Regional Account Manager-Northeast

Our Culture - Come Discover Us
Boehringer Ingelheim is a family-owned company that is in the business of providing our customers with pharmaceutical and animal health products that significantly enhance their health and improve their quality of life. Our most important resource is our committed, creative and determined employees whose energy is focused on discovery, development and delivery of our innovative products to those who need them. The employees of Boehringer Ingelheim are our most important competitive advantage. Our global presence and thinking provides the opportunity for employees to work internationally and on teams, offering them visibility and the ability to influence the direction and outcome of critical projects. Competitive benefit and compensation programs reflect the Company's high regard for its employees and enhance each person's ability to balance the demands of work and personal responsibilities. Every employee at Boehringer Ingelheim contributes to the company's uncompromising commitment to quality in our products, excellence in our scientific pursuits and high ethical standards of behavior. The diversity of our employees makes it possible for us to craft unique solutions to today's complex business challenges. We are an equal opportunity employer. M/F/D/V.

Job Description
BASIC PURPOSE:
Inform, persuade, and negotiate with Regional Managed Care Organization decision makers to obtain or maintain access and reimbursement of BI products and services while maintaining favorable profit margin, formulary position, and inclusion in treatment guidelines in both private and public Managed Healthcare Organizations. Work in a matrix team to create demand which contributes to company success in negotiating access, formulary inclusion, and contracts.

REQUIREMENTS:

* BS degree preferred

* Minimum of four or more years of pharmaceutical sales or relevant sales experience required

* Demonstrates acceptable level of performance for all competencies as defined in the career pathway criteria

* Availability to travel extensively, via air and ground

* Valid, current state Driver's License

* Available to work weekends to attend Company meetings and assigned conventions

* Proficiency with Microsoft Word, Excel, PowerPoint and Outlook and database applications

* Ability to maintain effectiveness under the pressures of changing deadlines

* Ability to work with others effectively one-on-one and in a team setting

* Excellent oral and written communication skills, well developed negotiation skills, and tenacity

* A well developed understanding of the business and financial implications of managed care programs and contracting

* A working knowledge of MHC and associated business

DUTIES AND RESPONSIBILITIES:

* Maintains and utilizes product knowledge and highly effective selling skills in order to influence targeted Managed Care Organizations (MCO's).

* Develop and maintain a strong business relationship with decision-makers of targeted managed health care and government agencies for the purpose of informing and influencing their positions on issues of mutual interest. Maintain a complete understanding of the account and their business practices and assess market condidtions.

* Identify, monitor, and analyze health care and public policy trends of significance to BI and develop recommendations based on these trends.

* Recommend and carry out customer development activities.

* Communciate with field sales management and staff the terms and conditions of all contracts or government policies and assist in the implementation of regional, state, and/or local marketing efforts.

* Plan, initiate, and conduct Managed Care Organization (MCO) account negotitations. Analyze and assess MCO contract strategy and profitability. Develop and implement strategies to increase market access for existing and new products to obtain positive MCO formulary attainment.

* Execute extensive pull-through collaboration with District Managers, Managed Care Specialists, Medical Specialists, and Professional Sales Representatives.

* Implement national contract strategies within local MCOs and implement value-added programs.

* 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.