Sanofi
Job Title: Rare Blood Disorder - CABLIVI Institutional Account Director (IAD), Florida / PR
Band Level & Job Code: 3.1
Functional Area/Department: Reports to Director, Intuitional Accounts (DIA), East
Summary of Purpose/Responsibilities
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.
Account Management & Coordination
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
Experience & Skills
A minimum of eight (8) years of relevant work experience, with a minimum of five (5) years of healthcare sales/account management experience including direct market access experience or First Line Manager experience
A minimum of two (2) years of current/recent institutional account management experience in field working with population health decision makers and other access influencers optimal
Current customer relationships in the geography/institutional accounts ideal
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 insights by 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
Qualifications
B.A./ B.S. degree required; advanced degree preferred
Responsible for institutional accounts in the following states/cities: Florida/PR
Have a valid driver’s license
Preferred Qualifications:
IDN knowledge preferred
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
Travel Requirements:
- ~70-80% Travel, depending on geography
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.
Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.
The salary range for this position is US$ 122,250.00 - 163,000.00 . In addition to sales incentive (role may my eligible for long term incentive depending on level
and performance); all compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs. Additional benefits information can be found through the link, www.benefits.sanofiusallwell.com
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