The Position

• Responsible for leading cross function account customer engagement for the assigned Hospital Accounts to drive growth and create mutual for customers, patients and Boehringer Ingelheim.
• Lead the development of account plans based on deep understanding of customer and patient need and ensure seamless execution of resulting account strategies.
• Orchestrating for Exceptional Customer Experience – focused on implementing in-hospital and virtual execution of the Hybrid Customer Engagement Model. Implement Multi Channel Cycle Plans to target Customers, meet/exceed sales targets for assigned product(s) within the allocated territory and achieve related quantitative/ qualitative KPIs.
• Adhering to Compliance, Code of Conduct and Policies – responsible for ensuring all company and industry compliance requirements (e.g. Pharmacovigilance) are understood, adhered to and established local compliance processes are followed.

Duties and Responsibilities

1. Sales Achievement in the assigned territory

• Territory sales accountability (e.g. sales value, units etc.)
• Ensure formulary listing and availability of Actilyse in medical and emergency department
• Create demand/generate prescriptions for promotion of thrombolysis by utilizing the available resources/tools/channels and trained behaviours
• Identify opportunities to grow/ expand relevant customer universe for Boehringer Ingelheim products.

2. Customer Understanding & Relationship Management

• Builds and sustain strong and trusting strategic relationship with key stakeholders – Clinician and Administrators in Formulary Committee to build a deep understanding of customer needs and identify new business opportunities
• Serve as the primary points of contact for key account stakeholders and compliantly bring in cross function partners during customer conversation as needed, created seamless engagement experience for the account
• Strengthens the perception of Boehringer Ingelheim as an integrated collaborator, contributor and resource in improving patient outcome
• Plan logistics to ensure execution of MCCPs and that relevant stakeholders are seen with the required Reach and Frequency, F2F and S2S
• Locally mandated reports (eg. Competitor surveillance) are completed accurately, in full and submitted on time

3. Orchestrate Exceptional Customer Experience

• Communicate with relevant Boehringer Ingelheim customer facing roles (marketing, MSLs etc.) and work interdependently to ensure customer experience is personalized and relevant to them.
• Proficiency in utilizing Veeva resources; Engage (scheduling, launching meetings, group calls, sharing content), Event Management (recording events), survey function (conduct surveys), Cf E function (engage with coaching) and One Message, Fu E function (send emails).
• Capable of assisting customers to interact with Veeva Engage across common visual conferencing platforms.
• Identify customers’ preferred communication channels, directing appropriate resources (face to face calls, Veeva Engage, phone calls, follow-up emails, BI one website, webinars, One Message, Adobe campaigns) to fulfil the Customers’ needs.
• Management/development of assigned Key Opinion Leaders (KOLs) and coordination with relevant Medical Societies/ Institutions.

4. Superior Customer Engagement Capability (Knowledge & Skills)

• Effective Knowledge depth (Disease, Clinical Trials, Product, Marketing strategy, Competitor intelligence and Environment) to communicate confidently and competently with customers.
• Effective Customer Engagement Skill proficiency (Hybrid CEM, CSM, CEM Situational, ECi P, Engaging Customers with Fu E etc.).
• Knowledgeable across the 7 Hybrid CEM steps and 27 behaviors. Able to execute assigned Marketing strategies (e.g. messaging/ product presentations, overcoming objections etc.) within the customers’ preferred communication channel
• Digitally fluent/tech savvy, able to reliably utilize CRM/ Veeva, undertake pre-Call set-up of digital platforms (e.g. Veeva Engage)
• Capable and confident in presenting to Groups of customers, both face to face/screen to screen.

5. Comply with local regulations, industry, and our company Code of Conduct

• Comply with all regulations regarding interactions with healthcare professionals (HCPs), following our company Code of Conduct
• Take prompt and necessary actions on issues of compliance and Pharmacovigilance.
• Be a role model in compliance with local regulations, industry, and our company Code of Conduct

6. Regular Reporting

• Locally mandated reports (e.g. competitor surveillance) are completed accurately, in full and submitted on time

Requirements

• Bachelor’s degree
• Direct selling experience in healthcare industry is advantageous.
• Competencies required.
  • Industry/ Product knowledge
  • Selling skills applied across a diverse range of channels
  • Multi-Channel Cycle Planning and execution
  • Customer Relationship Management
  • Self-development/learning
  • Communication skills
  • Planning and organizing skills to collaborate with other customer facing personnel
  • IT literacy

Note to Recruitment Agencies:

Boehringer Ingelheim (BI) does not accept candidate submissions from recruitment agencies that our company does not have existing contracts with. Boehringer Ingelheim will not be responsible for payment of recruitment fees for the hiring of candidates whose resumes were submitted to our employees or offices without our prior permission.