Key Account Manager

7 days ago

Sydney, New South Wales, Australia Lilly Full time
At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana.

Our 35,000 employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism.

We give our best effort to our work, and we put people first. We're looking for people who are determined to make life better for people around the world.

Key Account Manager - National

Overall Job Purpose:

To manage access of Lilly medicines in priority accounts.

To develop relationships with key stakeholders at the state, regional and hospital level, remove barriers to patient access, and to collaborate internally across the business units to develop a cross-functional regional business plan.


If you keen to work in a fast-paced multi-channel environment and are keen to push the limits whilst respecting local regulations and SOPs, the KAM is a highly visible role in Lilly, where there are multiple opportunities to succeed and grow within the business.

You will be encouraged to take ownership of your development and supported to grow your skills and talents to build your experience and career path.


Key Responsibilities:

  • Develop priority account plans and ensure agreed local market access objectives are delivered.
  • Work in collaboration with sales teams to support the development and implementation of local business plan as well as the identification and development of key influencers to ensure that brands are fully optimised.
  • Build and maintain strong partnerships with key customers and serve as primary point of contact for payers within priority state and area health service organisations, particularly medicines management and hospital pharmacy.
  • Develop a deep understanding of brand payer value propositions and the "toolkit" of Lilly resources. To confidently position the value proposition with key customers, tailor to their needs and suggest appropriate valueadded partnership programmes.
  • Use business information to identify variance in local account performance and collaborate on tactical plans to maximise performance.
  • Maintain a deep understanding of key accounts: revenue sources, key customers, service structure & deliverables, competitors, financial goals, commissioning process, financial flows (as available from public sources), and objectives.
  • Identify relevant opportunities to mobilise other functions into the account to drive further value (e.g. medical, health outcomes, partnership projects etc)
  • Communicate internally market intelligence, using local experience to create, improve, and tailor payer materials, tools and commercial schemes; lead the regular field team business review process; work closely with MCE team sharing insights and identify how digital communication can be continuously improved to support payers and patient access.

Essential Skills:

  • Strong leadership and ability to work across, and influence, a complex range of internal & external stakeholders.
  • Display deep understanding of local policy and environmental trends that influence customer decisionmakers.
  • Business Acumen developed through strong analytical and business planning skills with high level of data /IT system use.
  • Excellent communication skills and the ability to build strong internal and external relationships.
  • Confident with the use of alternative appropriate channels of communication and the use of virtual customer communication to drive efficiencies and improve customer experience.
  • Multichannel Engagement insights to identify how digital communication can be developed to support payers and patient access
  • Ability to lead & facilitate the account planning & review process through effective prioritization of accounts and alignment of brand strategy.
  • Ability to accurately record and communicate changing environmental positions using agreed knowledge management systems.
  • Ability to use and communicate SPIN, Strategic Account Management, Negotiation skills and other global KAM techniques.
  • Ability to accurately forecast and make business case for requirements in key account project plan or projects

Must Have:

  • Strong business and commercial acumen
  • Leadership and integrity
  • Be selfmotivated
  • Passion and a driving force to remove barriers or build opportunities
  • Agility and be a fast learner
  • An ability to deliver strong commercial narratives & influence at multiple levels
  • Decision making
  • Strategic and critical thinking
  • Networking skills & collaborative
  • Confidence with data and be analytical

Other Skills/Experience:

  • Previous experience in a Sales, Market Access or Key Account Management
  • Project Management
  • Previous leadership or brand experience
Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual or

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