Key Account Management

2 weeks ago

Riyadh, Saudi Arabia Lilly Full time

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.

**Job **summary**

This role will be accountable for establishing and maintaining optimal access for Lilly products in the assigned region, including achieving or exceeding managed markets account plans, other business goals and metrics. (2) Leverage existing managed markets Payer relationships, develop and cultivate new relationships to positively influence optimal formulary positioning and access of Lilly Products. (3) Will track, analyze, and report on healthcare economic trends, as well as, communicate implications.(4) Implementing tailored value-based pricing solutions with designated key account and Payers in an aim to continuously ensure a maximum early market penetration, sustainable patient access to treatments & guaranteeing that Lilly to be the most valuable & credible partner in different disease areas.(5) Lead and interact with a different cross-function of internal and external stakeholders in order to get a value message dissemination, analysis and strategic planning to achieve, maintain and enhance formulary listing and optimal existing accessed products.

**Path/Level**:
P1-P2

**Main Accountability/responsibility**

**Key Account Management**

**Demonstrate Customer Centricity**
- Demonstrate a deep knowledge of customer's business. Understand customer’s metrics and drivers and how these impact customer decisions and priorities.
- Understand, plan and implement payer value propositions including payer partnership programs. Evaluate their effectiveness.
- Demonstrate deep knowledge of national and local laws and regulations that influence payer decisions on price, reimbursement and access, and that guide interactions with payers.
- Display knowledge of national and local healthcare environment, trends and data. Understand how this information impacts payer customers.
- Demonstrates a deep understanding of prioritized customer needs and issues and then allocates resources and tools to deliver value.

**Strategic Account Planning**
- Prioritize Accounts: Understand which customers are most important to Lilly and ensure appropriate allocation of resources.
- Map and segment payer accounts in order to anticipate their needs and tailor interactions.
- Systematically plan and capture interactions with payer customers.
- Lead the development and implementation of strategies to address specific product related issues and formulary threats.

**Commercial Negotiation**
- Demonstrate collaborative negotiation skills that enhance both customer and commercial results.
- Identify, develop and maintain relationships with key buyers, tenders personnel and key decision makers
- Identifies future commercial opportunities/ risks in their respective accounts and propose adequate resources to capture or protect.
- Serve as single point of contact for each account under their respective territory and be responsible for the overall success at each account.

**Market Access**

**Market & Customer Analysis**
- Regularly analyze the accounts performance based on the external environment, consumption trends and gaps in performance.
- Manage the impact of health policy by mapping the decision-making process, identifying the key influencer and build strong relationships with key external stakeholders & organizations/committees
- Develop and communicates the Commercial /Access plan based on prioritized opportunities and multi-channel resources.
- Work closely with the Marketing team to identify strengths and weaknesses based on market and product insights that impact the new product/brand from Payer perspective.

**Formulary Access**
- Own the access action plan for formulary access in government accounts.
- Appropriately target and enable opinion leaders and advocacy groups that influence key account decision making.
- Propose value added programs to enhance formulary access.
- Identify different Payer Archetype, and tailor Lilly Strategy for each Archetype.
- Lead in gaining and maintaining the listing of Lilly products

**Lilly Knowledge**
- Demonstrate deep knowledge of Lilly products and payer brand value messages.
- Demonstrate good knowledge and understanding of pharma
- economic principles and how these principles relate to Lilly products and their disease states.
- Demonstrate knowledge of competitors, their products and value propositions and disease area.
- Demonstrate understanding of Lilly contracting process.

**Relationship Management**:

- Demonstrate strong c

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