At Lilly, the work is demanding because patients are waiting. We unite caring with discovery to help make life better for people around the world, knowing that every decision, every detail, and every day matters. Headquartered in Indianapolis, Indiana, our over 50,000 employees around the globe take on complex challenges to discover and deliver life-changing medicines, strengthen how health is understood and managed, and support the communities we serve. This is hard, urgent, selfless work—but it’s work worth doing. If you’re driven by purpose and ready to bring your best to work that truly matters for patients, we invite you to join us.

Sr. Director Strategic Accounts, Immunology- Gastroenterology

Strategic Accounts, Gastroenterology

Immunology Strategic Accounts

Company Overview

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 48,000 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.

Position Summary

Immunology Strategic Accounts 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 Immunology- Sr. Director of Strategic Accounts (DSA), plays a role in achieving our mission of improving health outcomes by establishing, communicating, and realizing the value of Lilly’s Immunology therapeutics.

The Immunology Sr. Director of Strategic Accounts (DSA) 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 Lilly Immunology Gastroenterology portfolio of products/technology, while working closely with overlapping teams on initiatives associated with appropriate utilization and demand realization of the Immunology Gastroenterology portfolio. This DSA accomplishes this by using Strategic Account Management (SAM) skills, collaborating with other Lilly Value & Access colleagues, key Lilly business partners (e.g., government affairs, medical, health outcomes, brand, sales, field reimbursement etc.), while focusing efforts on assigned accounts. This DSA 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 Immunology Strategic Accounts at a local level.

The DSA will be responsible for delivering portfolio results for our Immunology portfolio in Gastroenterology in Health Care Organizations (HCO) accounts and Organized Medical Group (OMG) practices.  They will be a product and disease state expert to deliver product value propositions and brand resources to service the account and generate demand and use of the Immunology portfolio.  This individual will also be an expert in guidelines, protocols, pathways, as well secure product stocking and availability through institutional access levers (P&T, new product reviews).  This role will be responsible for extensive account planning to ensure all business priorities, organizational design, key decision makers, and performance against priorities are accurate for each account.  They will also continuously gather local market intelligence for each key geography within their territory (stakeholder mapping, evolving partnerships, practice affiliation relationships).  They will provide on demand account management support for each account to resolve problems and address situational needs as well as understand product procurement preferences and requirements (EMR/order entry needs, direct contracting needs, specific procurement partner requirements, distribution logistics).  This role will coordinate across local Team Lilly teammates (Immunology sales partners, GPO account managers, other HCO account managers) to ensure a seamless Team Lilly customer experience for Gastroenterology accounts.

Key Objectives/Deliverables

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 Field Teams to drive understanding of priority accounts, while supporting a successful customer 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, product, and dollar flow
• 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 & patient 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
• Professional certification or license required to perform in this position if required by a specific state 
• Valid US driver’s license and acceptable driving record are required
• Qualified applicants must be authorized to work in the United States on a full-time basis. Lilly will not provide support for or sponsor work authorization or visas for this role, including but not limited to F-1 CPT, F-1 OPT, F-1 STEM OPT, J-1, H-1B, TN, O-1, E-3, H-1B1, or L-1

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/Business Director
  • Payer/LVA experience
• 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
• No serious compliance violations in the last two years

Travel Requirements and Position Location

• Some overnight travel will be required (25% to 50%); evening programs possible
• Weekend travel/customer engagements (expect 4-5 times per year)
• 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 SVP 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 Corrporate 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.

Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.

Lilly is proud to be an EEO Employer and does not discriminate on the basis of age, race, color, religion, gender identity, sex, gender expression, sexual orientation, genetic information, ancestry, 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 are open to all employees. Our current groups include: Africa, Middle East, Central Asia (AMECA), Black Employees at Lilly (BE@Lilly), Chinese Culture Network (CCN), EnAble, Evolve, Lilly Indian Network (LIN), Organization of Latinx at Lilly (OLA), Pride (LGBTQ+ Allies), Veterans Leadership Network (VLN) and Women’s Initiative for Leading at Lilly (WILL).

Actual compensation will depend on a candidate’s education, experience, skills, and geographic location.  The anticipated wage for this position is

$157,500 - $266,200

Full-time equivalent employees also will be eligible for a company bonus (depending, in part, on company and individual performance). In addition, Lilly offers a comprehensive benefit program to eligible employees, including eligibility to participate in a company-sponsored 401(k); pension; vacation benefits; eligibility for medical, dental, vision and prescription drug benefits; flexible benefits (e.g., healthcare and/or dependent day care flexible spending accounts); life insurance and death benefits; certain time off and leave of absence benefits; and well-being benefits (e.g., employee assistance program, fitness benefits, and employee clubs and activities).Lilly reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion and Lilly’s compensation practices and guidelines will apply regarding the details of any promotion or transfer of Lilly employees.

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