Key Account Manager
|Key Account Manager|
|Europe; Middle East; Africa|
|Lilly is a global healthcare leader that unites caring with discovery to make life better for people around the world. We were founded more than a century ago (1876) by a man, Colonel Eli Lilly who was committed to creating high-quality medicines that meet real needs, and today we remain true to that mission in all our work.
Across the globe, Lilly employees work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to communities through philanthropy and volunteerism.
Eli Lilly Saudi Arabia has been present within the Kingdom for over 20 year and has its Head Office located in Riyadh. We are a diverse team of over 180 employees in Saudi Arabia who are committed to bringing our portfolio of life-changing products to our patients, improving patient access to them and supporting initiatives that contribute to better and healthier lives for the people in the Kingdom. We have a long, proud heritage of strengthening the communities where we work and live, and are particularly proud of our KSA Lilly Day of Service volunteer program.
|1- Key Account Management
Demonstrate Customer Centricity
•Demonstrate a deep knowledge of customer's business. Understand customer’s metrics and drivers and how these impact customer decisions and priorities.
•Understand, plan and implement payer value propositions including payer partnership programs. Evaluate their effectiveness.
•Demonstrate deep knowledge of national and local laws and regulations that influence payer decisions on price, reimbursement and access, and that guide interactions with payers.
•Display knowledge of national and local healthcare environment, trends and data. Understand how this information impacts payer customers.
•Demonstrates a deep understanding of prioritized customer needs and issues and then allocates resources and tools to deliver valueStrategic Account Planning
•Prioritize Accounts: Understand which customers are most important to Lilly and ensure appropriate allocation of resources.
•Map and segment payer accounts in order to anticipate their needs and tailor interactions.
•Systematically plan and capture interactions with payer customers.
•Lead the development and implementation of strategies to address specific product related issues and formulary threats.Commercial Negotiation
•Demonstrate collaborative negotiation skills that enhance both customer and commercial results.
•Identify, develop and maintain relationships with key buyers, tenders personnel and key decision makers
•Identifies future commercial opportunities/ risks in their respective accounts and propose adequate resources to capture or protect.
•Serve as single point of contact for each accounts under their respective territory and be responsible for the overall success at each account.2- Market Access
Market & Customer Analysis
•Regularly analyse the accounts performance based on the external environment, consumption trends and gaps in performance.
•Manage the impact of health policy by mapping the decision making process, identifying the key influencer and build strong relationships with key external stakeholders & organizations/committees
•Develop and communicates the Commercial /Access plan based on prioritized opportunities and multi-channel resources.
•Work closely with the Marketing team to identify strengths and weaknesses based on market and product insights that impact the new product/brand from Payer prospective.Formulary Access
•Own the access action plan for formulary access
•Appropriately target and enable opinion leaders and advocacy groups that influence key account decision making.
•Propose value added programs to enhance formulary access.
•Identify different Payer Archetype, and tailor Lilly Strategy for each Archetype.
•Lead in gaining and maintaining the listing of Lilly products
•Demonstrate deep knowledge of Lilly products and payer brand value messages.
•Demonstrate good knowledge and understanding of pharma- economic principles and how these principles relate to Lilly products and their disease states.
•Demonstrate knowledge of competitors, their products and value propositions.
•Demonstrate understanding of Lilly contracting process.
•Understand and implement core PRA tools such as ICON 4D and Affiliate PRA plan documents to be able to work in close partnership with PRA teams.
•Demonstrate strong communication & partnership with internal cross-functional teams, where needed be available to attend customer plan meetings
•Lead cross-functional team to ensure all communications with payer customers is coordinated and consistent.
•Ensure consistency of messages with clinical, health outcomes, marketing and sales.
•Participates in developing assumptions that are used in forecasting of Lilly products based on brand’s performance.
•Provide required partnership, support and tools to sales teams in alignment with department heads
•Identify, develop and utilize relationships with internal cross-functional teams (Medical, RWE, Corporate Affairs, Finance, etc…) to advance negotiations and maximize value to payer customers.
•Maintain good communication, where needed with SITCO staff to effectively manage processing of orders in a timely manner with monitoring and tracking of stocks/demands
•Actively seek feedback
Ethics & Compliance:
•Understand and comply with all policies, laws, regulations and Lilly ‘Red Book
•Keep up to date on trainings for professional development
•Ensure myPM (performance management) objectives are completed in line with company process
•Understanding of all company policies and procedures .
•Private Accounts Team
•Key decision makers/influencers
|Qualifications, Knowledge, Experience and Skills
•University degree in health science /pharmacyKnowledge and Experience
•Strong experience of working in in MOH (Ministry of Health) & Institutions accounts
•Proven ability to lead without authority and partner effectively across all levels of an organization
•Strong communication and presentation skills
•Demonstrated ability to work as a team player cross functionally
•Proven experience of having high levels of motivation and a strong desire to find creative solutions to challenging situationsDesired
•Min 2-3 years successful sales experience Or pharmaceutical industry-related experience in a role involving reimbursement, access or similar government experience
•Emotionally intelligent with strong interpersonal skills
•Flexible and has high learning agility that allows for quick adaption to new priorities and business opportunities.
•Good Microsoft office skills
•Analytical and business savvy to be able to analyze, and/or interpret complex data from multiple sources
•Good planning and organizing
•Ability to remain persistent and committed in efforts to obtain, expand and/or protect product listings.
|Other role requirements
•May require both domestic and international travel
•May require field days
•Must be legally allowed to work in KSA
•Saudi Nationals only