Specialty Pharmacy Account Director, National Accounts

Job Title: Specialty Pharmacy Account Director, National Accounts

The field-based Account Director will report to Sr. Director, Specialty Pharmacy Strategy & Accounts responsible for managing their strategic customer relationships with assigned specialty pharmacy partners to ensure effective patient access, and optimal performance.  This role will be responsible for continuing to assess discounts, rebates, services, & data for their customer that are appropriately representing their customer’s level of service, within fair market value and overall goal of minimizing gross-to-net impacts.  This role serves as a key point of contact, ensure strategic alignment between internal cross-functional teams (PSS, data management, contract operations, trade, legal, etc.)  and externa partners, while driving performance metrics and support patient access initiatives.  This account director will represent all Sanofi products access the entire Sanofi product portfolio and will be responsible with their assigned specialty pharmacy customers as a One Sanofi approach.

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

• Lead, cultivate and maintain business relationships with all assigned customers in the Trade channel segment (specialty pharmacies) across multiple business units covering the US mainland and Puerto Rico

• Execute specialty pharmacy contracts that support 25-35% of all Sanofi Specialty Care sales and distribution ($7-10B gross sales)

• Gain a deep understanding of individual customers, their priorities and future directions as it relates to their impact in the Trade channel and downstream customers/patients

• Manage day-to-day strategic relationships with assigned specialty pharmacies accounts, ensuring execution of distribution, and amend specialty pharmacy purchase and services contracts as necessary.

• Manage any contract requirements and KPI’s to ensure that their customer is delivering the value provided in services holding them accountable.

• Represent all Sanofi products to their customer as a One Sanofi approach across all Sanofi business units.

• Prepare and attend business reviews, industry meetings, conferences, and internal POAs to support the specialty pharmacy business, either in operational support or customer meetings alongside the specialty care account management team.

• Collaborate across multiple internal stakeholders such as Marketing, PSS, Market Access, Training, Medical, and Legal to ensure coordinated activities in line with brand strategies and company policy.

• Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships

• Develop, negotiate and implement innovative contracts to support brand strategies and coordinate pull-through activities to support access opportunities and challenges.

• Track, problem solve and analyze contracted product performance and communicate account performance broadly with key stakeholders.

• Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance

• Create and collaborate internally to initiate any specialty pharmacy programs that increase adherence and conversion.

• Address day-to-day SP distribution issues and collaborate with the wholesaler strategy and operations team to ensure product access is maintained.

• Maintain open and transparent communication throughout the company, especially regarding BU and cross-BU initiatives with similar accounts.

• Collaborate with internal and field account management teams to ensure specialty pharmacies are measured on service level agreements (SLAs) and appropriately invoicing Sanofi for services based on SLAs.

• Apply strong judgment and oversight to ensure integrity and compliance with company policies in all activities and communications.

Key Performance Indicators (KPIs)

• Manage & Minimizing Gross-To-Net Contract Value to ensure appropriate core pharmacy services and enhanced services.

• Ensure KPI’s in contracts to measure all services.

• Act as an internal quarterback to evaluate all internal pharmacy programsbefore integrating to their SP customers. 

• Contract Execution Rate: Percentage of specialty pharmacy contracts executed and amended within the agreed timeline.

• Service Level Agreement (SLA) Compliance: Percentage of specialty pharmacies meeting or exceeding SLA metrics, to include conversion, Time to Fill and Persistence.

• Business Review Attendance: Number of business reviews, industry meetings, conferences, and internal POAs attended and actively participated in.

• Stakeholder Collaboration: Frequency and effectiveness of collaboration with internal stakeholders (Marketing, Market Access, Sales, Training, Medical, Legal).

• Distribution Issue Resolution: Number of distribution issues resolved within a specified timeframe.

• Communication Effectiveness: Quality and frequency of communication with BU and cross-BU teams.

• Compliance Adherence: Percentage of activities and communications adhering to company policies and regulatory guidelines.

About You

Qualifications

Professional Skills and Competencies:

• Bachelor’s degree (BS/BA) required, PharmD or related advanced degree preferred

• 8-10+ years of proven experience in Specialty Pharmacy.

• 8-10+ years’ experience in other related areas (market access, pharma account management, etc.)

• Experience in MS, Immunology, Oncology, Hemophilia or Specialty Product-related therapeutic/distribution.

• Expert negotiation and influencing skills.

• Ability to communicate at a high level, establish rapport, and build relationships with internal and external partners.

• Superior communication skills to sell ideas and programs both internally and externally, with excellent verbal and presentation skills.

• Strong understanding and experience in different access and reimbursement models, including Parts B, D, and Medicaid.

• Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance

• Strong project management capabilities, including time and events, scenario and contingency planning, and the ability to ensure on-time and on-budget delivery of outputs and deliverables.

• Ability to work effectively and efficiently with the medical/legal/regulatory submission and approval process to ensure appropriate review and timely delivery of materials.

• Understanding of the legal/regulatory environment and internal Sanofi legal/regulatory guidelines and processes.

Role Criteria

• Field-based role with travel anticipated to be greater than 50%

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.