Respiratory Business Specialist

  • Boehringer Ingelheim
  • Huntington, WV, USA
  • Jun 07, 2021
Health Care Marketing Pharmaceutical Sales

Job Description

 

The Respiratory Business Specialist is responsible for developing and implementing a plan for maximizing net sales of BIPI and co-promoted cardiovascular products that aligns with direction from BIPI commercial leadership and with BIPI guidelines, policies, and directives.  The Respiratory Business Specialist will conduct their 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. utilizing in-person and/or digital/virtual platforms.

Duties & Responsibilities:

  • Utilizes product knowledge and demonstrated selling skills in order to influence targeted health care professionals to support the use of BIPI promoted respiratory products. Executes brand strategies to ensure that company sales and marketing messages are delivered appropriately to customers.  Establishes and maintains effective communication/cooperation/coordination with co-promotion partners and BIPI employees.
  • Completes pre-call plans to meet key stakeholder needs. Builds discussion around customer needs and opportunities. Fosters customer network development and communication. Has accurate and timely follow-up discussions with customers. Fosters ongoing trust with customer as relationship develops. Uses appropriate BIPI Sales Training techniques to facilitate the customer decision making process.  Coordinates the engagement of healthcare providers through a range of personal and non-personal channels, according to customer preferences.  
  • Digital Experience
    • Ability to engage with customers through a variety of digital media and platforms (live, remote video conference, marketing email etc.)
    • Ability to integrate digital assets and strategies into broader territory-level business plans
  • Identifies top plans for customers. Engages customers in comprehensive discussions on the payer environment, co-pays, and formulary access. Works with Managed Care Area Managers to generate and sustain support for products on MCO formularies. Develops and influences an extended team to pull-through MCO decisions.  Delivers on "continuation of care" model, including discharge protocol, treatment algorithms, disease management, etc.
  • Analyzes qualitative and quantitative territory information to optimize territory business plan and customer calls. Monitors local market conditions for changes that impact business.  Develops plans to optimize allocation of key resources, including samples, co-pay cards, funds for speaker programs, and funds for in-office meals. Adjusts implementation plans on a regular basis (speaker mgmt., advocate development, etc.). Leverages opportunities that meet both territory and brand tactics.  Utilizes supporting analysis tools to plan activity, report and monitor resource utilization, and maintain account and customer records.  Completes all administrative responsibilities as directed by management.  Successfully completes all Sales Training requirements.
  • Identifies thought leaders, innovators and advocates to support BIPI products. Works with trained speakers for respiratory topics and products.  Provides feedback and follow-up to speakers and attendees. Initiates contacts and network-building among advocates and customer groups. Develops  plans to develop speakers and thought leaders. Manages programs and budgets to stay within standards.
  • Works effectively with all customer-facing roles (i.e. Account teams, Medical teams, etc.) in a given geography to meet customer needs and deliver net sales objectives.  Demonstrates strong collaboration and communication as customer responsibilities and ownership evolve and customer structure shifts from traditional to advanced care models. Analyzes qualitative and quantitative territory information to optimize territory business plan and customer calls. Monitors local market conditions for changes that impact business. Develops plans to optimize allocation of key resources, including samples, co-pay cards, funds for speaker programs, and funds for in-office meals. Adjusts implementation plans on a regular basis based on marketplace.
  • Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policy and procedures. When violations are noted/observed they are to be immediately reported to management. Demonstrates high ethical and professional standards with all business contacts in order to maintain BIPI's excellent reputation within the medical and pharmaceutical community.

Respiratory Business Specialist Requirements:

  • Bachelor's degree from an accredited institution is preferred
  • A minimum of two (2) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services or equivalent
  • Experience in respiratory therapeutic area preferred
  • History of successful performance
  • Meets expectations for the key competencies required for this role
  • Proficiency in Excel, Word, Outlook, and database applications
  • Ability to travel (may include overnight travel)
  • Should reside in territory geography or be willing to relocate; exceptions to be granted by senior sales leadership.
  • Valid Driver's License and an acceptable driving record
  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle. Physical Demands / Surroundings
  • 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.
  • Visual Demands
  • Pass state motor vehicle vision requirement to operate motor vehicle.  Must be able to work both with external and internal customers.  Comfortable in new environments and adverse conditions.
  • Temperaments/Mental Requirements
  • 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 high competitive environment.
  • Level of Proficiency
  • 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.
  • Attendance / Schedule
  • 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 physical / mental requirements considered essential to the position.  Although this is an accurate representation, it is by no means complete and may be changed or updated as needed.
  • It is an essential function of/minimum qualification for 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 31CFR Chapter V, as they may be amended from time to time.

Executive Respiratory Business Specialist Requirements:

  • Bachelor's degree from an accredited institution preferred
  • A minimum of five (5) years successful sales and/or marketing experience in pharmaceutical/healthcare industry, pharmacy, B2B, customer engagement services or equivalent
  • Experience in respiratory therapeutic area preferred
  • History of successful performance
  • Meets expectations for the key competencies required for this role
  • Proficiency in Excel, Word, Outlook, and database applications
  • Ability to travel (may include overnight travel)
  • Should reside in territory geography or be willing to relocate; exceptions to be granted by senior sales leadership.
  • Valid Driver's License and an acceptable driving record
  • Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
  • Physical Demands / Surroundings
  • 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.
  • Visual Demands
  • Pass state motor vehicle vision requirement to operate motor vehicle.  Must be able to work both with external and internal customers.  Comfortable in new environments and adverse conditions.
  • Temperaments/Mental Requirements
  • 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 high competitive environment.
  • Level of Proficiency
  • 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.
  • Attendance / Schedule
  • 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 physical / mental requirements considered essential to the position.  Although this is an accurate representation, it is by no means complete and may be changed or updated as needed.
  • It is an essential function of/minimum qualification for 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 31CFR Chapter V, as they may be amended from time to time.

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.