Strategic Accounts Director- Vaccines, Great Lakes

Job title: Strategic Accounts Director- Vaccines, Great Lakes

About the Job

The Strategic Accounts Director will lead a team of Strategic Account Managers (SAMs) responsible for developing and executing value-aligned vaccine programming for large regional health systems, state awardees, and PBG’s across the US. The Strategic Accounts Director will be responsible for achieving and driving sales and marketing imperatives and aligning to customers business objectives. This role will require supporting and leading through an organization transformation into a true B2B partner that identifies and brings novel and innovative solutions into our account planning and selling approach. The Strategic Accounts Director will help create a much more diversified way to engage in market, including integration of Health Information Technology (HIT) strategies, solutions, and co-solutioning, Quality Initiatives, Health Equity Initiatives, Financial contracting, and other health system levers into tangible growth strategies. This leader will need to coach and identify talent who are able to develop new ways to win, build new capabilities, articulate what’s needed internally to win, and build a strong execution muscle to deliver on our goals. This leader will need to deliver growth strategies across all brands and customer types to differentiate Sanofi.  

We are an innovative global healthcare company that helps the world stay ahead of infectious diseases by delivering more than 500 million vaccine doses a year. Across different countries, our talented teams are exploring new technologies to protect people and promote healthy 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 Strategic Accounts Director will…

• Support and lead through an organization B2B transformation focused on building and executing against plans that align to value co-creation and innovative thinking by integrating HIT strategies and solutions, identifying opportunities to co-solution, developing Quality and Health Equity Initiatives, leading and organizing new financial contracting levers

• Lead, mentor, and develop a team of Strategic Account Managers who are focused on winning through new and innovative B2B levers

• Identify and coach talent who are able to critically think about new ways to win and can see through capabilities to the execution phase

• Foster a collaborative and high-performance culture leading with transparency and creative solutioning.

• Develop and implement strategic plans and market growth strategies in assigned customers through the lens of the customer and co-creating value. With the SAM, support creation of account plans that identify customer priorities, objectives, and areas where Sanofi can align.

• Ensure strong cadence of collaboration with field facing and internal cross-functional teams. This includes, informing and engaging teams on strategy development with clear accountability and timebound goals.

• Responsible for integrating the HIT strategy into account planning and execution. This includes: collaborating with HIT & Data Strategists to make the case for HIT optimizations/solutions, identifying HIT needs within the market, and pulling through HIT initiatives across he health system.

• Support SAMs in their strategic deployment of resources that align to customers needs when it comes to contracting, HEOR, and reimbursement support (where requested by customer).

• Oversee the strategic deployment within revenue cycle for health systems. This includes aligning contracting, HECON, outcomes data, and reimbursement support, where customer requested, to the health systems revenue cycle objectives and in line with customers decision timelines. Execution of contracting process and strategy with health systems, ensuring favourable outcomes and contract compliance.

• Set clear objectives and monitor performance metrics for the team, identify risk mitigation tactics and develop growth strategies.

• Conduct regular performance reviews with SAMs and provide positive reinforcement and constructive feedback

• Help prepare SAMs for executive briefings to senior leadership on both account and market performance. This includes framing key issues and opportunities, providing customer and analytical insights, articulating needs from the organization, and ensuring accountability for key deliverables.

• Proactively develop and deliver regular business reviews to Account Management leadership to inform the organization on market insights, team performance and areas of opportunity  

• Proven ability to engage the executive level within Health Systems. Effectively manage and grow a network of trust-based relationships with stakeholders to generate revenue with Sanofi’s largest and most complex customers. Identify and qualify high value opportunities working directly with the SAM to develop and to execute growth strategies, matrix team alignment, and executive relationships.

About You

Basic Qualifications

Minimum required skills & experience:

• Minimum 8-10 years related experience in life sciences industry and/or B2B sales

• Bachelor's degree and a minimum of 3 years leading account management teams, specifically in the healthcare industry supporting health systems and/or medical groups.

• Experience leading teams in a B2B capacity and identifying opportunities to develop solutions with our customers

• Experience identifying talent and inspiring teams to think and work innovatively

• Proven track record of leading and coaching sales teams in complex customers.

• Broad understanding of health system business, decision making processes & market trends with a proven track record of accessing C-suite to D-suite decision makers.

• Experience assessing, valuing and proposing investment, strategy and solutions that contribute to growth.

• Proven ability to translate health system market knowledge and develop strategic plans with internal stakeholders.

• Strong negotiation skills, leading cross-functional teams, proven ability to network and develop strong relationships with customers and internal stakeholders.

• The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple projects.

• Possesses strong business acumen and strategic thinking skills.

• Self-directed and organized with excellent execution and planning skills.

• Ability to adapt and change in a shifting environment.

• Excellent communication skills both written and oral.

• Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle.

Minimum preferred skills & experience:

• MBA or other advanced degree.

• Experience working with Health Information Technology customer facing teams calling on health systems and/or medical groups.

• Experience integrating HIT strategy within large health systems.

• Strong data analytics.

• Experience working in vaccines.

• Proficient with MS Office and customer management databases.

• Experience leading teams with demonstrated impact & influence with key internal stakeholders.

• Experience transforming customer facing and internal organizations

Travel: Ability to travel up to 75% of the time to customers, conventions, training, and other internal meetings.

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.

The salary range for this position is $171,000.00 - $228,000.00 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 OR Home – Sanofi (myflex-benefits.ca)

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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