The Diabetes Business Manager is responsible for the management of his/her 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 Diabetes Business Manager ensures equal and consistent application of established policies and procedures in the management of employees to meet or exceed sales goals.
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:
- 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. Develop 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 (ie. Account teams, Medical teams, etc.) in a given 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. 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. Eliminate 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. 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.
- Bachelor’s degree from an accredited institution required.
- A 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.
Demonstrates acceptable level of performance for all TBM competencies and AAI 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.
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.
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.
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.
- 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
Who We Are:
At Boehringer Ingelheim we create value through innovation with one clear goal: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth.
Want to learn more? Visit boehringer-ingelheim.com and join us in our effort to make more health.
Boehringer Ingelheim, including Boehringer Ingelheim Pharmaceuticals, Inc., Boehringer Ingelheim USA, Boehringer Ingelheim Animal Health USA Inc., Boehringer Ingelheim Animal Health Puerto Rico LLC and Boehringer Ingelheim Fremont, Inc. is an equal opportunity and affirmative action employer committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; citizenship status, marital, domestic partnership or civil union status; gender, gender identity or expression; affectional or sexual orientation; pregnancy, childbirth or related medical condition; physical or psychiatric disability; veteran or military status; domestic violence victim status; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by applicable federal, state or local law.
Job – Sales
Primary Location – Americas-US-IN-Indianapolis
Other Locations – Americas-US-Kentucky
Organization – US-BI Pharma/BI USA
Schedule – Full-time
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