Pharmaceutical Specialty Sales Representative Morristown City Hospital Account Executive

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 Executive

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 the HAE to proactively manage key customers that impact hospital-wide clinical, quality and economic decisions. The HAE will report to a Hospital Manager (HM). The strategic intent of the HAE role is to maximize district 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. HAE’s will target the top 8 to 12 strategically important hospitals in their district and be accountable for developing and coordinating the action plans in these accounts. HAE’s will work closely with Hospital Account Specialists (HAS) and key Lilly sales colleagues to accomplish these goals.
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
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. Responsible for district sales goals as well as sales and access in targeted accounts. Access could include formulary approvals, appropriate product positioning in protocols, optimal product location such as cath labs, Pyxis machines, emergency dept., as appropriate per product.
Accountable to serve as district expert and role model 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. Build relationships with hospital customers emphasizing hospital wide economic, quality and clinical decision makers. Serve as the Lilly point of contact for hospital administration (CEO, CMO, CNO, CFO) and build administrative champions. Facilitate executive to executive interactions (i.e., Lilly Executive Partner Program (EPP) )
Coordinate all appropriate customer discussions related to contracting or reimbursement. Be the content expert for the hospital district team. Possess deep compliance understanding to ensure all actions are aligned with Lilly compliance guidelines (CPP’s), state and federal regulations.
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: Min 3 years of pharmaceutical or hospital account based sales experience Min 3 years in current position if moving from Lilly sales
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 and negotiation 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:
Demonstrated leadership and relationship building including cross-functional teamwork skills and the ability to influence senior management Degree in pharmacy, business, MBA, Masters Degree Minimum 3 year commitment to the position Working knowledge of competitive interventions in the hospital marketplace Flexibility to learn new products and disease states over time 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 Career™ FORTUNE America’s Most Admired Companies™ FORTUNE 50 Best Companies for Minorities™ Working Mother 100 Best Companies for Working Mothers™ Industry Week magazine 100 Best-Managed Companies™ Business Ethics magazine 100 Best Corporate Citizens™ Science magazine Best Companies for Scientists™


ELI LILLY AND COMPANY IS AN EQUAL OPPORTUNITY EMPLOYER

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