REGIONAL ACCOUNT MANAGER
Sanofi - Washington, DC

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Job Description: Territory is Eastern Seaboard.

Partner with executives (CEO/COO/CMO/SVP/Director) of Accounts to create mutually beneficial business relationships

  • Lead team to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance
  • Develop a robust internal support network that influences brand strategy and executes tactics through frequent headquarter meetings and interactions. Responsible to provide insights to the ACT process in a leadership role across brand, USMA, and sales leadership
  • Collaborate transversally with Government Affairs and Policy, Field Sales, Health Outcomes Operations, Medical Affairs, Customer Development, and Brand Management personnel to secure competitive product access and formulary placement to position Sanofi-aventis as a leader in the respective disease categories
  • Strong leadership, strategic thinking, business planning, communication skills, along with the results orientation, and business savvy to manage a complex national and regional market evolution
  • Responsibility for full budget allocation and management for account team
  • Designated expert in legal/compliance issues around all aspects of customer engagement
  • Lead account management to develop, negotiate and implement innovative contracts to support brand strategies and coordinate pull-through activities to support access opportunities and challenges. Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders.
  • Demonstrate the ability to identify and initiate market shaping opportunities through evolving customer and government business models
  • Maximize business opportunities with brand management teams to develop and enhance segment strategies
  • Exceed sales expectations and develop new sales opportunities within Kaiser accounts
  • Shape value position and collaborate with Business Unit and Market Access and Business Development Senior Leadership to advance organizational knowledge of customer competitors and market evolution
  • Direct and navigate initiatives across Joint Venture and related internal companies (i.e. sanofi-pasteur, BMS, P&G etc.)
  • Account Management expert in all aspects of pharmaceutical operational processes (manufacturing/research and development/distribution/etc.)
Essential Functions of Position:
  • PERFORMANCE LEADERSHIP
  • Lead account team to attain or surpass annual business goals. Communicate timely and accurate information of company vision, strategies, operational and performance objectives to team
  • Consistently lead, coach, train, develop, appraise, promote, reward and recognize a diverse, elite team of sales professionals
  • Manage performance issues quickly and effectively
  • Ensure team operates in a cross-functional manner to meet corporate and customer needs
  • BUSINESS ANALYSIS AND PLANNING
  • Formulate, implement, and regularly assess business plan with Core Team members to achieve business objectives
  • Effectively utilize all available information to analyze and capitalize on business opportunities
  • ACCOUNT MANAGEMENT
  • Manage accounts by providing products, knowledge, and resources to secure business
  • Secure key account information and data where possible
  • Understand global managed care initiatives
  • Develop an in-depth understanding of account's key initiatives and projects
  • Develop relationships with key account personnel at various levels
  • Coordinate cross-functional projects with Kaiser account
  • ADMINISTRATIVE/OPERATIONAL/PROFESSIONAL
  • Develop and implement administrative processes that ensure the timely, prioritized completion of activities
  • Utilize available resources to efficiently and effectively achieve objectives
  • Effectively utilize all available forms of communication that generates teamwork and accountability
  • Consistently demonstrate a working knowledge of disease entities, sanofi-aventis products and competitive products to coach and develop team members to position our products appropriately
CRITICAL SKILLS/COMPETENCIES:
  • Customer Focus
  • Focuses attention on building and maintaining customer relationships to achieve success
  • Directing Others
  • Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives
  • Building Talent
  • Continually focuses on the performance and development of one's self and others to enhance the talent of the company
  • Participative Management and Driven For Results
  • Identifies shared goals, collaboratively builds ideas, influences action
  • Analytical Skills and Decision Quality
  • Synthesizes data from multiple, conflicting data sources to evaluate business opportunities and develop solutions
  • Building Effective Teams
  • Develops, motivates and guides a group to successful outcomes and the attainment of business objectives.
Requirements: Requirements:
Education:
  • Bachelors degree required, MBA or other advanced degree preferred
Experience:
  • 7-10 years pharmaceutical industry experience
  • 5 years experience in managed market environment
  • 3-5 years managerial/leadership experience required
Professional Skills:
  • Executive level negotiation skills
  • Cross functional skills (Senior level cross-functional team management, leadership, marketing)
  • Experience with financial analysis and modeling
  • Extensive relationship management, customer network, and consultative sales
  • Excellent communication, presentation skills, and computer literacy
  • Solution oriented through the application of advanced problem solving skills
  • Ability to achieve results through others without formalized line authority
  • Skilled in engaging senior leadership support when appropriate
  • Apply marketplace knowledge to create new customer opportunities and enhance brand objectives
  • Strategically works to improve organizational efficiency and ensure maximum utilization of resources
  • Demonstrated clinical and product knowledge in broad range of therapeutic areas
Language:
  • English

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