To lead and drive institutional business performance across India by enabling access to Lillyu2019s biopharmaceutical portfolio within government and large healthcare institutions. The role is accountable for institutional account strategy, reimbursement performance, people leadership, and crossu2011functional execution, ensuring sustainable growth while upholding the highest standards of compliance and ethics.
Area Institutional Business Development
- Develop and execute areau2011level institutional business plans aligned to affiliate strategy, annual targets, reimbursement priorities, and historical performance.
- Drive institution-wise and account-wise planning, including CGHS, Army, Railways, ESIC, public and private hospitals.
- Allocate targets and priorities to Institutional Territory Managers (SRs) in alignment with business objectives.
- Maintain deep understanding of institutional healthcare decisionu2011making, Reimbursement and tender mechanisms, Local and national health policy environment
- Review and guide SRsu2019 account plans, DMU mapping, and access strategies recommend course corrections where required.
- Track SPP targets vs achievement and overall sales performance for self and team.
- Ensure strict adherence to compliance guidelines across all institutional activities.
Institutional Sales Team Development
- Source, select, and onboard highu2011quality institutional sales talent.
- Ensure effective induction and early productivity of new team members within assigned territories.
- Partner with SRs to identify career aspirations, create Individual Development Plans, build longu2011term institutional capability
- Conduct regular field coaching focused on scientific and inu2011clinic effectiveness, institutional stakeholder engagement, account planning and reimbursement navigation
- Apply the Lilly Coaching Model using active listening and structured feedback.
- Monitor performance, provide timely feedback, recognize achievements, and drive engagement.
- Ensure timely vacancy closure, strong quality of hires, and retention of key talent.
Institutional Customer & Stakeholder Management
- Allocate KOL and key institutional account responsibilities across the team.
- Guide and participate in institutional scientific engagements, CMEs, and approved programs.
- Build and sustain personal relationships with key clinicians, hospital leadership, pharmacy and procurement stakeholders
- Review effectiveness of engagement activities through structured feedback and outcomes.
- Act as a crossu2011functional anchor for the team, coordinating with Marketing, Medical, Access, Supply Chain, Operations
- Foster a strong Team Lilly culture through structured teamu2011building initiatives.
4) Institutional Trade & Supply Coordination
- Oversee engagement with institutional stockists, hospital pharmacies, and CFAs to ensure uninterrupted availability.
- Validate stock and sales statements for the area.
- Monitor primary and secondary sales in line with company guidelines.
- Proactively identify supply risks and coordinate resolution with Supply Chain and Operations teams.
5) Reporting, Governance & Analytics
- Review Onu2011demand reports, 90u2011day action plans, Monthly performance trackers
- Consolidate and submit areau2011level institutional performance reports.
- Present business performance, risks, and opportunities during monthly reviews.
6) Qualifications & Experience Required:
- University degree, preferably in Science or Business (MBA preferred).
- Minimum 5u20137 years of experience in pharmaceutical sales with team leadership exposure.
- Demonstrated success in institutional / specialty / access-driven businesses preferred.
- Strong people leadership, coaching, and talent development capabilities.
- Excellent interpersonal, written, and verbal communication skills.
- Experience in launch readiness or preu2011commercialization is an advantage.
Ensure data accuracy, analytical rigor, and timely submission.
Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form () for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.
Lillyu00A0does 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.
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