Territory Manager - Institutional Sales in Pharmaceuticals

Territory Manager

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 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.

Job Purpose:

To drive sustainable business growth in reimbursement-driven accounts by enabling access to Lilly’s biopharmaceutical portfolio across government and large healthcare institutions. The role focuses on account-level planning, reimbursement navigation, scientific engagement, and cross‑functional collaboration to ensure smooth procurement, and appropriate utilization of Lilly products-while strictly adhering to Lilly’s compliance and ethical standards.

The incumbent will be responsible for balancing scientific value communication with reimbursement processes to achieve individual and institutional sales objectives.

Key Responsibilities:

Institutional Account & Territory Planning:

• Develop and execute a detailed institutional account plan covering government hospitals and large healthcare institutions, aligned with portfolio priorities.
• Map key decision makers (KDMs) including clinicians, pharmacists, procurement.
• Collaborate with market access team to identify gaps & formulary opportunities and reimbursement levers; update plans based on market intelligence and account performance.
• Track institutional sales performance, reimbursement uptake, and account‑level progress; review trends and recalibrate strategy periodically.

Product Promotion and Education:

• Deliver high‑quality scientific discussions with institutional clinicians and key stakeholders on disease management and Lilly therapies.
• Communicate product value propositions aligned to clinical pathways, treatment protocols, and institutional guidelines.
• Support formulary reviews, protocol discussions, and institutional evaluations by providing accurate, compliant, and up‑to‑date scientific information.
• Stay current with clinical data, national treatment guidelines, and reimbursement-related policy updates relevant to the assigned therapeutic area.

Conducting Customer Calls:

• Meet the required number of customers as per SPP targets and call plan. Meet as per SPP target and plan to gather information about product trends and competitor insights from key accounts.
• Meet compliance requirements on calls; Conduct effective pre-call planning by setting objectives tailored to customer segment, needs, attitudes, motivations, environment, and business priorities, then prepare potential solutions; Conduct post-call analysis and record next call objective in approved CRM tool.
• Use relevant sales materials to address customer questions, objections, and concerns.
• Promote company products to customers as per the Patient Focused Selling Principles and by using aids provided by Marketing.
• Strengthen relationships with all stakeholders. Achieving the assigned sales targets.

Customer Paramedic Staff and Retailer Engagement:

• Finalize doctors engagement plan for a quarter and conduct programs as per plan and steer all related logistics and coordination.
• Plan, develop, and implement effective communication (e.g. presentations) in a variety of settings.
• Identify speakers and audience for conducting programs, work with various departments to ensure timely documentation and certification of the speaker.
• Invite doctors for Marketing led programs, conduct Hospital Pharmacy Awareness Programs, conduct Nurses awareness programs to upgrade the knowledge of paramedic staff and conduct programs as per compliance guidelines.

Stockist Management:

• Work closely with institutional stockists, hospital pharmacies, and CFAs to ensure uninterrupted product availability.
• Engage with stockists regularly to strengthen relationship, gather information to analyze sales trends every week and conduct physical stock verification at the Stockist.
• Track primary and secondary sales in line with company norms; monitor stock levels and support demand planning; maintain a balance b/w first line and second line sales as per the company guidelines.
• Coordinate order placement, fulfilment, and issue resolution across institutions and distribution partners.
• Participate in ensuring availability at various retailers like placing and collecting orders.
• Coordinate b/w Stockiest and CFA for monthly closing.

Sales and SPP Reporting:

• Timely reporting of all the doctor and retailer calls.
• Report details of programs conducted, and any medical services request received from doctors through on-demand.
• Present sales trends in monthly reviews.

Compliance:

• Conduct all activities in full alignment with Lilly’s compliance framework, ethical standards, and local regulations.
• Respect patient privacy, institutional policies, and external healthcare governance norms at all times.

Core Capabilities/Skills:

• Knowledge of therapeutic area and product segment.
• Willingness to travel within the assigned territory as required.
• Detail-oriented with strong analytical and problem-solving skills
• Strong interpersonal, collaboration and partnering skills
• Outstanding learning agility and proactiveness.
• Good understanding of compliance and ethical standards within the pharmaceutical industry.
• Proficient with written and spoken English.
• Uphold Lilly values (Integrity, Excellence, Respect for People).
• Demonstrable drive and enthusiasm.
• Excellent verbal, written and presentational skills.
• Ability to prioritise work to achieve desired outcomes.
• Well organised, numerate – uses analysis to guide actions & IT literate – Excel, Word, Office, Copilot
• Accepts challenges and change readily and positively. 
• Excellent customer liaison skills.
• Sense of urgency, enthusiasm, drive and a desire “to make a difference”
• Strong understanding of institutional healthcare environments, reimbursement flows, and government accounts.
• Strategic account management and stakeholder navigation skills.

Qualifications & Experience Required:

• Bachelor's degree in life sciences, pharmacy, or a related field. Advanced degree (MBA or equivalent) is preferred.
• Preferably, 3–5 years of experience in Institutional Sales with demonstrated success in managing large institutional accounts and driving sustainable revenue growth.
• Proven track record of achieving sales targets and driving business growth. (MNC experience preferred).
• Prior on-field experience preferred.

                                                                                                                                       

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 (https://careers.lilly.com/us/en/workplace-accommodation) 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.

Lilly 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.

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Experience Level

Mid Level