AD/Sr. AD, PCP/Endo - Manhattan/Bronx

Description

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 several ways to foster a healthy working environment, meaningful work, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

The Associate Director/Sr. Associate Director, PCP/Endo Business Management is responsible for the management of the assigned specialists and for business development with a select group of key external experts and accounts. The incumbent will direct their specialists in developing and implementing territory business plans for maximizing net sales of BIPI and co-promoted diabetes products that align with direction from BIPI commercial leadership and with BIPI guidelines, policies, and directives.

The Associate Director/Sr. Associate Director, PCP/Endo Business Management ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed sales goals.  
 

Duties & Responsibilities

• Develops, enhances, and increases district performance of BIPI’s diabetes portfolio to meet or exceed annual company net sales.
• Implements a District sales strategy (District business plan) to be executed through the specialists.
• Exercises fiscal control on allocated operating budgets.
• Recruits and selects Top Talent applicants from a pool of highly qualified diverse candidates to ensure all allocated positions are filled.
• Proactively develops pool for specialist talent.
• Effectively administers salary and reward programs.
• Retains talent with demonstrated successful performance results.
• Applies appropriate coaching styles to each direct report that motivates high performance and ensures accountability.
• Provides regular, candid, and timely feedback during days in the field and via remote coaching conversations, which is documented in Coaching for Excellence and MAG plans.
• Ensures all direct reports have actionable Development Plans that grows talent for increased responsibility.
• Acts early to identify performance challenges or deficiencies and creates plans to appropriately address performance gaps.
• Works in close partnership with Regional Director and HR, to guide all disciplinary action in the District, up to and including terminations.
• Analyzes and evaluates the performance of the district. Cultivates teamwork by participating in cross-functional, Regional & HQ meetings to develop district business plans and utilizes appropriate data sources to develop district tactical plans.
• Manages district at a high level of productivity.
• Facilitates cross-district communications, projects and activities.
• Plans and executes district meetings that effectively implement objectives and strategies as determined by the Company.
• Acts as the customer channel expert for his/her district and models sales excellence to their direct reports.
• Spends appropriate amount of time independently developing prioritized external experts and emerging accounts and their relationships to foster Company business.
• Responds to the needs of the customer in a timely and professional manner.
• Develops a highly integrated district business plan and contributes to the development of the zone business plans.
• Develops positive and mutually beneficial relationships with Company internal customers, with key accounts in all classes of trade and with BIPI’s co-promotion partners to meet all assigned Company sales goals.
• Works effectively with all customer-facing roles (i.e., Account teams, Medical teams, etc.) in each geography to meet customer needs and deliver net sales objectives.
• Demonstrates strong collaboration and communication as customers evolve and ownership of accounts transition from traditional to account based.
• Communicates candidly with supervisor and direct reports.

Requirements

Associate Director PCP/Endo requirements

• Bachelor's degree from an accredited institution required.
• Minimum of four (4) years successful pharmaceutical sales experience required.
• Requires at least one of the following:
• Two (2) years successful pharmaceutical District Manager/Business Manager experience with experience in the geography strongly preferred, OR
• Successful completion of at least stage 4 of the NLD (BI New Leadership Development) curriculum, OR
• Successful completion of at least stage 3 of the NLD (BI New Leadership Development) curriculum with at least six (6) months experience as an Interim Business Manager
• History of successful performance including the last two performance reviews.

Senior Associate Director PCP/Endo Requirements:

• Seven-plus (7+) years of successful pharmaceutical sales experience required.
• Four-plus (4+) years of successful pharmaceutical Sales Manager experience required with experience in the geography strongly preferred.
• History of successful performance including the last two performance reviews.

Both levels:

• Demonstrates acceptable level of performance for all TBM competencies and Behaviors
• Proficiency in Excel, Word, Outlook, and database applications.
• Expertise in pharmaceutical regulatory and compliance environment. History of successful management in pharmaceutical industry required.  
• Must be eligible and authorized under all U.S. Export Laws.
• Ability to travel (may include overnight travel).
• Should reside in territory geography or be willing to relocate.
• 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 highly 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.
• 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.

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.

Desired Skills, Experience and Abilities

Additional Duties & Responsibilities:

• Ensures an open communication environment for direct reports.
• Applies appropriate coaching styles to each direct report to develop skills and ensure accountability.
• Possesses ability to assess organizational change management needs and applies appropriate tools to manage change impact within respective organizational groups to ensure successful implementation.   
• Develops a focused Vision and create a high-performance team environment which values continued professional development and personal accountability.
• Eliminates barriers and foster a solutions oriented winning vision throughout the district.
• Exhibits both a long-term, strategic view of the business with an acute focus on driving immediate results.
• Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, PDMA, EPA, PhRMA, etc.) and Company policies and procedures.
• Immediately reports noted/observed violations to management.
• Demonstrates high ethical and professional standards with all business contacts to maintain BIPI's excellent reputation within the medical and pharmaceutical community.

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Compensation Data: 

This position offers a base salary typically between ($140k) and ($222k).  The position may be eligible for a role specific variable or performance-based bonus and or other compensation elements. 

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