PCP/Endo Business Specialist - Columbia, MO
Boehringer Ingelheim GmbH, Columbia, Missouri, United States
Overview
The PCP/Endo Business Specialist is responsible for developing and implementing a plan for maximizing net sales of BIPI and co‑promoted diabetes products that aligns with direction from BIPI commercial leadership and with BIPI guidelines, policies, and directives. The specialist conducts business with key targeted healthcare providers and community hospitals, and may have additional responsibilities in teaching hospitals, federal and military hospitals, managed health care facilities, group purchasing organizations, integrated delivery networks, etc.
As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to patients and customers. Our global presence provides opportunities for international collaboration, visibility, and direct contribution to the company's success. We support employees in fostering a healthy working environment, meaningful work, mobility, networking, and work‑life balance. Our compensation and benefits reflect Boehringer Ingelheim's high regard for our people.
Duties & Responsibilities
Utilize product knowledge and demonstrated selling skills to influence targeted health care professionals to support the use of BIPI‑promoted diabetes products. Execute brand strategies to ensure company sales and marketing messages are delivered appropriately to customers. Establish and maintain effective communication, cooperation and coordination with co‑promotion partners and BIPI employees.
Complete pre‑call plans to meet key stakeholder needs. Build discussion around customer needs and opportunities. Foster customer network development and communication. Provide accurate and timely follow‑up discussions with customers. Foster ongoing trust with customers as relationships develop. Use appropriate BIPI Sales Training techniques to facilitate the customer decision‑making process. Coordinate engagement of healthcare providers through a range of personal and non‑personal channels, according to customer preferences.
Identify top plans for customers. Engage customers in comprehensive discussions on the payer environment, co‑pays, and formulary access. Work with Managed Care Area Managers to generate and sustain support for products on MCO formularies. Develop and influence an extended team to pull‑through MCO decisions. Deliver on the "continuation of care" model, including discharge protocol, treatment algorithms, disease management, etc.
Analyze qualitative and quantitative territory information to optimize territory business plan and customer calls. Monitor local market conditions for changes that impact business. Develop plans to optimize allocation of key resources, including samples, co‑pay cards, funds for speaker programs, and funds for in‑office meals. Adjust implementation plans regularly (speaker management, advocate development, etc.). Leverage opportunities that meet both territory and brand tactics. Utilize supporting analysis tools to plan activity, report and monitor resource utilization, and maintain account and customer records. Complete all administrative responsibilities as directed by management. Successfully complete all Sales Training requirements.
Identify thought leaders, innovators and advocates to support BIPI products. Work with trained speakers for diabetes topics and products. Provide feedback and follow‑up to speakers and attendees. Initiate contacts and network‑building among advocates and customer groups. Develop plans to cultivate speakers and thought leaders. Manage programs and budgets to stay within standards.
Work effectively with all customer‑facing roles (e.g., Account teams, Medical teams) in a given geography to meet customer needs and deliver net sales objectives. Demonstrate strong collaboration and communication as customers evolve and account ownership transitions from traditional to account based.
Perform all company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and company policy and procedures. Report violations immediately to management. Demonstrate high ethical and professional standards with all business contacts to maintain BIPI's excellent reputation within the medical and pharmaceutical community.
Qualifications
Bachelor's degree from an accredited institution (preferred). Equivalent experience may be considered.
Minimum of two (2) years of successful sales and/or marketing experience in the pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services, or equivalent. At least five (5) years is preferred.
Experience in the diabetes therapeutic area is preferred.
History of successful performance and meeting the key competencies required for this role.
Proficiency in Excel, Word, Outlook and database applications.
Ability to travel (may include overnight travel). Must have a valid driver’s license and an acceptable driving record; authorized to drive a company‑leased vehicle or authorized rental vehicle.
Should reside in territory geography or be willing to relocate; exceptions may be granted by senior sales leadership.
Eligible and authorized under all U.S. Export Laws (EAR and OFAC).
Physical & Mental Requirements Daily travel within territory throughout the work day with multiple stops and visits to office buildings, hospitals and clinics. Going up and down stairs, bending, walking and lifting above head to shelf pharmaceutical material or goods. Periodic overnight travel for training and meetings. Intermittent repetitive lifting up to 40 lbs.
Pass state motor vehicle vision requirement to operate a motor vehicle. Must be able to work with both external and internal customers and be comfortable in new environments and adverse conditions.
Must be able to work with diverse groups of people in similar roles, interact with medical practitioners, business partners, manage stress and conflict associated with gaining access to physicians in a highly competitive environment.
Must have the ability to learn and retain complex material, pass tests demonstrating product and disease‑related knowledge and deliver content to physicians verbally in a clear, effective and accurate manner in strict compliance with regulatory and other requirements.
At least 40 hours per week, requires morning and evening flexibility as necessary to meet physician’s schedules and coordinate evening speaker programs. Must be able to function in a self‑directed work environment.
Proficient in remote engagements with key customers via video conferencing platforms. Able to deliver clear and compliant sales presentations remotely using video, phone and digital media applications. Understands how to build customer relationships that facilitate live and virtual engagement opportunities.
These physical and mental requirements represent a sampling of the essential requirements for this position. While accurate, they are not exhaustive and may be changed or updated as needed.
Export Law Eligibility It is an essential function of this position that the employee/applicant be eligible and authorized under all U.S. Export Laws (defined below): a) to be employed by the Company; and b) to receive any technology from the Company that may be required to perform the duties of this position or to which an applicant/employee may, by virtue of holding such position, be provided access by the Company or any third parties during the course of employment. "Export Laws" means the Export Administration Regulations ("EAR") of the U.S. Commerce Department’s Bureau of Industry and Security, presently at 15 CFR §§ 730‑799, and the economic sanctions regulations of the U.S. Treasury Department’s Office of Foreign Assets Control (OFAC), presently at 31 CFR Chapter V, as they may be amended from time to time.
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As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to patients and customers. Our global presence provides opportunities for international collaboration, visibility, and direct contribution to the company's success. We support employees in fostering a healthy working environment, meaningful work, mobility, networking, and work‑life balance. Our compensation and benefits reflect Boehringer Ingelheim's high regard for our people.
Duties & Responsibilities
Utilize product knowledge and demonstrated selling skills to influence targeted health care professionals to support the use of BIPI‑promoted diabetes products. Execute brand strategies to ensure company sales and marketing messages are delivered appropriately to customers. Establish and maintain effective communication, cooperation and coordination with co‑promotion partners and BIPI employees.
Complete pre‑call plans to meet key stakeholder needs. Build discussion around customer needs and opportunities. Foster customer network development and communication. Provide accurate and timely follow‑up discussions with customers. Foster ongoing trust with customers as relationships develop. Use appropriate BIPI Sales Training techniques to facilitate the customer decision‑making process. Coordinate engagement of healthcare providers through a range of personal and non‑personal channels, according to customer preferences.
Identify top plans for customers. Engage customers in comprehensive discussions on the payer environment, co‑pays, and formulary access. Work with Managed Care Area Managers to generate and sustain support for products on MCO formularies. Develop and influence an extended team to pull‑through MCO decisions. Deliver on the "continuation of care" model, including discharge protocol, treatment algorithms, disease management, etc.
Analyze qualitative and quantitative territory information to optimize territory business plan and customer calls. Monitor local market conditions for changes that impact business. Develop plans to optimize allocation of key resources, including samples, co‑pay cards, funds for speaker programs, and funds for in‑office meals. Adjust implementation plans regularly (speaker management, advocate development, etc.). Leverage opportunities that meet both territory and brand tactics. Utilize supporting analysis tools to plan activity, report and monitor resource utilization, and maintain account and customer records. Complete all administrative responsibilities as directed by management. Successfully complete all Sales Training requirements.
Identify thought leaders, innovators and advocates to support BIPI products. Work with trained speakers for diabetes topics and products. Provide feedback and follow‑up to speakers and attendees. Initiate contacts and network‑building among advocates and customer groups. Develop plans to cultivate speakers and thought leaders. Manage programs and budgets to stay within standards.
Work effectively with all customer‑facing roles (e.g., Account teams, Medical teams) in a given geography to meet customer needs and deliver net sales objectives. Demonstrate strong collaboration and communication as customers evolve and account ownership transitions from traditional to account based.
Perform all company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and company policy and procedures. Report violations immediately to management. Demonstrate high ethical and professional standards with all business contacts to maintain BIPI's excellent reputation within the medical and pharmaceutical community.
Qualifications
Bachelor's degree from an accredited institution (preferred). Equivalent experience may be considered.
Minimum of two (2) years of successful sales and/or marketing experience in the pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services, or equivalent. At least five (5) years is preferred.
Experience in the diabetes therapeutic area is preferred.
History of successful performance and meeting the key competencies required for this role.
Proficiency in Excel, Word, Outlook and database applications.
Ability to travel (may include overnight travel). Must have a valid driver’s license and an acceptable driving record; authorized to drive a company‑leased vehicle or authorized rental vehicle.
Should reside in territory geography or be willing to relocate; exceptions may be granted by senior sales leadership.
Eligible and authorized under all U.S. Export Laws (EAR and OFAC).
Physical & Mental Requirements Daily travel within territory throughout the work day with multiple stops and visits to office buildings, hospitals and clinics. Going up and down stairs, bending, walking and lifting above head to shelf pharmaceutical material or goods. Periodic overnight travel for training and meetings. Intermittent repetitive lifting up to 40 lbs.
Pass state motor vehicle vision requirement to operate a motor vehicle. Must be able to work with both external and internal customers and be comfortable in new environments and adverse conditions.
Must be able to work with diverse groups of people in similar roles, interact with medical practitioners, business partners, manage stress and conflict associated with gaining access to physicians in a highly competitive environment.
Must have the ability to learn and retain complex material, pass tests demonstrating product and disease‑related knowledge and deliver content to physicians verbally in a clear, effective and accurate manner in strict compliance with regulatory and other requirements.
At least 40 hours per week, requires morning and evening flexibility as necessary to meet physician’s schedules and coordinate evening speaker programs. Must be able to function in a self‑directed work environment.
Proficient in remote engagements with key customers via video conferencing platforms. Able to deliver clear and compliant sales presentations remotely using video, phone and digital media applications. Understands how to build customer relationships that facilitate live and virtual engagement opportunities.
These physical and mental requirements represent a sampling of the essential requirements for this position. While accurate, they are not exhaustive and may be changed or updated as needed.
Export Law Eligibility It is an essential function of this position that the employee/applicant be eligible and authorized under all U.S. Export Laws (defined below): a) to be employed by the Company; and b) to receive any technology from the Company that may be required to perform the duties of this position or to which an applicant/employee may, by virtue of holding such position, be provided access by the Company or any third parties during the course of employment. "Export Laws" means the Export Administration Regulations ("EAR") of the U.S. Commerce Department’s Bureau of Industry and Security, presently at 15 CFR §§ 730‑799, and the economic sanctions regulations of the U.S. Treasury Department’s Office of Foreign Assets Control (OFAC), presently at 31 CFR Chapter V, as they may be amended from time to time.
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