Sr. /System Account Executive-Detroit, MI

Duties & Responsibilities

• Generates advocacy with key experts in high control priority health systems.
• Utilizes clinical and product knowledge, consultative selling skills, and the assigned Health Systems' business model, objectives, and patient flow in order to support the use of BIPI promoted products.
• Increase recognition, diagnosis, and treatment rates within BIPI marketed disease states.
• Establishes and maintains communication/collaboration/coordination with co-promotion partners and BIPI employees.
• Pull-Through Account Plan: Responsible for contributing to the development of the Account Plan and pulling through Health System Marketing strategies.
• Deliver value to customers using insight, business analysis, problem solving, and flexibility with a focus on opportunities, threats, and trends.
• Provide appropriate disease state and other relevant approved presentations to Health System staff and other qualified medical personnel as determined by account plans.
• Accurately and timely follow-up discussion with key internal account team members and external stakeholders.
• Use approved account management techniques to facilitate the decision-making process and engagement.
• Support Health Systems' Triple Aim efforts in various care settings, including appropriate pull-through of protocols, pathways, order sets, formularies, treatment algorithms, transition of care, and population health management initiatives.
• Aware of top plans for the priority Health System and key stakeholders, engage appropriate key stakeholders in discussions on the payer environment, copays, and formulary access.
• Support products on Payor formularies, work in concert with an extended team to pull-through MCO decisions, analyze territory information to optimize Health System and key stakeholder interactions, and be aware of opportunities that meet both Health System needs and account plans and brand tactics.
• Utilize CRM and supporting analysis of account plans to guide interactions and monitor appropriate Value Proposition use.
• Successfully complete all Sales Training requirements.
• Assists in identifying thought leaders, innovators, and advocates within the priority Health System.
• Manages programs, initiatives, and budgets to stay within standards.
• Builds networks among advocates and key stakeholders within the Health System.
• Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.
• When violations are noted/observed, they are to be immediately reported to management.
• Demonstrates high ethical and professional standards with all business contacts in order to maintain BIPI's excellent reputation within the medical and pharmaceutical community.

Requirements

• Bachelor’s degree from an accredited institution required. Master's degree from an accredited institution preferred.
• A minimum of four (4) years successful pharmaceutical sales experience, or equivalent.
• A minimum of two (2) years successful account management experience preferred.
• Successful sales performance history.
• Ability to travel up to 75% depending upon geography.
• Knowledge across portfolio is preferred.
• Strong understanding of managed care and its impact on the industry.
• Excellent judgment and problem-solving skills.
• Ability to foster ongoing interactions and partnerships with targeted Organized Customer Stakeholders in the execution of account plans.
• Demonstrates acceptable level of performance in current role.
• Proficiency in Excel, Word, Outlook, and database applications.
• 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.
• Strong understanding of managed care environment and intricacies of health systems of varying size, control, and willingness to partner.
• Previous account management experience.
• Varieties of regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.

Sr. Systems Account Executive Requirements

• Bachelor’s degree from an accredited institution required. Master's degree from an accredited institution preferred.
• A minimum of seven (7) years successful pharmaceutical sales experience, or equivalent.
• At least three (3) years of experience in the relevant accounts within the territory is preferred.
• Successful sales performance history.
• Ability to travel up to 75% depending upon geography.
• Knowledge across portfolio is preferred.
• Strong understanding of managed care and its impact on the industry.
• Excellent judgment and problem-solving skills.
• Ability to foster ongoing interactions and partnerships with targeted Organized Customer Stakeholders in the execution of account plans.
• Demonstrates acceptable level of performance in current role.
• Proficiency in Excel, Word, Outlook, and database applications.
• 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.
• Strong understanding of managed care environment and intricacies of health systems of varying size, control, and willingness to partner.
• Expertise in account management and knowledge of territory.
• Varieties of regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures.