direct contracts, if applicable)
• Partner with National Account Managers, covering national Payers and PBMs, as well as other internal partners, to administer/execute contracts locally (if applicable)
• Support demand realization efforts as directed by the Demand Realization COE and/or brand strategy
• 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

Job Requirements

• Bachelor’s Degree
• Five years of relevant experience
• Professional certification or license (if required by state)
• Valid driver’s license and acceptable driving record
• Qualified candidates must be legally authorized to be employed in the United States. Lilly does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position.

Additional Preferences

The candidate should meet one of the following qualifications:

• Previous Account Management/LVA experience with local payers and/or HCOs
• Broad knowledge of the healthcare delivery landscape
• Experience and working knowledge of competitive interventions in the integrated healthcare marketplace

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• 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

Other Information

• Some overnight travel will be required (25% to 50%); evening programs possible
• 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 AVP approval

Lilly currently anticipates that the base salary for this position could range from between $146,250 to $214,500 and will depend, in part, on the successful candidate’s qualifications for the role, including education and experience. Full-time equivalent employees also will be eligible for a company bonus (depending, in part, on company and individual performance). In addition, Lilly offers a comprehensive benefit program to eligible employees, including eligibility to participate in a 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; and well-being benefits (e.g., employee assistance program, fitness benefits, and employee clubs and activities).Of course, the compensation described above is subject to change and could be higher or lower than the range described above. Further, Lilly reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion and Lilly’s compensation practices and guidelines will apply regarding the details of any promotion or transfer of Lilly employees.