Associate Director - Key Accounts

Job Summary

The Associate Director, Key Accounts is responsible for developing and growing the CSL Seqirus influenza portfolio with key Integrated Delivery Networks, Federal Accounts, and additional select accounts that are national in scope. This role requires strong business acumen to develop actionable strategic account plans that align to our broader CSL Seqirus portfolio goals and objectives.  Further, the AD - Key Accounts candidate should possess the ability to collaborate across multiple internal stakeholders and departments to deliver success in the role. This role is a remote position but is expected to travel up to 50% for key customer meetings, conferences, business meetings, and home office engagements.

Principal Accountabilities

Major Accountabilities

• Account manage and develop Key National IDN Accounts and other select accounts that have a national footprint with significant impact on CSL Seqirus’ strategic and financial goals
• Responsible for developing and implementing account-level objectives, strategies and executing account plans to support CSL Seqirus brand business objectives; account plans will be developed in such a way to allow for penetration, retention and growth within key customers
• Act as the primary point of contact and manage all aspects of CSL Seqirus business for a defined group of accounts
• Analyse account objectives for each product and develop strategic/tactical plans to accomplish brand business objectives
• Implement contracts through successful negotiation and communication with customers
• Understand competitive landscape and historical sales trends for each account, achieve defined goals and objectives, and promote a mutually beneficial business relationship while adhering to CSL Seqirus Core Values.
• Develop and maintain contacts within the industry to stay current on key market developments, competitive activity and industry specific intelligence
• Builds and maintains long-term relationships within defined customer base to ensure customer alignment and create a foundation for new business

Works with internal and external stakeholders to enhance CSL Seqirus position in the market

• Partners with Regional Account Team, Field Sales Teams, National Account Managers, and GPO and PBG strategic partners to execute tactical initiatives reflected in business plans/account plans
• Responsible for cultivating relationships with cross functional team members in Medical Affairs, Marketing, Customer Operations, Commercial Excellence, Finance, Legal, Compliance, Pricing & Contracting and Public Affairs to maximize the impact of our commercial, operational, and financial resources.  
• Maximize the value of CSL Seqirus by delivering the optimal suite of resources including both educational and clinical resources, as well as pairing key internal business partners with key account personnel to deliver an optimal solution
• Bring a creative and growth mindset with an ability to successfully partner with key customers to develop unique resources
• Represents CSL Seqirus at key trade and customer meetings / conferences.
• Promotes CSL Seqirus portfolio of products to key customers to drive differentiation for CSL Seqirus and to secure successful long-term business relationships
• Ensures a strong culture of compliance

Scope

• Responsible for Key Accounts that have significant impact on CSL Seqirus’ strategic goals and revenue:  Maintain and grow key integrated delivery networks, medical groups, health systems, and federal accounts (VA, DOD, CDC) that are national in scope. 

Impact/Influence/Liaison

• Partner with marketing, pricing and contracting, medical and additional business partners to assist in developing strategies which enhance growth within assigned accounts
• Liaise with other commercial operations departments to influence processes and programs that improve the customer experience

Key Relationships

• Responsible for maintaining and building depth and breadth of relationships with key customers
• Responsible for developing key internal relationships across all business partners -marketing, medical, contracting, pricing, legal, customer operations to enhance the customer experience

Decision Making

• Executes decisions made by sales leadership after providing input
• Acts in a timely manner to bring challenges and opportunities to leadership to op