Director of Strategic Accounts, Neuroscience - Southern California

Account Manager

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 workbut 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.

Lilly Value and Access (LVA) is a purposeful 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. 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 lead and set shared expectations across customer segments and other partners to convey how the Lilly brands may meet the healthcare needs of the collaborators' and their members, ultimately to achieve the vision and purpose of LVA at a local level.

The role will initially include accounts such as Scripps, Sharp, UCSD, and Hoag Healthcare. Other accounts may be included. All account assignments are subject to change based on evolving marketplace dynamics and business priorities.

Account Management Strategy Development & Planning

• Develop and implement 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; taking direction from the Demand Realization COE and brand strategy
• Determine and recruit necessary Lilly resources to engage customer needs

Account Management Tactical Execution

• Use SAM to implement 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 deliver on time exceptional customer experiences
• Lead and standardize effective business analysis and decisions for the team: Use 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 crucial traits including but not limited to: a) executive presence, b) the ability to build trusting relationships, c) the ability to communicate in a compelling manner and d) active and agile learning
• Ensure all actions align 100% with company compliance policies and procedures, including all legal and ethical guidelines

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
• Partner with National Account Managers, covering national Payers and PBMs, as well as other internal partners, to administer/complete contracts locally (if applicable)
• Support demand realization efforts as advised by the Demand Realization COE and/or brand strategy

HCO Specific Objectives/Deliverables

• 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
• Find opportunities for product and disease state education for prescribers and their support staff, especially in HCOs with limited sales representative access
• Implement pivotal initiatives as directed by the Integrated Health COE and/or brand strategy

Basic Requirements

• Bachelor's Degree
• Professional certification or license (if required by state)
• Valid driver's license and acceptable driving record
• 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 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.

Additional Preferences

• Candidate should meet one of the following qualifications:
• Previous Account Management with local payers and/or HCOs
• Previous experience as a District Sales Manager
• 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

Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.

Lilly is proud to be an EEO Employer and does not discriminate on the basis of age, race, color, religion, gender identity, sex, gender expression, sexual orientation, genetic information, ancestry, national origin, protected veteran status, disability, or any other legally protected status.

Our employee resource groups (ERGs) offer strong support networks for their members and are open to all employees. Our current groups include: Africa, Middle East, Central Asia (AMECA), Black Employees at Lilly (View email address on click.appcast.io), Chinese Culture Network (CCN), EnAble, Evolve, Lilly Indian Network (LIN), Organization of Latinx at Lilly (OLA), Pride (LGBTQ+ Allies), Veterans Leadership Network (VLN) and Women's Initiative for Leading at Lilly (WILL).

Actual compensation will depend on a candidate's education, experience, skills, and geographic location. The anticipated wage for this position is $157,500 - $266,200.

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). 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.