Key Account Manager - Orlando/Tampa/Greenville

Description

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in several ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

 

The Key Account Manager (KAM) is responsible for proactively creating mutually beneficial B2B relationships with assigned Healthcare System Account(s), across the portfolio and life cycle, which includes integrated delivery networks, independent medical groups, accountable care organizations, and provider/payor health systems. The KAM will serve as the lead point of contact for important customer groups that include but are not limited to C-Suite, VP-level administration, and Formulary Committee members. The KAM will serve as the strategic lead for all activities within an assigned Healthcare System Account, utilizing a cross-functional (Medical, HEOR, Contracting, Sales, Marketing), above brand, systematic approach in managing accounts with significant business impact/influence potential for BI’s current and future portfolio and therapeutic categories.

 

The Key Account Manager will seek to expand Boehringer Ingelheim (BIPI) business opportunities by bringing high level knowledge, insights, relationships, and strategies to enhance our value proposition and achieve optimal access for our Brands (where applicable) within these important Healthcare System Accounts.  The incumbent will be responsible to execute a high level of communication and collaboration with key commercial, contracting, and medical teams in a compliant manner to achieve BI net sales goals and customer goals relating to the Triple Aim. 

   
In collaboration with internal stakeholders, medical and commercial customer-facing teams, the KAM, as the account lead, will develop, synchronize, and ensure execution of an Integrated Account Plan, across the entire healthcare system.

Duties & Responsibilities

Executive Relationships:

• Builds a deep understanding of the customer needs and responds in a way that creates respect and credibility.
• Serves as main point of contact for C-Suite and VP-level administration for Healthcare System Account.
• Develops and maintains strong relationships with portfolio advocates and key stake holders.  
• Navigates the external environment, identifies business opportunities, allocates resources, and monitors implementation and performance.  
• Identifies opportunities, trends, barriers, and opportunities within Healthcare System Accounts.   

Planning and Execution:

• Develops tactical and long-term business planning.
• Regularly updates an Integrated Account Plan in Veeva for assigned Healthcare System Accounts in close cooperation and alignment with core BIPI account team to ensure the following to allow for optimal pull-through and maximal value-add.
• Plans accurate and efficient descriptions of the situation and goals of the account.
• Outlines the key drivers, milestones, and critical steps to achieve established account goals and objectives for a portfolio of products across multiple therapeutic areas, for assigned accounts.
• Reflects the contributions and perspectives of the HSS and larger account team.
• Ensures roles, responsibilities, and expectations are clearly understood among all internal team members. 
• Coordinates internal communications and account planning meetings to ensure high level account knowledge and insights are integrated into a cohesive Integrated Account Plan.
• Leads key activities of field account team members activities and regularly communicates account actions to ensure successful execution of Integrated Account Plan.
• Monitors local market conditions for changes that impact business.
• Understands and thinks creatively about business principles relevant to the Healthcare System Account marketplace.
• Serves as a content expert and understand the Healthcare System Account(s).

Business Acumen

Understands and thinks creativity about business principles relevant to the Healthcare System Account marketplace and applying them to drive profitability. Serves as a content expert and understand the following aspects of the assigned Healthcare System Account(s):

• Specific business model and practices.
• Strategic direction and object