AD/Sr. AD, PCP/Endo - Atlanta, GA

About the role

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides opportunity for collaboration internationally, offering visibility and opportunity to directly contribute to the company's success. We support our employees through a healthy working environment, meaningful work, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

The AD/Sr. AD, PCP/Endo is responsible for the management of assigned specialists and for business development with a select group of key external experts and accounts. The incumbent will direct their specialists in developing and implementing territory business plans for maximizing net sales of BIPI and co-promoted diabetes products, aligning with direction from BIPI commercial leadership and BIPI guidelines, policies, and directives. The AD/Sr. AD ensures equal and consistent application of established policies and procedures in managing employees to meet or exceed sales goals.

Responsibilities

• Develops, enhances, and increases district performance of BIPI’s diabetes portfolio to meet or exceed annual company net sales.
• Implements a District sales strategy (District business plan) to be executed through the specialists.
• Exercises fiscal control on allocated operating budgets.
• Recruits and selects Top Talent applicants from a pool of highly qualified diverse candidates to ensure all allocated positions are filled.
• Proactively develops a pool for specialist talent.
• Effectively administers salary and reward programs.
• Retains talent with demonstrated successful performance results.
• Applies appropriate coaching styles to each direct report that motivates high performance and ensures accountability.
• Provides regular, candid, and timely feedback during days in the field and via remote coaching conversations, documented in Coaching for Excellence and MAG plans.
• Ensures all direct reports have actionable Development Plans that grow talent for increased responsibility.
• Acts early to identify performance challenges or deficiencies and creates plans to appropriately address performance gaps.
• Works in close partnership with Regional Director and HR to guide all disciplinary action in the District, up to and including terminations.
• Analyzes and evaluates the performance of the district.
• Cultivates teamwork by participating in cross-functional, Regional & HQ meetings to develop district business plans and utilizes appropriate data sources to develop district tactical plans.
• Manages the district at a high level of productivity.
• Facilitates cross-district communications, projects, and activities.
• Plans and executes district meetings that effectively implement objectives and strategies as determined by the Company.
• Acts as the customer channel expert for the district and models sales excellence to direct reports.
• Spends appropriate time independently developing prioritized external experts and emerging accounts and their relationships to foster Company business.
• Responds to the needs of the customer in a timely and professional manner.
• Develops a highly integrated district business plan and contributes to the development of the zone business plans.
• Develops positive and mutually beneficial relationships with Company internal customers, key accounts in all classes of trade, and BIPI’s co-promotion partners to meet all assigned Company sales goals.
• Works effectively with all customer-facing roles (e.g., Account teams, Medical teams) in each geography to meet customer needs and deliver net sales objectives.
• Demonstrates strong collaboration and communication as customers evolve and ownership of accounts transition from traditional to account-based.
• Communicates candidly with supervisor and direct reports.

Requirements

Associate Director Requirements

• Bachelor's degree from an accredited institution required.
• A minimum of four (4) years successful pharmaceutical sales experience required.
• Requires at least one of the following:
  • Two (2) years successful pharmaceutical District Manager/Business Manager experience with experience in the geography strongly preferred, OR
  • Successful completion of at least stage 4 of the NLD (BI New Leadership Development) curriculum, OR
  • Successful completion of at least stage 3 of the NLD (BI New Leadership Development) curriculum with at least six (6) months experience as an Interim Business Manager.
• History of successful performance including the last two performance reviews.
• Demonstrates acceptable level of performance for all TBM competencies and AAI Behaviors.
• Proficiency in Excel, Word, Outlook, and database applications.
• Expertise in pharmaceutical regulatory and compliance environment.
• Must be eligible and authorized under all U.S. Export Laws.
• Ability to travel (may include overnight travel).
• Should reside in territory geography or be willing to relocate.
• Valid Driver's License and an acceptable driving record.
• Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.

Sr. Associate Director Requirements

• Bachelor's Degree from an accredited institution required.
• Seven-plus (7+) years of successful pharmaceutical sales experience required.
• Four-plus (4+) years of successful pharmaceutical Sales Manager experience required with experience in the geography strongly preferred.
• History of successful performance including the last two performance reviews.
• Demonstrates acceptable level of performance for all TBM competencies and AAI Behaviors.
• Proficiency in Excel, Word, Outlook, and database applications.
• Expertise in pharmaceutical regulatory and compliance environment.
• Must be eligible and authorized under all U.S. Export Laws.
• Ability to travel (may include overnight travel).
• Should reside in territory geography or be willing to relocate.
• Valid Driver's License and an acceptable driving record.
• Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.

Physical Demands

• Daily travel within territory throughout the workday with multiple stops and visits to office buildings, hospitals, and clinics. Includes going up and down stairs, bending, walking, and lifting above head to shelf pharmaceutical material or goods.
• Periodic overnight travel for training and meetings.
• Intermittent repetitive lifting up to 40 lbs.

Visual Demands

• Pass state motor vehicle vision requirement to operate a motor vehicle.
• Must be able to work with both external and internal customers.
• Comfortable in new environments and adverse conditions.

Temperaments / Mental Requirements

• Must be able to work with diverse groups of people in similar roles, interact with medical practitioners, business partners, and manage stress and conflict associated with gaining access to physicians in a highly competitive environment.

Level of Proficiency

• Must have the ability to learn and retain complex material, pass tests demonstrating product and disease-related knowledge, and deliver content to physicians verbally in a clear, effective, and accurate manner in strict compliance with regulatory and other requirements.

Schedule

• At least 40 hours per week, requires morning and evening flexibility as necessary to meet physician’s schedules and coordinate evening speaker programs.
• Must be able to function in a self-directed work environment.

About Boehringer Ingelheim

Boehringer Ingelheim is a biopharmaceutical company active in both human and animal health. As one of the industry's top investors in research and development, the company focuses on developing innovative therapies that can improve and extend lives in areas of high unmet medical need. Independent since its foundation in 1885, Boehringer takes a long-term perspective, embedding sustainability along the entire value chain. Our approximately 54,300 employees serve over 130 markets to build a healthier and more sustainable tomorrow. Learn more at www.boehringer-ingelheim.com.

Why Boehringer Ingelheim?

With us, you can develop your own path in a company with a culture that knows our differences are our strengths—and break new ground in the drive to make millions of lives better. Here, your development is our priority. Supporting you to build a career as part of a workplace that is independent, authentic, and bold, while tackling challenging work in a respectful and friendly environment where everyone is valued and welcomed.

Alongside, you have access to programs and groups that ensure your health and wellbeing are looked after—as we make major investments to drive global accessibility to healthcare. By being part of a team that is constantly innovating, you'll be helping to transform lives for generations. Visit https://www.boehringer-ingelheim.com to learn more.