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

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

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. 

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:

• 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 SAMs at minimum of once a month with goal of being in field 80% of the time, especially at launch.

  • Complete Field Coaching reports per company expectations and with intend 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 including MDs, DOs, NPs, PAs, nurses, clinical pharmacists and other office / administrative staff. 

  • 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, which may include the coordination of internal stakeholders to call upon large group practices, IDNs, and other key targets, if applicable.

  • Monitor assigned territory for new accounts / KOLs who should be added to target list based on their market potential and influence. 

  • 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, including Senior and Executive Leadership.

• Business Planning:

  • Create and update territory level and assist in account and KOL level next best action plans to achieve business goals, meet and exceed sales goals and to address customer needs.

  • Implement territory level business plans through leveraging all appropriate resources, both physical and human including home office leadership.

  • 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 and in a complaint manner.

  • 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 to create and expand product understanding and appropriate patient identification.

  • 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 such as marketing driven patient education events and regional or national MS conferences and congresses.

  • 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, industry regulations, and legal requirements, particularly around healthcare and pharmaceutical marketing practices.

• 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 to key accounts, KOLs and stakeholders.

  • Develop deep understanding of product access processes at Key Accounts, including internal and external workflows and key stakeholders.

  • Collaborate with market access team to solve KOL issues or concerns regarding patient access. 

• Territory Analysis:

  • Monitor and analyze KPIs and sales performance daily using company provided tools.

  • 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 per account / KOL. 

  • Create and present territory, account and KOL level data analysis to field leadership, marketing and home office leadership, as directed. 

  • Deeply understand IC plan and how to meet and achieve sales objectives. 

• Insight Generation:

  • Ensure SAMs generate and capture KOL insights into system of record related to disease state, products, company and competitive landscape. 

  • Present key market insights and KOL feedback to field leadership, marketing and home office leadership to help inform marketing strategies and brand planning. 

  • 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, especially with overlapping field reimbursement managers, medical science liaison managers and market access colleagues in assigned territory to ensure optimal account success and to address customer and patient needs. 

  • Collaborate with the marketing team to provide feedback on and develop client-facing materials, as directed. 

About You

Key Qualifications:

• Bachelor’s degree required.

• Multiple (5+ years likely required, 10+ years preferred) years of experience in pharmaceutical sales, pharmaceutical account management and / or pharmaceutical marketing.

• 2+ years of experience as a pharmaceutical District Sales Manager, Though Leader Liaison, Key Account Manager, Strategic Account Manager and / or Home Office HCP Marketer.

• Proven track record of driving revenue growth and / or achieving sales targets in the pharmaceutical industry.

• Proven success in managing or helping manage strategic accounts.

• Experience working in the MS market

• Experience working with cross-functional teams and managing complex client relationships.

• Valid driver’s license and willingness to travel (~70-80% of travel given field-based role).

• Ideal candidate will live within assigned geography and preference will be given to candidates who meet this criteria.

Preferred Qualifications:

• Bachelor’s degree in life sciences.

• MBA or advanced degree.

• Track record of selecting and leading talent-dense, high performing teams and developing talent.  

• Existing relationships with MS Key Opinion Leaders (KOLs) highly desired.

Personal Attributes:

• Strong leadership and team management capabilities.

• Excellent communication and presentation skills.

• A solution-oriented mindset enabling effective and creative problem solving with customers’ needs as a primary focus.

• Results-driven with strong business acumen.

• Highly organized with strong account management skills.

• Ability to think strategically and execute tactically.

• Excellent interpersonal skills and the ability to influence and lead in a cross-functional environment.

• Ability to develop and execute strategic plans that align with client objectives and company goals.

• Strong organizational skills with the ability to manage multiple priorities effectively.

• Ability to allocate resources in accordance with business opportunities.

• Utilize effective, professional communications to cultivate strong working relationships with both internal and external colleagues and displays flexibility in approach to people and situation.

• Extremely organized, dependable, and self-motivated with the ability to work in a fast-paced environment.

• Results oriented with a proven track record of success with product launches.

• Proficiency in CRM software and Microsoft Office Suite (Excel, PowerPoint, Word).

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, 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.

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

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 $201,000.00 - $268,000.00 USD Annually. 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

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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