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Eve Sale Rep ECO 60435

Mexico City, Mexico

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Req ID R-7571 Title Eve Sale Rep ECO 60435 City Ciudad de Mexico State / Province Estado de México Country Mexico

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 39,000 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.

The purpose of the SR role is to “Create superior value for our customers (physicians, patients,providers) by visiting customers (physicians, pharmacy) and promoting their products to achieve/exceed business objectives.”

Enhances the customer experience by identifying critical needs, and delivering optimal pharmaceutical-based healthcare solutions, to achieve business objectives.

Key Responsibilities:

To have Market & Therapeutic Knowledge

    • Demonstrates knowledge of health care system, disease state, product portfolio, and therapeutic options
    • Demonstrates channel, program, service, and solution knowledge for each customer segment
    • Clearly articulates the brand patient type through the lens of the patient journey and moments of truth for whom on-label use of Lilly products is appropriate
    • Demonstrates knowledge of current standards of care for the appropriate therapeutic area
    • Demonstrates knowledge of the access and reimbursement environment
    • Demonstrates knowledge of the characteristics, attitudes, preferences, and motivations associated with customer segmentation (e.g. PIM, CEM, JAWS, etc.)

Customer Interaction

  • Uses CRM tool to extract and interpret data to inform the 360˚ view of the customer
  • Conducts effective pre-call planning by setting objectives tailored to customer segment, needs, attitudes, motivations, environment and business priorities, then prepares potential solutions
  • Builds rapport by engaging the customer in a meaningful dialogue about the target patient by using knowledge of the patient journey, active listening and effective questioning skills to uncover needs, attitudes, and motivations
  • Identifies/confirms customer treatment goals and opportunities to enable the customer to improve the patient experience for appropriate brand patients
  • Uses relevant sales materials to address customer questions, objections, and concerns
  • Identifies and offers multi-channel solutions that are the most meaningful to the customer and align with what the Lilly portfolio can deliver
  • Adapts personal style and knowledge to create value and customer commitment
  • Conducts post-call analysis and consistently records next call objective in approved CRM tool

Build & Sustain Valued Partnerships

  • Builds, maintains, and leverages relationships with key influencers and team
  • Identifies the factors that influence the customer within their practice and healthcare network
  • Uses the Lilly network and resources to enhance customer value and experience
  • Responds quickly and appropriately to customer inquiries/concerns and follows through to ensure their needs are met
  • Recognizes the connection between SR roles & responsibilities and impact on Customer Satisfaction/Value Metrics (CVM, CSM)
  • Plans, develops, and implements effective communication (e.g. presentations) in a variety of settings
  • Uses appropriate techniques to gain access to key customers

Analyze, Prioritize, Plan

  • Uses designated business planning process and tools to analyze and interpret territory data, trends, and gaps in performance (e.g. payer, market, customer, etc.)
  • Prioritizes business opportunities and identifies target customers across the portfolio based on territory analysis (e.g. payer, market, customer, etc.)
  • Develops a detailed territory business plan for the portfolio by making strategic decisions about goals, resource investments, and how to best monitor and measure the plan
  • Identifies available internal and/or external resources that will best meet prioritized business opportunities

Implement, Evaluate, Adjust

  • Implements territory business plan with discipline and focus
  • Evaluates implementation of territory business plan using pre-defined measures and takes personal accountability for results
  • Adjusts territory business plan based on its current implementation, results, and the changing environment

Basic Requirements:

  • Actively listens during customer interactions as well as in a group; speaks clearly and expresses self well in groups and in one-on-one conversations; encourages the open expression of ideas and opinions; conveys high quality, relevant information in a timely manner.
  • Understands own emotions and correctly perceives emotions of others in order to understand emotional drivers of behavior and build valued relationships with customers or colleagues.
  • Able to prioritize immediate customer needs, long-term customer needs, and planning tasks to achieve customer objectives for a better patient experience and territory objectives for performance
  • Uses designated business planning process and tools to analyze and interpret territory data, trends, and gaps in performance (e.g. payer, market, customer, etc.)
  • Able to analyze complex problems into component parts that can be addressed; solves problems creatively and appropriately; uses logic and analysis to identify root causes of issues and make key business decisions.
  • Uses approved e-tools (e.g. selling, communication, learning, performance reporting, software, etc.) effectively and confidently. Masters new tools as they are offered and applies these appropriately to support customer value and internal data and information needs.
  • Creates an environment that accepts and encourages change. Demonstrates an understanding of the change process and the impact of changes on people. Gains support by openly communicating and involving others in the change process.
  • Takes personal ownership for day-to-day actions, decisions, and results
  • Ability to learn new skills under first time, tough, or different conditions.
  • A tendency to believe the most favorable explanation of actions and events, or to anticipate the best possible outcome; correlates strongly with self-esteem, with psychological well-being, and with physical and mental health.
  • Willing to invest the time and energy required for the sake of the work and the anticipated outcomes
  • Motivated to excel and learn (intellectual curiosity).
  • Able to effectively use a combination of approaches to resolve a problem or reach a solution, appropriately employing both data and relationships. Demonstrates appropriate analytical skills, sensitivity, speed and persistence in seeking solutions. Identifies new solutions to address customer needs while achieving business objectives.
  • Must be results-orientated and able to work both independently and within a team environment.
  • Strong understanding of customer and market dynamics and requirements.
  • A high degree of self-motivation and drive
  • The ability and desire to sell
  • Resilience and the ability to cope with rejection
  • A confident and determined approach
  • Foreign language skills are increasingly useful
  • Univesity degree
  • Valid driver’s license

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 ( Lilly_Recruiting_Compliance@lists.lilly.com ) for further assistance. Please note This email address is intended for use only to request an accommodation as part of the application process. Any other correspondence will not receive a response.

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.

To submit resume, visit https://www.lilly.com/careers and apply to Req ID R-7571.

Lilly is an EEO/Affirmative Action Employer and 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.

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