National Account Director - Vaccines

Company: Sanofi Group
Location: Oklahoma City
Posted on: May 27, 2023

Job Description:

The Director, National Accounts develops and manages strategic partnerships, high quality B2B relationships, and contractual agreements with Sanofi Pasteur's high-value customers. Assigned customers and partnerships developed have regional/national scope, significant market impact (both direct and indirect influence) and establish market access (supply and contract/pricing nationally) to Sanofi Vaccines products creating a platform to maximize vaccine sales within all customer segments.
This position is a REMOTE role.
This position is responsible for achieving/exceeding sales and marketing objectives across the high dollar value/dose volume customers with strategic value (Wholesalers, Distributors, National Health Systems, Group Purchasing Organizations, National Physician Buying Groups, Pharmacy Purchasing Networks, Long-Term Care, and Payers). Directors, National Accounts are expected to acquire and maintain expertise in brand/segment strategy and tactics, product knowledge, contracting and pricing platforms, membership management process and data transactions (EDI; Integrichain). Proactive utilization of business analytics, customer knowledge and observations to lead and support solution development to market strategy/tactics, sales plans and field sales direction is essential to the success of this role.
Director, National Accounts are the primary lead for those customers designated such as Wholesalers, Distributors, National Health Systems, GPOs, PBGs, and PPNs. This role will include, but is not limited to, strategy development consistent with channel and brand marketing objectives, gaining and maintaining high value C-Suite relationships, contract development and negotiation, establishing team selling model and implementation with other DNAMs, KAM's, Hospital Representatives, and VS's and maintaining connection with preferred group purchasing organizations (GPO, PPN, PBG) and indirect channel partners (Wholesalers/Distributors) employed by the National Health System.
This position requires routine engagement with senior leadership from Sanofi Vaccines and assigned customers, high-level coordination with Sanofi Vaccines headquarters, field sales management, and external partners. A deep understanding of the operational and revenue models for Sanofi Vaccines and customers, and ability to negotiate high-level B2B strategies, contracts, and transactions.
Director, National Accounts will contribute to and lead special projects based on their market knowledge, market access, key customer responsibility, experience, and skill sets.
Sales/Marketing Objective and Corporate Performance

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  Achieve Sales and Marketing Objectives in support of meeting/exceeding Sanofi Vaccine's Financial/Revenue targets and Operational objectives within assigned customers across multiple segments (e.g. Distributors, National Health Systems, Group Purchasing Organizations, National Physician Buying Groups, Pharmacy Purchasing Networks, Long-Term Care customers, and Payers).
  
  
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  Achieve key performance indicators (KPIs) for assigned customer segments.
  
  
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  Effectively develop and manage strategic partnerships, high quality B2B relationships, and execute contractual agreements with Sanofi Vaccine's high-value customers.
  
  
  Leadership & Development
  
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    Contribute to special projects, as assigned, to drive operational performance and/or process improvements and maximize business opportunities.
    
    
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    Support the education of internal key stakeholders on the complex customer segments of National Accounts (e.g. Distributors, Pharmacy Purchasing Networks) to help strengthen the understanding of the segments; support the achievement of corporate objectives.
    
    
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    Assist National Accounts Leadership in the development of National Accounts Sales and Marketing strategies/tactics, Field Sales training and development, and Business Case Development in support of critical business initiatives.
    
    
    Strategic Partnerships and Customer Strategy
    
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      Effectively engage, navigate, and influence complex customers through the identification of interdependencies across multiple functions and departments, including relationships/affiliations with external partners.
      
      
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      Understand, document, and continuously evaluate the decision-making process (internal influence model) for large organized customers and key contacts within assigned segments and account targets.
      
      
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      Understand, document, and continuously evaluate external market influencers and trends within assigned geography (e.g. state immunization policy, Health System M&A, legislation, payers, key opinion leaders, professional organizations, channel partners, group purchasing organizations and other large influential stakeholders).
      
      
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      Apply customer knowledge and market insights to Sanofi Vaccine's selling model.
      
      
      Business Analytics & Customer Segment Strategy
      
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        Apply advanced market knowledge to contract development process across all key segments (e.g. Distributor PTPA, PBG, PPN, GPO, HS) which includes operationalizing a contract, implementation, and measurement.
        
        
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        Develop thorough understanding of the complex business operations of a Distributor to assist in the assessment, development, and implementation of business processes, technology solutions, business rules, and reports to support Sanofi customers and share these learnings with key internal stakeholders.
        
        
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        Effectively support and provide expert guidance to the Membership Management process for all contract types which will often require fulfillment through a Distributor.
        
        
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        Effectively utilize internal/external customer and market data sources (e.g. DDD, direct/indirect sales, contract performance, CDC utilization data, Integrichain, EDI) to identify quantitative trends and create insights to drive sales.
        
        
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        Develop and maintain business continuity plans that are aligned with SP brand, segment and customer goals and support an effective transition during customer alignment changes. Create efficient and effective plans to consistently meet customer engagement metrics (e.g. calls & contacts per day, reach & frequency)
        
        
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        Execute sales operational duties to support selling process (e.g. contract performance management, membership management, recording call activity).
        
        
        Communication & Collaboration
        
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          Lead/support collaborative selling model through proactive communication, action plan oversight, clarity of direction, account targeting initiatives/selection and sharing of customer and market insights to inform field sales and members of Commercial Operations.
          
          
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          Collaborate effectively with peers, stakeholders, and business partners across the organization to positively impact business results (e.g., VaxServe, brand and customer marketing, market access).
          
          
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          Proactive and routine communication of customer and market observations (written/verbal) in line with all corporate guidelines.
          
          
          Compliance and Safety
          
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            Maintain all compliance standards and complete all compliance trainings.
            
            
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            Strictly follow corporate safety policies to minimize potential for workplace injuries
            
            
            Role Criteria :
            
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              Field-based
              
              
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              Travel requirements: 70%
              
              
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              Geographic requirement: Assigned customers within national scope
              
              
              Education / Required Experience:
              
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                BS/BA required, MBA preferred.
                
                
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                Minimum of 8 years of diverse experience calling on Health Systems with broad, multi-state presence with ownership of the D and C-suite relationships in Medical, Quality, Pharmacy, and Procurement departments.
                
                
                Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.
                Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse 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-SP
                #LI-SP
                At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

Keywords: Sanofi Group, Oklahoma City , National Account Director - Vaccines, Executive , Oklahoma City, Oklahoma