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Position Territory - BOSTON MA SR CARE 130109
The Senior Care Account Specialist will be responsible for all aspects of developing, managing, selling and growing the portfolio of products in their territory. The specialist will champion relationships with a mix of prescribers, nurses, pharmacists and nursing home facility decision makers to promote Lilly’s portfolio in the Long-Term Care setting. Additional responsibilities include partnering with Lilly Value and Access (LVA), Senior Care Account Executives (AE) in order to develop local and regional Skilled Nursing Facility (SNF) chains, and Lilly alliance partners to pull through plans that align the entire Long-Term Care (LTC) treatment team.
Develop deep professional/industry knowledge in multiple disease states represented in Lilly Diabetes and Endocrine portfolios including knowledge of competitive products.
Identify and develop business relationships with key customers, state and local advocacy groups, teaching institutions, key influencers/prescribers, and managed care organizations and establish oneself as a true diabetes/endocrine expert and resource.
Drive sales growth of the product portfolio.
Build outstanding customer experiences by engaging in active dialogue to understand the customer’s needs and delivering appropriate resources and relevant information to influence appropriate use of product portfolio.
Effective selling of multiple products on a single call.
Effective account management skills to develop an account/MD target list, evaluate and set an appropriate territory workload, and achieve key efficiency parameters
Sell in a changing health care environment, utilizing critical thinking and strategic mindset to understand the environment (payer, health systems, business) and gain access to the customers to make an impact on patients’ lives
Operate with high integrity and comply with Lilly policies and procedures
Work across different account levels: with hospitals, department chiefs, nurses, certified diabetes educators, and allied medical professionals to optimize Lilly’s contribution to successful diabetes care with targeted accounts.
Develops partnerships with customers to provide resources and meet their clinical, disease state, product related and reimbursement needs to improve their ability to deliver quality resident care and grow the profitability of their business
Focus on developing or building key resource and referral networks to enhance the standard of care for LTC residents with diabetes and within the territory
Professional/industry knowledge in multiple disease states represented in Lilly Diabetes and Endocrine portfolios including knowledge of all aspects of the diabetes disease state, diagnostics, incidence, treatments, competitive products, and reimbursement. In addition, an in-depth knowledge of LTC regulations, resident flow, and resident care parameters is important. Additionally, knowledge in payer dynamics, Part A/Part D access, and LTC profitability parameters will allow the specialist to bring value to individual customers and facilities in this healthcare segment
Effectively utilize account selling skills to achieve goals through building relationships and meeting needs with all members of the LTC resident’s care team (Pharmacist, MD/NP/PA, LPN/RN)
Effectively utilize our LTC expertise to conduct analysis on account/MD potentials, market trends/dynamics, and develop/implement territory business plan.
Bachelor’s degree as well as professional certification or license required to perform this position (if required by a specific state) PLUS, any of the following:
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
Bilingual skills as aligned with territory and customer needs
Live within the territory or within 30 miles of territory boundaries
Excellent interpersonal skills with ability to coordinate with partners
Excellent communication and organizational skills
Ability to collaborate in a team environment
Ability to build and maintain lasting relationships with key accounts and caregivers
Demonstrated ability to learn, apply and communicate technical/scientific knowledge
Proven leadership and teamwork with peers; ability to influence teammates to build a strong performance-centered culture
Top 1/3 portfolio sales results, 1 out of last 3 years
Demonstrated business acumen and business ownership mentality
Account Based Selling experience
Demonstrated project management, problem solving and analytical skills
Candidates should reside south of Boston, below interstate 95, east of interstate 495 and north of Providence, RI.
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