Institutional Account Director

Sanofi: R&D-Driven and AI-Powered Biopharmaceutical Company; Nashville (TN); À distance; USD 146 000 - 244 000; Plein temps

Résumé du poste

Sanofi is seeking a Rare Blood Disorder CABLIVI Institutional Account Director (IAD) to lead institutional accounts across Tennessee and Kentucky with a remote work option. The role focuses on optimizing access and pull-through at high-potential hospitals and health systems, coordinating with Marketing, Sales, Patient Support Services, and Market Access.

You will develop strategic account plans, build executive relationships, and drive access strategies for CABLIVI across IDNs, while aligning

Qualifications

• B.A./B.S. degree required; advanced degree preferred.
• Valid driver’s license.
• At least 5 years of relevant work experience.
• At least 2 years of institutional account management experience.
• Consultative mindset enabling effective and creative problem solving with customers’ needs as a primary focus with experience in strategic account planning/selling.
• An outstanding communicator and presenter with strong negotiating skills and ability to understand and effectively communicate economic value health economic information.
• Shapes the system by gaining deep insights into business needs and shapes value propositions to deliver joint value.
• Aligns the system by facilitating implementation through alignment internally and externally

Responsabilités

• Have significant experience with institutional sales through a total account approach mindset, including a proven track record of success in formulary acceptance and subsequent pull-through.
• Develop in-depth knowledge of each assigned customer account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.
• Support clinical advocacy (e.g., gaining KOL endorsement) and develop/implement strategies and tactics to support access coverage on provider pathways, EMRs and/or formularies.
• Develop a keen understanding of the CABLIVI Artificial Intelligence Model with an ability to leverage the CABLIVI efficacy and safety message to support brand needs.
• Integrate understanding of customer business segmentation into product objective planning and execution.
• Develop deep understanding of product access processes at institutional accounts, Requests for Proposals, Pharmacy & Therapeutics Committee workflow internally and externally, key stakeholders, business segment relevant financial models (Budget Impact Model), and clinical evaluation models.
• Develop and deepen strategic partnerships. Account interactions to include but are not limited to ‘C-suite’, ‘D-Suite’ executives and population health decision makers at the account.
• Support pull-through of CABLIVI at targeted Integrated Delivery Networks (IDN) and support establishment of aTTP protocols as applicable.
• Work with internal trade and channel partners on distribution issues as well as the channel operations team to ensure access to product is maintained.
• Create clear messages for dissemination to cross functional matrix field teams (including but not limited to field sales, payer account team, thought leader liaisons, patient support services)
• Maintain open & transparent communication throughout the company, especially in regard to business unit and & cross business unit initiatives with similar accounts

Connaissances

Institutional sales

Strategic account planning

Healthcare sales

KOL endorsement

Cross-functional collaboration

Negotiation

Formation

B.A./B.S. degree

Advanced degree preferred

Description du poste

Rare Blood Disorder - CABLIVI Institutional Account Director (IAD)

Location: Nashville, TN, Louisville, KY

Time Type: Full time

Job Description

Job Title: Rare Blood Disorder - CABLIVI Institutional Account Director

Location: Remote (Geography: Tennessee and Kentucky)

About the Job

Sanofi is rapidly building momentum with the execution of its Rare Blood Disorders strategy, with an area of focus in acquired thrombotic thrombocytopenic purpura (aTTP) and CABLIVI (caplacizumab-yhdp). Given the need for a true focus on the total account approach and execution, the organization has decided to develop an Institutional Account Director organization to further support and accelerate our CABLIVI initiatives. The CABLIVI Institutional Account Director (IAD) acts as the designated point of contact representing Sanofi to optimize access and pull through at high potential hospitals and health system/IDN accounts.

CABLIVI IADs will be critical in serving evolving customer needs by providing a coordinated approach to achieve key goals at both the brand and above-brand level. This individual will work closely and coordinate with internal cross functional teams (e.g., Marketing, Sales, Patient Support Services, and Market Access) to provide support in the areas of regional pull through, partnership/relationship building, operational excellence, business analytics, and strategic insight/input. CABLIVI IADs will report directly to Director of IAD.

Join the team transforming care for people with immune challenges, rare diseases, cancers, and neurological conditions. In Specialty Care, you’ll help deliver breakthrough treatments that bring hope to patients with some of the highest unmet needs.

About Sanofi

We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives.

Main Responsibilities

• Have significant experience with institutional sales through a total account approach mindset, including a proven track record of success in formulary acceptance and subsequent pull-through
• Develop in-depth knowledge of each assigned customer account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs
• Support clinical advocacy (e.g., gaining KOL endorsement) and develop/implement strategies and tactics to support access coverage on provider pathways, EMRs and/or formularies
• Develop a keen understanding of the CABLIVI Artificial Intelligence Model with an ability to leverage the CABLIVI efficacy and safety message to support brand needs
• Integrate understanding of customer business segmentation into product objective planning and execution
• Develop deep understanding of product access processes at institutional accounts, Requests for Proposals, Pharmacy & Therapeutics Committee workflow internally and externally, key stakeholders, business segment relevant financial models (Budget Impact Model), and clinical evaluation models
• Develop and deepen strategic partnerships. Account interactions to include but are not limited to ‘C-suite’, ‘D-Suite’ executives and population health decision makers at the account. Partnerships to expand within the marketplace to target broader customer stakeholders that are involved in account level access
• Support pull-through of CABLIVI at targeted Integrated Delivery Networks (IDN) and support establishment of aTTP protocols as applicable
• Work with internal trade and channel partners on distribution issues as well as the channel operations team to ensure access to product is maintained
• Create clear messages for dissemination to cross functional matrix field teams (including but not limited to field sales, payer account team, thought leader liaisons, patient support services)
• Maintain open & transparent communication throughout the company, especially in regard to business unit and & cross business unit initiatives with similar accounts

About You

Basic Qualifications

• B.A./ B.S. degree required; advanced degree preferred
• Have a valid driver’s licence.
• A minimum of five (5) years of relevant work experience
• A minimum of two (2) years of institutional account management experience
• A consultative mindset enabling effective and creative problem solving with customers’ needs as a primary focus with experience in strategic account planning/selling
• An outstanding communicator and presenter with strong negotiating skills and ability to understand and effectively communicate economic value health economic information
• Shapes the system by gaining deep insights into business needs and shapes value propositions to deliver joint value
• Aligns the system by facilitating implementation through alignment internally and externally
• Gains insightsby understanding connections and beliefs across the ecosystem
• Extremely organized, dependable, and self-motivated with the ability to leverage planning tools in a fast-paced environment

Preferred Qualifications:

• IDN knowledge preferred
• Responsible for institutional accounts in the following states/cities: Tennessee and Kentucky
• Current customer relationships in the geography/institutional accounts ideal
• Minimum of five (5) years of healthcare sales/account management experience including direct market access experience or First Line Manager experience
• Hospital inpatient experience preferred
• Hematology products and physician reimbursement experience preferred
• Significant experience and understanding of the ever-changing payer environment and its impact on patient access to products infused in provider offices and health care facility settings of care.
• Must achieve and maintain compliance with all applicable Sanofi Genzyme policies and procedures and regulatory and legal requirements, and require the same of his/her team

Why choose us

• Bring the miracles of science to life alongside a supportive, future-focusedteam.
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave. Sanofi Inc. and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

#GD-SG

#LI-GZ

#LI-Remote

Pursue progress, discover extraordinary

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

Sanofi US endeavours to make our career center accessible to any and all users. If you are experiencing difficulty and need assistance applying online, please call 1-866-SANOFI2 (1-866-726-6342) or click here

US and Puerto Rico Residents Only

Sanofi Inc. and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

North America Applicants Only

The salary range for this position is:

$146.250,00 - $243.750,00

All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.