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Account Manager – Northern California – HCO1

San Francisco, California

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Req ID R-33509 Title Account Manager – Northern California – HCO1 City San Francisco State / Province California Country United States

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 35,000 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.

Organization Overview:

Lilly Value and Access (LVA) is a mission-driven 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 manage and align expectations across customer segments and other stakeholders to convey how the Lilly brands may meet the healthcare needs of the stakeholders’ and their members, ultimately to achieve the vision and purpose of LVA at a local level.

Key Accounts: The role will initially include Oregon Health and Sciences, Dignity Health and UC Davis.  Other accounts may be included.  All account assignments are subject to change based on evolving marketplace dynamics and business priorities.

Responsibilities:

Account Management – Strategy Development & Planning

  • Develop and execute 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

  • Utilize SAM to execute 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 delivering timely, exceptional customer experiences

  • Lead and standardize effective business analysis and decisions for the team: Utilize 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 essential traits including but not limited to:  a) professionalism, b) the ability to build trusting relationships, c) the ability to communicate in a compelling manner and d) active learning

  • Ensure all actions align 100% with company compliance policies and procedures, including all legal and ethical guidelines

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

  • Identify opportunities for product and disease state education for prescribers and their support staff, especially in HCOs with limited sales representative access

  • Implement strategic initiatives as directed by the Integrated Health COE and/or brand strategy

Basic Requirements:

  • Bachelor’s Degree

  • No compliance violations in the last two years

  • Professional certification or license (if required by state)

  • 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.

Additional Preferences:

  • Candidate should meet one of the following qualifications:

    • Previous Account Management/LVA experience with local payers and/or HCOs

    • Previous Lilly 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

Additional Information:

Travel Requirements and Position Location

  • Some overnight travel will be required (25% to 50%); evening programs possible

  • Direct access to a major airport is preferred

  • Acceptable driving record will be required

  • Should reside within assigned geography or within 50 miles of a contiguous state; candidate should be open to relocation; exceptions require Senior Director approval

Other Information

As a Lilly USA employee, you have certain compliance obligations. Training must be completed verifying your agreement to abide by the policies and practices detailed in the Red Book, Lilly's Code of Conduct and Corporate Integrity Agreement. Completing this training illustrates you will represent Lilly well; ensuring our objective to make patients' lives better is achieved ethically. Please understand you have an obligation to complete all of your Compliance Related Training within 20 days of receiving it on your Individual Training Plan. Failure to complete the specified training by the due date may result in being issued a Written Warning or a higher level of discipline as appropriate.

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 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.

Our employee resource groups (ERGs) offer strong support networks for their members and help our company develop talented individuals for future leadership roles. Our current groups include: Africa, Middle East, Central Asia Network, African American Network, Chinese Culture Network, Early Career Professionals, Japanese International Leadership Network (JILN), Lilly India Network, Organization of Latinos at Lilly, PRIDE (LGBTQ + Allies), Veterans Leadership Network, Women’s Network, Working and Living with Disabilities. Learn more about all of our groups.


As a condition of employment with Eli Lilly and Company and its subsidiaries in the United States and Puerto Rico, you must be fully COVID-19 vaccinated and provide proof of vaccination satisfactory to the company (subject to applicable law). 

#WeAreLilly

To submit resume, visit https://www.lilly.com/careers and apply to Req ID R-33509.

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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