Pharmaceutical Specialty Sales Representative - HAS

Job Description

For more than 130 years, Eli Lilly and Company has been dedicated to meeting the health care needs of people in the United States and around the world. We address these needs primarily by developing innovative medicines—investing a higher percentage of our sales in research and development than any other major pharmaceutical company. If you are interested in being considered for employment with a “Best in Class� Pharmaceutical company, please review the following opportunity:


Pharmaceutical Sales Representative-Hospital Account Specialist


Our goal is to become the premier sales force in the pharmaceutical industry.  We are looking for diverse and dynamic professionals who want to be a part of a winning team and to make a difference in people's lives.

The hospital marketplace is a strategically important business segment to Eli Lilly and Company.  This segment is comprised of over 5500 hospitals with varying levels of sophistication, bureaucracy and influence.  This is a complex selling environment requiring proactive management of key clinical, quality and economic influencers.  The HAS will report to a Hospital Manager (HM) and be responsible for building clinical support for Lilly products in all accounts.  The HAS may share sales accountability in key accounts with a Hospital Account Executive (HAE).  In a shared account the HAE is accountable for developing account action plans, managing contracts and building administrative champions to support our goals.  The strategic intent of the HAS role is to maximize territory sales of Lilly products by bringing value to the customer through understanding and addressing customer needs, while modeling compliance as a competitive advantage.


KEY OBJECTIVES/DELIVERABLES:

Manage key accounts.  HAS will target the top 8 to 12 accounts in their territories and be accountable for developing account action plans in non HAE targeted accounts.  If an account is shared with an HAE then the HAE will own this responsibility and coordinate closely with the HAS to ensure each is aligned to the plan and implementation actions.  

Demonstrate disease state, product and service expertise.  Accurately explain relevant features of targeted disease states, Lilly products and services as aligned to brand strategy.  Proactively monitor competitive strategies and effectively position Lilly products and services for appropriate patients.  Build clinical champions and align our solutions to hospital goals.  Role model deep clinical expertise.

Demonstrate effective analysis and decision making skills.  Understand and utilize sales, competitor, customer and industry data; accurately diagnose customers’ key issues; select sales strategies and plans based on analysis.  Ensure all actions align with company policy, legal and ethical guidelines.

Demonstrate effective planning and organizational skills.  Manage and implement plans by allocating appropriate resources in the form of time, materials and programs.  Ensure territory and account plans are SMART, involve appropriate Lilly colleagues, and link to key account goals and priorities.
 
Grow the business.  Exceed territory sales goals.  HAS may need to secure access (formulary approvals, appropriate product positioning in protocols, optimal product location) in non HAE targeted accounts.  If an account is shared with an HAE then the HAE will be held accountable for securing appropriate product access.

Apply Major Account Selling (MAS), SPIN and negotiation skills.  Consistently demonstrate ability to target the right accounts with the right goals, right customers, right dialogue, at the right time to achieve advances and address customers’ needs.  

Satisfy the customer and become a valued partner.  Create customer value by building effective relationships with key hospital customers.  Understand customer needs, appropriately navigate the account, cultivate an active network, manage customer expectations and resolve issues.  Build clinical champions in all targeted accounts and administrative champions where appropriate in non HAE accounts.

Participate in appropriate state and local hospital trade organizations to ensure Lilly presence and represent Lilly interests (i.e., ASHP, State societies, ect).

Demonstrate essential traits to include:  a) professionalism, b) the ability to build trusting relationships, c) the ability to communicate in a compelling manner and d) active learning




MINIMUM REQUIREMENTS:

EDUCATION:  Bachelor's degree, Minimum 2.75/4.0 Cumulative GPA in undergraduate degree

GPA minimum does not apply to candidates with 10 or more years of work experience since their undergraduate degree was obtained
GPA minimum does not apply to former Lilly employees

EXPERIENCE: Must have at least 3 years previous work experience in one of the following areas:
Pharmaceutical Sales Experience
Cardiovascular or sepsis disease therapeutic experience
Specialized role in a hospital environment
Pharmacist, Nurse, or Physician

SPONSORSHIP: Qualified candidates must be legally authorized to be employed in the United States.  Eli Lilly and Company does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position.



ADDITIONAL SKILLS/PREFERENCES:



PLATFORM SKILLS:  

Demonstrated learning agility, critical thinking skills
Demonstrated leadership and relationship building including cross-functional teamwork skills and the ability to influence senior management
Strong verbal and written communication and group presentation skills
Ability to understand and communicate highly technical information
Demonstrated project management skills



PREFERENCES:

Degree in pharmacy, business, MBA, Masters Degree
Minimum 3 year commitment to the position
Hospital market business acumen and industry knowledge
Working knowledge of competitive interventions in the hospital marketplace
Flexibility to learn new products and disease states over time
If applicable, internal and external candidates must have successfully completed all pre-qualifying assessments and interviews
No compliance violations in previous Lilly roles
Acceptable driving record will be required
Candidate should be open to relocation



OTHER CONSIDERATIONS:

Some overnight travel may be required.
Some evening programs will be required
Weekend and late shift in-services may be required



Lilly credits its exceptional employees for its successes, and knows the key to ongoing achievement lies in attracting and retaining the best people. A company rich in heritage, Lilly employs individuals, conducts research and markets products worldwide.  By providing for the unmet needs of our customers through a continuous stream of innovation, we will outgrow all competitors.

Lilly earns consistent and wide recognition for creating an exceptional work environment:

Business Week magazine 50 Best Places To Launch A Careerâ„¢
FORTUNE America’s Most Admired Companies™
FORTUNE 50 Best Companies for Minoritiesâ„¢
Working Mother 100 Best Companies for Working  Mothersâ„¢  
Industry Week magazine 100 Best-Managed Companiesâ„¢
Business Ethics magazine 100 Best Corporate Citizensâ„¢
Science magazine Best Companies for Scientistsâ„¢



ELI LILLY AND COMPANY IS AN EQUAL OPPORTUNITY EMPLOYER