Stroke Care Programme Manager_Singapore OPU
Boehringer Ingelheim International GmbH
48d ago

Descriptions :

  • Drive Performance - Achieve business objectives such as Actilyse / ANGELS Initiative sales, profit,growth, people development etc through a collaborative and cross-
  • functional Account Planning approach involving Market Access, Medical, Marketing, Sales, Comm Ops and others as required.

  • Develop & Execute Customer Engagement Excellence - Focuses on setting right target accounts with most appropriate plans to Execute the ANGELS initiative / Customer Engagement activities with the goal of being recognized as a leadership in Stroke care.
  • Compliance, Code of Conducts and Policies - Is responsible to ensure that all company and industry compliance topics / requirements are adhered, understood, monitored and respected within the immediate team.
  • Duties & Responsibilities : 1. Explore, Analyze, Target accounts and understand customers at National level

  • Identify / Segment the target key accounts(hospitals / institutions) / customers(stakeholders - purchasing, medical committee, pharmacist, hospital directors, marketing etc)which can influence at national level
  • Analyze the customers and approach combining tactical, relationship and customer needs elements
  • Outline the process of 1) Tiering, 2) Prioritizing and 3) Clustering employed in the selection of key accounts
  • Recognize Veeva / Sales data which support the identification of target accounts
  • Analyze customer using various analysis tools - SWOT, Influence map, Stakeholder grid, Stakeholder characterization
  • Understand targeted customer's needs through various approaches - superior communication skills, using check lists and value driver analysis
  • Leverage the best data sources - internal information, public information, interview & account research
  • Stakeholder mapping / Account profiling (Hospital resource form) in Veeva or Excel document
  • Identified target accounts in Veeva or excel document 2. Define goals and Evaluate and set account planning for team
  • Define quantitative goals / objectives (hospital stroke development status, thrombolysis rates etc.)
  • Define qualitative goals / objectives (no. of value offered addressed, BI brand objectives, formulary listing, treatment guideline consideration, change in attitude towards BI / specific product, NO.
  • of visits / contacts, openness to collaborate, develop action plan)

  • Set appropriate / specific account planning aligning to Brand specific plans, Functional strategic plans - Activities : Description, BI Owner, Customer stakeholder, Timing -
  • Resources : Resources(cross functional human resources, literature, regulatory supporting documents, registry documents, etc) available -

    Commercials : Investment, Revenue projection - Offers : Values for BI / Account and Milestones

  • Evaluate and Set SMART goals in all processes per key accounts in Veeva or excel document
  • Set SMART account planning (including activities, time line, etc) 3. Pro-actively align with internal / external stakeholders and manage execution
  • Interact with cross functional team(Medical, Marketing, Sales, MAPOR, etc) to align on the account plan ownership and execution
  • Performance Management : customer focus, outcome oriented, long-term perspective, ownership, course correction - Results : Manage long term growth, profitability(discount), customer satisfaction rating -
  • Process milestones : account development status vs objective, proportion of accounts at / beyond each step, average time between stages of process -

    Activities : Quality of plans of key accounts, % milestones and key activities achieved vs plan

  • Engage external stakeholders for development of stroke policies (e.g. National Stroke associations, reimbursement listing etc.)
  • Communicate and manage the execution of the account plan with aligned ownership
  • Execute and achieve the performance measurements(ANGELS KPIs, coaching days, achievement of activities, etc) including outcomes(results),stroke development process milestones and activities
  • Analyze account plan vs actual
  • Collect feedback and reflect / update the account plan quarterly / annually
  • Input the outcome of the goals in Veeva or excel document with key stakeholders 4.Coach Stroke Care Program Specialists to develop excellent customer engagement skills and setting the proper account management aligned to BI selling model by utilizing CfE
  • Plan the coaching session by reviewing previous coaching logs, areas of improvement and areas of strengths
  • Create the coaching report by entering basic information about the session and any useful pre-coaching notes. Add behaviors based on identified developmental areas
  • Conduct the coaching session by focusing on the selected behaviors, and giving objective feedback at the end of each coaching session.
  • Complete the coaching report by including the appropriate proficiency rating for each behavior.
  • To guide and coach the SCPS to conduct each customer interaction in line with BI CEM approach
  • Coach every SCPS at least once in a month and allocate the coaching based on coaching needs
  • Focus on not more than 3 behaviors during one coaching visit
  • At the end of coaching visit conduct F2F coaching conversation in line with observations and coaching report
  • Use CEM rating scale to evaluate the proficiency for all the CEM Activity
  • Demonstrate a good customer interactions to the SCPS need based
  • Make sure SCPS has read / agreed with the coaching report 5. Data management and Reporting
  • Provides consistent, timely and complete administrative duties and responsibilitiesMaintains and updates hospital resource forms,records and tracks door to needle time and other stoke management KPIs and customers in territory / hospital
  • Prepares and provides ad hoc reports as requested by Management team / Business Unit Director
  • Quality and accuracy of reports 6. Comply with local regulations, industry and company Code of Conduct
  • Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct
  • Take necessary action on issues of compliance
  • Be a role model in compliance with local regulations, industry and company code of conduct
  • Fully understand compliance policies through reading, attending training and testing
  • Comply with all regulations regarding interactions with healthcare professionals and follow company Code of Conduct
  • Take necessary action on issues of compliance
  • Be 100% compliant with all documents and actions in COC regulations Requirements : - High ethical standards- Strong and broad understanding of pharmaceutical environment in terms of Market / Government trend-
  • Project management experience - Strong personal interaction skills- Advanced organization skills across multiple, simultaneous Key Account Management initiatives-

    Result and solution driven Our Culture : Boehringer Ingelheim is a research-driven pharmaceutical company and one of the top 20 pharmaceutical firms worldwide.

    Headquartered in Ingelheim, Germany, Boehringer Ingelheim operates globally in over 100 countries and has more than 48,000 employees.

    The focus of the family-owned company, founded in 1885, is researching, developing, manufacturing and marketing new medications of high therapeutic value for human and veterinary medicine.

    In 2016, Boehringer Ingelheim achieved net sales of about 15.9 billion euros. R&D expenditure corresponds to 19.6% of its net sales.

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