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Boston, MA - Senior Care Representative
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Syneos Health | Boston, MA
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Job Description


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 39,000 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.


The Senior Care Account Specialist will be responsible for all aspects of developing, managing, selling and growing the portfolio of products in their territory. The specialist will be expected to manage a mix of prescribers, nurses, pharmacists and nursing home facility decision makers. The specialty representative will build relationships with these key customers to increase Lilly's ability to drive adoption of our new and existing therapies in the Long Term Care setting. This would include partnering with Managed Healthcare Services (MHS)*, Senior Care Account Executives (AE) in order to develop local and regional Skilled Nursing Facility (SNF)chains, and Lilly alliance partners to create / implement pull through plans that align the entire Long Term Care (LTC) treatment team (Prescriber, Nurse staff, Pharmacist).
  • Drive sales growth of the product portfolio. The approach to the customer is a classic business to business model with the SNF account decision makers, complemented by product/disease state approach to the consultant pharmacist, nurse, and MD/NP/PA
  • Consistently achieve or exceed quarter-over-quarter sales and market share growth with portfolio in the territory
  • Professional/industry knowledge in multiple disease states represented in Lilly Diabetes and Endocrine portfolios including: knowledge of all aspects of the diabetes disease state, diagnostics, incidence, treatments, competitive products, and reimbursement. In addition, an in depth knowledge of LTC regulations, resident flow, and resident care parameters is important. Additionally, knowledge in payer dynamics, Part A/Part D access, and LTC profitability parameters will allow the specialist to bring value to individual customers and facilities in this healthcare segment

  • Effective account management skill to develop a proper account/MD target list, evaluate and set an appropriate territory workload, and achieve key productivity parameters
  • Create exceptional customer experiences by engaging in active dialogue to understand the customer's needs and delivering appropriate resources and relevant information to influence appropriate use of product portfolio
  • Effectively utilize account selling skills to achieve goals through building relationships and meeting needs with all members of the LTC resident's care team (Pharmacist, MD/NP/PA, LPN/RN)
  • Effectively utilize our LTC expertise to conduct analysis on account/MD potentials, market trends/dynamics, and develop/implement territory business plans
  • Partner with the facility provider to provide resources and meet both their clinical, and reimbursement needs to enhance their ability to deliver quality resident care and grow the profitability of their business
  • Partner with consultant and staff pharmacists to provide clinical resources, both disease state and product related, to enhance the ability of this customer to service the LTC facility, nursing staff, and direct improved treatment of residents with diabetes
  • Partner with dedicated LTC physicians/NP/PA to provide resources and meet their needs for disease-state information, diagnostic/patient identification resources, and product-specific needs. Assist the physician on an as needed basis with drug initiation information, device training, reimbursement, and follow-up where applicable
  • Ensure product availability by coordinating and working with the Senior Care AEs to ensure contracts and pull through plans are aligned to enhance the caregiver and the resident's access to our medicines (national, regional and local level)
  • Develop partnerships with targeted SNF chain accounts to address the customer's business, clinical, and educational needs throughout their organization's footprint
  • Identify and develop business relationships with influential LTC focused individuals and organizations within the territory. These organizations include, but are not limited to: AHCA, AMDA, ASCP, GAPNA and NADONA state chapters
  • Focus on developing or building key resource and referral networks to enhance the standard of care for LTC residents with diabetes and within the territory
  • Implement a synergistic team approach with the overlapping Lilly Diabetes alliance, sales teams and Senior Care AEs to create/implement customer focused pull through plans and resources that improve resident care and create customer value

  • Bachelor's degree PLUS, any of the following:

  • MBA
  • Pharmacist
  • Nurse
  • Master's degree
  • 3 or more years of sales experience (pharmaceutical or non-pharmaceutical) since undergraduate degree was obtained
  • 5 or more years of work experience since undergraduate degree was obtained
  • Professional Certification or License if required by a specific state
  • Completion of the internal Pre-Employment screen (not required for current employees)
  • Valid driver's license and acceptable driving record
  • Qualified candidates must be legally authorized to be employed in the United States. Lilly does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this employment position

Additional Information
  • Some evening programs and overnight travel will be required.

  • Ability to provide secure and temperature controlled location for product samples may be required.

Lilly is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status

Additional Skills/Preferences:
  • Demonstrated leadership and teamwork with peers; Ability to influence teammates to build a strong performance-centered culture

  • Top 1/3 portfolio sales results, 1 out of last 3 years
  • Account Based Selling experience
  • MHS sales experience
  • Excellent interpersonal/coordination/communication skills ability to coordinate with partners and build teams
  • Ability to build and maintain lasting relationships with key accounts and caregivers
  • Demonstrated ability to learn, apply and communicate technical/scientific knowledge
  • Demonstrated business acumen and business ownership mentality
  • Demonstrated project management, problem solving and analytical skills
  • Demonstrated influence and negotiation skills
  • Innovation, creativity, and a self-starter
  • Live within territory or within 30 miles of territory boundaries

How to Apply:

Copy and paste the bit.ly link below into your web browser and you will be re-directed to the Lilly job application website.


Once you apply, you will be asked to complete an on-line assessment. This will take approximately 45 minutes, however, please take the time to carefully read the instructions and questions, as completion is required in order to move forward in the process.

If you are not prompted to take the assessment after you apply for the job, please contact: Christopher.Gallogly@inventivhealth.com

Syneos Health is an affirmative action/equal opportunity employer (Minorities/Females/Vet/Disabled)
Position Type/Category Sales-Field
Minimum Education Level Bachelor's Degree
Employment Type Client Direct Hire

About Syneos Health

Why Syneos Health? Join a game-changing global company that is reinventing the way therapies are developed and commercialized. Created through the merger of two industry leading companies - INC Research and inVentiv Health - we bring together more than 21,000 clinical and commercial minds to create better, smarter, faster ways to get biopharmaceutical therapies to patients. Teaming with some of the most talented professionals in the industry, you'll gain exposure and work in a dynamic environment where you'll be supported with comprehensive resources including emerging technologies, data, science and knowledge sharing. Grow your career with a global company committed to shortening the distance from lab to life.