Regional Account Operations Manager, West

Job Title: Regional Account Operations Manager, West

Location: Remote

About the Job

This position reports to the Regional Accounts Leader and is responsible for in-line and future products across Sanofi. This individual will work closely with V&A and the Account Team to provide support in the areas of regional pull through, operational excellence, business analytics, and strategic insight/input.  Through strong partnership with V&A Marketing, Account Teams and Sales, this individual will be focused on supporting pull-through/Access Execution within assigned geographical areas and will be responsible for a targeted number of IDN/Large Medical Group Accounts. Specifically, this individual will assess opportunities, triage and train resources, and help deploy strategies and tactics to leverage market access opportunities and minimize access barriers. 

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing Progress to make a real impact on millions of patients around the world.

Main Responsibilities:

The overall objectives of the Operations role is to:

• Partner to leverage strategies to ensure the profitable pull through of payer contracts;Ensure operational and business planning excellence within the matrix team;

• Engage targeted IDN/Large Medical Groups to evaluate and influence the promotion of the placement and/or the utilization of our brands in alignment with brand strategy.

Access Execution:

• In collaboration with RAD and Matrix Team develop Quarterly GOST plans on key access opportunities and challenges.

• Develop matrix by region/area to educate sales teams on opportunities/trouble spots for internal education based on software tools, e.g. PTO, AIM, Compass

• Educate zones, regions and individual territories to ensure a solid understanding of payer coverage and geographic specific pull through strategies

• Ensure that ABMs and targeted providers understand the reimbursement landscape and how to overcome perceived obstacles to brand coverage, as well as to minimize prescribing in specific situations that will result in a denial to brands

• Collaborate with Advocacy team to support key providers and patient support groups where efforts could positively impact payer decisions and/or the reversal of negative positioning

• Ensure that field sales has updated payer tools such as PA forms and published product policies

• Provide education and training as it specifically relates to the Sanofi business and marketplace

• Support Payer and Channel Marketing messaging to ensure field understands strategies and maximizes pull through tools

• Engages and Manages relationship with targeted IDN and Medical Groups

Strategic Business Planning Excellence:

• Ensure that payer reported data is consistent with information from pull-through software and formulary data resources

• Liaison between V&A, Regional Account and sales teams to ensure that communication is timely, translatable and is supported by a clear message to providers as appropriate by zone/region

• Develop relevant concise metrics and reporting on market access KPI’s for sales and account team

• Support regional business planning and analytic needs of Account and V&A Teams

• Analyze and report on metrics and KPIs to support payer strategic account planning, business objectives, opportunity assessment and progress measurement

• Training of Account team on use of all data and business planning platforms.

Strategic Insight and Input

• Serve as a link for V&A training efforts on relevant clinical and business-related topics

  Tracks issues and coverage questions to V&A to ensure follow-up is complete and/or issue resolved when providers have questions or access if different that reported in pull-through software

  Support V&A to develop specific payer focused strategies and messages to minimize provider frustration and focus efforts where the greatest opportunities exist for patient access

  Identify customer market trends, provide insights and opportunities to account leadership/team, brand, business intelligence, Value and Access, etc.

Account Management: (IDN/Medical Group)

• Develop and implement strategies and tactics to support placement, promotion of branded products

• Develop and implement strategies and tactics that build influence of the promotion and/or proper utilization of our brands across clinical pathways within the system.

• Maintain responsibility for positive business outcomes within assigned accounts

• Create clear messages for dissemination to sales on important payer trends, reimbursement changes, and billing requirements that will affect product utilization

• Represent the Market Access organization, with professionalism and integrity, at national payer organizations meetings and internally with various departmental and leadership teams

• Maintain accurate account information in customer database

  Work with the various product call centers, case managers, pathways to assure accurate coverage determinations and resolve customer issues.

About You

Required Qualifications

• Bachelor's degree required; Master’s/advanced degree preferred

• Minimum 5 years field-based pharmaceutical/biotech Sales and/or Marketing experience with at least 3 years of direct market access and/or account management experience

• Excellent cross-functional collaboration skills required, including the ability to work in a matrix organization with multiple stakeholders

Preferred Qualifications

• Individual must possess the ability to build consensus in a matrix environment with multiple functional groups supporting the brand team 

• Experience in product launch and post launch pull-through    

• Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding and patient access to drugs, biologicals, medical devices 

• Experience in Specialty Pharmacy and patient support service 

• Therapeutic experience in Multiple Sclerosis, Diabetes, Oncology and/or Immunology biologics

• Exceptional communication skills that include verbal, written and presentation abilities    

• Demonstrated problem-solving capabilities   

• Outstanding interpersonal skills, including building strong working relationships, and managing and resolving conflict   

• Proven ability to manage projects from strategy/concept development through to execution and ongoing measurement/monitoring is required 

• Demonstrates initiative, teamwork and accountability   

• Strong organizational skills and ability to adapt to change and react constructively in a high-energy and fast paced environment 

• Experience managing external vendors/partners

Role Criteria

• Field-based

• Requires greater than 50% travel

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, 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 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

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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.