Director of Strategic Account Managers – Neurology, Multiple Sclerosis - Ohio Valley

Sanofi; New Jersey; Remote; USD 90,000 - 150,000; Full time

Job summary

An innovative firm is seeking a Director of Strategic Account Managers to join its Neurology team, focusing on Multiple Sclerosis. This pivotal role involves leading a dedicated team, fostering key relationships with accounts and opinion leaders, and driving business growth through strategic initiatives. The ideal candidate will possess extensive experience in pharmaceutical sales, strong leadership skills, and a passion for making a difference in patient care. This is a unique opportunity to contribute to a legacy of innovation while working in a supportive and dynamic environment that values collaboration and results. If you are ready to take your career to the next level, this role is for you.

Benefits

Company Car

Health and Wellbeing Benefits

Career Growth Opportunities

Supportive Team Environment

Qualifications

• 5+ years in pharmaceutical sales or account management.
• Strong leadership and team management capabilities required.

Responsibilities

• Lead and develop a team of Strategic Account Managers.
• Manage relationships with Key Accounts and KOLs in the MS market.

Skills

Pharmaceutical Sales

Account Management

Leadership

Communication Skills

Strategic Planning

Education

Bachelor's Degree

MBA or Advanced Degree

Job description

Job title: Director of Strategic Account Managers – Neurology, Multiple Sclerosis - Ohio Valley

Location: Remote USA, Territory: MI, IN, OH, KY, WV, VA

About the Job

Sanofi Neurology has a long history of launching innovative products into the Multiple Sclerosis space and aims to add to their legacy of addressing unmet patient needs with the introduction of new MS therapies. This position will be a key part of the commercial leadership team that launches Sanofi’s next product into the market and offers a dynamic, exciting opportunity to deliver differentiated value to the MS community. The Sanofi Neurology team also has a long history of leading with culture and creating a family, supportive environment while also achieving results.

The Director of Strategic Account Managers (DSAM) is responsible for hiring, training, coaching, and leading a team of Strategic Account Managers (SAMs), who are responsible for developing and maintaining relationships with Key Accounts and Key Opinion Leaders (KOLs) in the Multiple Sclerosis marketplace. This role requires a balance of strategic leadership, account management, sales expertise, and in-depth pharmaceutical industry knowledge to drive business growth through key partnerships. The DSAM will help ensure overall customer satisfaction with Sanofi and Sanofi’s products and services while also helping to identify opportunities for collaboration. The individual will work closely with internal stakeholders, including home office leadership, marketing and other field leadership to align the company’s offerings with client needs. The DSAM is accountable for achieving annual sales objectives for their defined territory and will train and coach their team of SAMs on their ability to present clinical and promotional messages, help identify appropriate patients and execute strategic sales initiatives. Responsibilities also include development and implementation of effective territory planning, customer insight generation, advocate development and leveraging Sanofi resources effectively. DSAMs are expected to be fully and personally engaged with key assigned targets in territory. The DSAM will demonstrate initiative, drive, independence and take ownership for meeting and exceeding individual business and sales goals. This will be accomplished by driving performance and delivering results in a compliant manner with a high degree of integrity, strictly following all Sanofi US policies and in compliance with all policies and procedures governing the promotion of pharmaceutical/biological products in the US.

Main Responsibilities:

• Team Management:

  • Recruit, hire and retain a SAM team in assigned geography.
  • Maintain headcount and limit regrettable attrition over time.
  • Coach, support and develop SAMs to ensure they meet or exceed their sales targets and manage client relationships effectively.
  • Be in field with each SAM at a minimum of once a month with the goal of being in the field 80% of the time, especially at launch.
  • Complete Field Coaching reports per company expectations with the intent of improving short- and long-term SAM performance.

• Account Management:

  • Develop and manage strong working relationships with identified Key Accounts, Key Opinion Leaders (KOLs) and other account stakeholders.
  • Develop a deep understanding of Key Accounts including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.
  • Predict how market trends and a changing competitive landscape could impact accounts and the utilization of our products.
  • Identify business opportunities within respective geographic area.
  • Monitor assigned territory for new accounts/KOLs who should be added to target list.
  • Play an active role in problem-solving at the account and KOL levels and act as the liaison between the account/KOL and home office stakeholders.

• Business Planning:

  • Create and update territory level and assist in account and KOL level next best action plans.
  • Implement territory level business plans through leveraging all appropriate resources.
  • Track completion of SAM planned activities and evaluate success at the territory, account and KOL levels.
  • Ensure strategic promotional programming approach is taken across assigned geography.
  • Plan executive encounters at national conferences, in field and at other venues as directed.
  • Manage travel and expense and promotional events budgets.
  • Maintain an updated territory level target list.

• Product Education and Demand Generation:

  • Assist in providing primary, on-label, commercial product and services education to targeted HCPs.
  • Demonstrate deep marketplace, disease state and product expertise during external communications and presentations.
  • Consistently deliver on product goals.
  • Ensure SAM team utilizes effective, needs-based selling techniques and marketing strategies.
  • Help identify, track and overcome customer’s barrier(s) to use.
  • Help conduct presentations to institutional based physicians in large academic centers and hospitals or large group practices/groups, as appropriate.
  • Participate in and help lead initiatives to support sales success.
  • Help identify and develop product advocates and compliantly leverage their advocacy in territory.
  • Identify new business opportunities, as directed.
  • Ensure that all activities comply with company policies and industry regulations.

• Pull-Through:

  • Compliantly assist with patient pull-through in collaboration with field reimbursement, market access and HUB colleagues.
  • Know and communicate payer environment and its impact on patient access.
  • Develop deep understanding of product access processes at Key Accounts.
  • Collaborate with market access team to solve KOL issues or concerns regarding patient access.

• Territory Analysis:

  • Monitor and analyze KPIs and sales performance daily.
  • Implement corrective actions if KPI or sales targets are not being met.
  • Ensure SAMs utilize and act upon any AI generated next best action suggestions.
  • Create and present territory, account and KOL level data analysis to field leadership, marketing and home office leadership.
  • Deeply understand IC plan and how to meet sales objectives.

• Insight Generation:

  • Ensure SAMs generate and capture KOL insights into system of record.
  • Present key market insights and KOL feedback to field leadership, marketing and home office leadership.
  • Identify KOL advocates and work compliantly with marketing to leverage their advocacy.

• Collaboration and Cross-Functional Work:

  • Communicate and coordinate with other field-based leadership and home office-based Neurology cross-functional team members.
  • Collaborate with the marketing team to provide feedback on and develop client-facing materials.

About You

Key Qualifications:

• Bachelor’s degree required.
• 5+ years of experience in pharmaceutical sales, account management and/or marketing.
• 2+ years of experience as a District Sales Manager, Key Account Manager, Strategic Account Manager, or similar role.
• Proven track record of driving revenue growth and achieving sales targets in the pharmaceutical industry.
• Experience working in the MS market.
• Valid driver’s license and willingness to travel (~70-80% of travel given field-based role).

Preferred Qualifications:

• Bachelor’s degree in life sciences.
• MBA or advanced degree.
• Existing relationships with MS Key Opinion Leaders (KOLs) highly desired.

Personal Attributes:

• Strong leadership and team management capabilities.
• Excellent communication and presentation skills.
• Results-driven with strong business acumen.
• Excellent interpersonal skills and the ability to influence and lead in a cross-functional environment.

Expected Travel:

80% (in territory or via attending internal meetings and scientific congresses)

Why Choose Us?

• Bring the miracles of science to life alongside a supportive, future-focused team.
• Discover endless opportunities to grow your talent and drive your career.
• Enjoy a thoughtful, well-crafted rewards package.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits.

This position is eligible for a company car through the Company’s FLEET program.

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce.