Strategic Account Manager - Portland

Job Title: Strategic Account Manager - Portland

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 team that launches Sanofi’s next MS therapy 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 Strategic Account Manager (SAM) is 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.  This role focuses on ensuring overall customer satisfaction with Sanofi and Sanofi’s products and services while also identifying opportunities for collaboration.  The individual will work closely with internal stakeholders, including home office leadership, marketing, field reimbursement, market access and medical teams to align the company’s offerings with client needs.  The SAM is accountable for achieving annual sales objectives for their defined territory by presenting clinical education and promotional messages, assisting with appropriate patient identification and by executing strategic sales initiatives. Responsibilities also include development and implementation of effective territory planning, customer insight generation, advocate development and effective resource deployment.  The SAM will demonstrate initiative, drive, independence and take ownership for meeting and exceeding individual business 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:

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. 

• Serve as the primary point of contact for assigned accounts and KOLs, ensuring timely responses to inquiries and coordinating the resolution of any customer issues or concerns. 

• Develop a deep understanding of each identified key account 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. 

• Act as a liaison between KOLs and home office cross-functional teams.

Business Planning:

• Create, execute and adjust account and KOL specific next best action plans to achieve business goals and to address customer needs.

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

• Identify and leverage account and KOL influence networks.

• Track completion of planned activities and evaluate success at the KOL, account and territory levels. 

• 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:

• Provide primary, on-label, commercial product and services education to targeted HCPs.

• Demonstrate deep marketplace, disease state and product expertise during external communications and presentations.

• Engage MS customers within assigned geographical territory and deliver clinically focused and patient centric messages to grow brand adoption, share and revenue.

• Consistently deliver on product goals.

• Utilize effective, needs based selling techniques and marketing strategies to create and expand product understanding and to drive appropriate patient identification.

• Identify, track and overcome customer’s barrier(s) to use.

• 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.

• Plan, organize, and sponsor local promotional speaker programs and activities.

• 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 sales performance using company provided tools and KPIs.

• 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:

• 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 and home office-based Neurology cross functional team members, especially with overlapping field reimbursement managers, medical science liaisons 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

Basic Qualifications:

• Bachelor’s degree required.

• Minimum of 3 years of experience in pharmaceutical sales or pharmaceutical account management (5+ years of experience preferred).

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

• 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 in assigned territory and preference will be given to candidates who meet this criteria, all other factors being equal.  Prior experience working in assigned territory will also be considered.  

Preferred Qualifications:

• Bachelor’s degree in life sciences.

• MBA or advanced degree.

• Experience working in MS market either as a field-based Sales Associate, Key Account Manager, Strategic Account Manager, Thought Leader Liaison, Sales Manager and / or home office-based Marketer. 

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

• Experience launching products in the pharmaceutical industry and preferably in the MS market.

• Experience as a Thought Leader Liaison, Key Account Manager or Strategic Account Manager.

Personal Attributes:

• 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 simultaneously.

• 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.

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.