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About the Role

The AD/Sr. AD, PCP/Endo is responsible for managing assigned specialists and developing business with key external experts and accounts. The role involves directing specialists in implementing territory business plans to maximize sales of BIPI and co-promoted diabetes products, ensuring consistent application of policies and procedures to meet sales goals.

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 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.
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.
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, key accounts, and BIPI’s co-promotion partners to meet all assigned Company sales goals.
Works effectively with all customer-facing roles 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

Bachelor's degree from an accredited institution required.
A minimum of four (4) years successful pharmaceutical sales experience required for Associate Director.
Requires at least one of the following for Associate Director: 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.
Seven-plus (7+) years of successful pharmaceutical sales experience required for Sr. Associate Director.
Four-plus (4+) years of successful pharmaceutical Sales Manager experience required for Sr. Associate Director with experience in the geography strongly preferred.
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.
Daily Travel within territory throughout the workday 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 highly competitive environment.
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.
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.

Skills

Pharmaceutical sales
District management
Business development
Territory business planning
Sales strategy implementation
Fiscal control
Talent recruitment and selection
Talent development
Performance management
Coaching
Feedback delivery
Disciplinary action guidance
Performance analysis
Teamwork cultivation
Cross-functional collaboration
Customer relationship management
Sales excellence
Excel proficiency
Word proficiency
Outlook proficiency
Database application proficiency
Pharmaceutical regulatory and compliance expertise
Driving
Communication
Collaboration

Location

Territory geography

Work Type

Full-time
Onsite
Travel

Experience Level

Associate Director
Sr. Associate Director

Education Level

Bachelor's Degree

Salary/Compensations

Associate Director, PCP/Endo: $165,600K to $248,400K
Sr. Associate Director, PCP/Endo: $196K to $294K

Benefits

Role specific discretionary bonus
Relocation assistance
Other compensation elements
Competitive compensation and benefit programs

About the Company

Boehringer Ingelheim is a global company that contributes to the discovery, development, and delivery of products to patients and customers.
The company's global presence offers opportunities for international collaboration, visibility, and direct contribution to success.
Boehringer Ingelheim recognizes that its strength and competitive advantage lie with its people.
The company supports employees through various means to foster a healthy working environment, meaningful work, mobility, networking, and work-life balance.

Equal Opportunity

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