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 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.
Title: Value Access Manager - Oncology
Location: Field based, Candidate must be based on patch
Portfolio: East of England, London, South East, South Central; Norfolk, Milton Keynes, Oxford, Reading, Hampshire, Dorset, Kent.
Maximise opportunities for patient access to our oncology portfolio by identifying and removing system barriers, communicating the value our portfolio brings to local health systems, and fostering collaborative projects between Lilly and the NHS to improve patient outcomes.
If you relish the thought of working in a fast-paced multi-channel environment and are keen to push limits whilst respecting local regulations and SOPs, the KAM role is a highly visible role in Lilly and where there are multiple opportunities to succeed and grow within the business. You will be encouraged to take ownership of your own development and supported to develop your skills and grow your talents to build your experience and career path.
Key Responsibilities:
* Develop Priority Account plans across each brand and ensure agreed market access objectives are locally delivered.
* Work in collaboration with sales teams to support development and implementation of local business plans and identify KOLs so that brands are fully optimised.
* Build and maintain strong partnerships with key customers and serve as primary point of contact for payers within key NHS organisations, particularly medicines management, commissioners, and hospital pharmacy.
* Develop a deep understanding of brand payer value propositions and the “toolkit” of Lilly resources and be able to confidently position with key customers, tailor the value proposition to payer needs and suggest appropriate potential payer partnership programmes to add value.
* Drive commercial initiatives such as uptake of Patient Access Schemes where appropriate.
* Use business information to identify variance in local account performance and collaborate on tactical plans to maximise performance.
* Maintain a deep understanding of key accounts: revenue sources, key customers, service structure & deliverables, competitors, financial goals, commissioning process, financial flows (as available from public sources), and objectives.
* Identify relevant opportunities to mobilise other functions into the account to drive further value (medical, health outcomes, partnership projects etc).
* Be a subject matter expert on the NHS and Commercial environment in the local health economy.
* Communicate internally market intelligence through both proactively working with PRA Managers to use local experience to create, improve, and tailor Payer Materials Tools & AAPs and lead across the wider business through our regular field team review process. Work closely with MCE team sharing insights and identify how digital communication can be continuously improved to support payers and patient access.
Essential Skills:
* Strong leadership and ability to work across, and influence, a complex range of internal & external stakeholders.
* Display deep understanding of local policy and environmental trends that influence customer decision-makers.
* Business Acumen developed through strong analytical and business planning skills with high level of data/IT system use.
* Excellent communication skills and the ability to build strong internal and external relationships.
* Confident with the use of alternative appropriate channels of communication and the use of virtual customer communication to drive efficiencies and improve customer experience.
* Demonstrate ability to lead & facilitate Account Planning & Review process through effective prioritization of accounts and alignment of brand strategy.
* Demonstrate collaborative negotiation skills.
* Ability to accurately record and communicate changing environmental positions using agreed knowledge management systems.
* Ability to use and communicate SPIN, Strategic Account Management, Negotiation skills and other global KAM techniques.
* Display knowledge of pharmaco-economic principles and the application of health economic tools.
* Ability to accurately forecast and make business case for requirements in key account project plan or projects.
Must Have:
* Strong business and commercial acumen.
* Leadership and integrity.
* Be self-motivated.
* Passion and a driving force to remove barriers or build opportunities.
* Agility and be a fast learner.
* An ability to deliver strong commercial narratives & influence at multiple levels.
* Decision making.
* Strategic and critical thinking.
* Networking skills & collaborative.
* Confidence with data and be analytical.
* Experience in Oncology.
Other Skills:
* Previous experience in a Sales, Market Access or Key Account Management.
* Project Management.
* Previous leadership or brand experience.
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