Reference No.
R2713036
Position Title:
aTTP/Cablivi Institutional Account Director - CA, NV & Hawaii
Department:
RBD Institutional Account Director - West
Location:
Los Angeles, CA
JOB RESPONSIBILITIES / SUMMARY:
Sanofi is rapidly building momentum with the execution of its Rare Blood Disorders strategy, with an area of focus in acquired thrombotic thrombocytopenic purpura (aTTP) and CABLIVI (caplacizumab-yhdp). Given the need for a true focus on the total account approach and execution, the organization has decided to develop an Institutional Account Director organization to further support and accelerate our CABLIVI initiatives. The CABLIVI Institutional Account Director (IAD) acts as the designated point of contact representing Sanofi to optimize access and pull through at high potential hospitals and health system/IDN accounts. CABLIVI IADs will be critical in serving evolving customer needs by providing a coordinated approach to achieve key goals at both the brand and above-brand level. This individual will work closely and coordinate with internal cross functional teams (e.g., Marketing, Sales, Patient Support Services, and Market Access) to provide support in the areas of regional pull through, partnership/relationship building, operational excellence, business analytics, and strategic insight/input. CABLIVI IADs will report directly to Director of IAD.
REQUIREMENTS/ QUALIFICATIONS:
Account Management & Coordination
- Have significant experience with institutional sales through a total account approach mindset, including a proven track record of success in formulary acceptance and subsequent pull-through.
- Develop in-depth knowledge of each assigned customer account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.
- Support clinical advocacy (e.g., gaining KOL endorsement) and develop/implement strategies and tactics to support access coverage on provider pathways, EMRs and/or formularies.
- Develop a keen understanding of the CABLIVI Artificial Intelligence Model with an ability to leverage the CABLIVI efficacy and safety message to support brand needs.
- Integrate understanding of customer business segmentation into product objective planning and execution.
- Develop deep understanding of product access processes at institutional accounts, Requests for Proposals, Pharmacy & Therapeutics Committee workflow internally and externally, key stakeholders, business segment relevant financial models (Budget Impact Model), and clinical evaluation models.
- Develop and deepen strategic partnerships. Account interactions to include but are not limited to ‘C-suite’, ‘D-Suite’ executives and population health decision makers at the account. Partnerships to expand within the marketplace to target broader customer stakeholders that are involved in account level access.
- Support pull-through of CABLIVI at targeted Integrated Delivery Networks (IDN) and support establishment of aTTP protocols as applicable.
- Work with internal trade and channel partners on distribution issues as well as the channel operations team to ensure access to product is maintained.
- Create clear messages for dissemination to cross functional matrix field teams (including but not limited to field sales, payer account team, thought leader liaisons, patient support services).
- Maintain open & transparent communication throughout the company, especially in regard to business unit and & cross business unit initiatives with similar accounts.
Experience & Skills:
- A minimum of eight (8) years of relevant work experience, with a minimum of five (5) years of healthcare sales/account management experience including direct market access experience or First Line Manager experience.
- A minimum of two (2) years of current/recent institutional account management experience in field working with population health decision makers and other access influencers optimal.
- Current customer relationships in the geography/institutional accounts ideal.
- A consultative mindset enabling effective and creative problem solving with customers’ needs as a primary focus with experience in strategic account planning/selling.
- An outstanding communicator and presenter with strong negotiating skills and ability to understand and effectively communicate economic value health economic information.
- Shapes the system by gaining deep insights into business needs and shapes value propositions to deliver joint value.
- Aligns the system by facilitating implementation through alignment internally and externally.
- Gains insights by understanding connections and beliefs across the ecosystem.
- Extremely organized, dependable, and self-motivated with the ability to leverage planning tools in a fast-paced environment.
Education:
- B.A./ B.S. degree required; advanced degree preferred.
- Responsible for institutional accounts in the following states/cities: Indiana and Michigan.
- Have a valid driver’s license.
Preferred Qualifications:
- IDN knowledge preferred.
- Hospital inpatient experience preferred.
- Hematology products and physician reimbursement experience preferred.
- Significant experience and understanding of the ever-changing payer environment and its impact on patient access to products infused in provider offices and health care facility settings of care.
- Must achieve and maintain compliance with all applicable Sanofi Genzyme policies and procedures and regulatory and legal requirements, and require the same of his/her team.
Travel Requirements:
- 70-80% Travel, depending on geography.
The salary range for this position is $116,156.25 - 154,875.00. In addition to sales incentive (role may be 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.
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