Senior Associate Director, Biosimilars Customer Engagement at Boehringer Ingelheim Pharmaceuticals, Inc in New York, NY

Description:

The strategic accounts position is responsible for securing future favorable formulary access for Cyltezo®, through contracting arrangements with accounts and in alignment with the brand strategy. The role will work alongside customer facing teammates to support access and contracting discussions across but not limited to payer channels, Health Systems/IDNs, Specialty Pharmacies and Employers at both a national and regional level. Through partnering with payer sales and health systems customer facing teams, this role will leverage existing BI relationships to educate customers on the value proposition of Cyltezo®, and build mutually beneficial business relationships to optimize access. The role would be responsible for developing a customer engagement plan that aligns Cyltezo® market access strategy with payor sales/health systems and coordinates activities accordingly. The role will identify unmet customer need and opportunities to provide customer value with regard to policy, procedures and capabilities. The position would be responsible for ensuring pull-through efforts are optimized following formulary wins and work closely with regional sales teams to achieve business objectives. The role will be responsible for ensuring all engagement adheres to legal requirements. The incumbent serves as a content expert on US biosimilar topics, bringing high knowledge, insights and strategies / solutions to key important customers that strengthen BI's position in the immunology market while ensuring all activities are conducted in line with Company policies, SOPs, etc.

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

Duties & Responsibilities:

• Strategic Focus:
• Delivering compelling and meaningful value to customer using insight, business analysis, problem solving and flexibility with a focus on and understanding of the gaps between present and future states through the following:
• Identify opportunities, threats and trends associated with the immunology and US biosimilars market
• Anticipate future barriers, issues and opportunities relevant to customer needs
• Analyze and interpret account economics/ financial performance based on various market dynamics/scenarios
• Provides strategic considerations to customer facing teams and internal MA leaders on evolving biosimilar competitive environment with a customer focus to ensure optimal access and maintenance of net price level over time
• Works closely with Director, Market Access Marketing - Biosimilars to provide input/ key market/customer insights into ongoing market access strategy development
• Planning and Execution:
• Develops and implements customer engagement plan for market shaping activities aligned with market access strategy
• Executes Market access strategy for brand, ensuring access at target net price level
• With existing customer facing team members, represents Cyltezo in customer discussions and at key conferences
• Provides customer specific insights to help with market access marketing resource development
• Participates in scenario planning and competitive response workshops
• Provides relevant and timely inputs to annual integrated planning documents
• Collaborates with key stakeholders in the Marketing and the Contracts and Pricing organizations to develop comprehensive business cases for contract negotiations including new agreements, renewals, and terminations in a thorough and timely fashion. Partners with Contract Analyst to provide data for business cases, present business cases to Pricing terms Committee (PTC) and drive commercially viable and profitable formulary positions with payers for the brand
• Influencing internal leaders to drive timely and profitable contracting decisions
• Coordinates with Director, Market Access Marketing – Biosimilars on pull-through strategy and tactical plan aligned with customer facing team MA leaders
• Roles, responsibilities and expectations are clearly understood among all internal team members
• Leadership:
• Lead, communicate and coordinate the execution of the Market access strategy in aligned with the brand with the broader BIPI account team to ensure effective pull-through of regional, state/ local marketing efforts, and value-added services
• Leads in collaboration with Director, Market Access Marketing - Biosimilars internal discussions with senior leadership and brand leaders to gain buy-in and support for contracting and pricing strategy recommendation to optimize access for Cyltezo; including participation in PTC discussions.
• Build positive working relationships and work seamlessly with internal partners including interfacing with Sr. Level leaders
• Leverage productivity metrics to support team attainment of assigned goals and objectives to ensure increased sales and profitability
• Executive Relationships:
• Building a deep understanding of the customer and responding to those needs in a way that creates respect and credibility with customer organizations in collaboration with Account team
• Support established/build strong relationships and develop Brand advocates with a broad-base of senior stake holders, important decision makers and influencers primarily at the C-Suite, VP-administration and departmental head levels of assigned account(s)
• Develop and implement strategies to optimize access for the brand and achieve business objectives
• Access to customers formulary and or disease pathways
• Drive awareness and insights on Cyltezo value proposition in the context of unmet customer needs
• Works with customers quality and patient engagement teams to ensure this customer segment not only understands BI brand attributes that lead to improved quality and patient engagement/satisfaction, but also above brand resources to assist the account in engaging their patients, provider community and employer customers in driving better outcomes in key disease states- Rheumatology, Gastroenterology, Dermatology
• Business Acumen:
• Understanding and thinking creativity about business principles relevant to the organized customer marketplace, and applying them to achieve business needs. Serve as a content expert and understand the following aspects of the assigned account(s):
• Specific business model and practices
• Strategic direction and objectives
• Partnerships, including any relevant contracting (e.g., letters of agreement)
• Develop recommendations according to the following topics and issues:
• Accounts(s) relevant issues (above)
• Product knowledge specific to BI biosimilar product and relevant competitive products
• Related markets/ broader healthcare market place and trends
• Reimbursement dynamics across relevant channels
• Demonstrates knowledge and expertise in biosimilar space and understands how BI brand brings value to customers and aligns with business objectives

Requirements:

• Bachelor’s degree from an accredited institution required.
• Master’s degree (e.g. MBA, MSc) preferred.
• Ten (10) years of US pharmaceutical sales experience required.
• Two-plus (2+) years of US biosimilar experience required.
• Strong organizational and leadership skills / without authority.
• Strong strategic mindset.
• Ability to demonstrate excellent communication skills.
• Strong understanding of payer environment/Specialty/specialty Access and Reimbursement, Commercial, Government Payment Systems, Provider/Carrier Networks, Co-Pay Assistance Programs, and knowledge of Specialty markets.
• Solid understanding of the extremely dynamic and complex US market.
• Demonstrated ability to manage effective internal and external customer relationships.
• Demonstrated ability to negotiate contracts.
• Demonstrated ability to interact, communicate and negotiate with cross functional/senior level internal leaders.
• Highly skilled at matrix management (both internally and externally) with client base.
• Position must incorporate exceptional business knowledge, product knowledge and market knowledge to develop a strategic vision for delivering value proposition to both internal and external customers for BI Biosimilar business.
• Displays AAI behaviors: Agility, Accountability, and Intrapreneurship.
• Ability to travel domestically and internationally (will include overnight travel), 50% or more.

Desired Experience, Skills, and Abilities:

• Pre-launch / Launch of specialty product preferred.
• Five (5) years of account management experience preferred.
• Five (5) years of specialty experience preferred.
• Specialty and contracting experience preferred.

Eligibility Requirements:

• Must be legally authorized to work in the United States without restriction.
• Must be willing to take a drug test and post-offer physical (if required).
• Must be 18 years of age or older.