Regional Account Manager, Midwest

The Role

This is a field sales role based in Ohio.  The territory includes all of Ohio except the Cincinnati/Dayton area.

Moderna is seeking an experienced Regional Account Manager to support the commercialization of Moderna’s groundbreaking vaccine portfolio.  In this role, you will be joining Moderna at both an exciting, as well as critical time, as we commercialize our respiratory vaccine pipeline.

Reporting to a Senior Director, Regional Account Management, you will be responsible for developing and enhancing customer relationships with the largest vaccinators throughout your territory. This includes Health Systems, State Awardees/VFC, Federally Qualified Health Centers, Contracting Entities, Physician Groups and Specialty Providers. You will develop expert knowledge of Moderna’s respiratory vaccine portfolio and mRNA platform and use this, along with your knowledge of strategic customer requirements, to expand vaccination rates and achieve sales targets.

To be successful, you must thrive in a fast-paced, team environment and excel at developing high-level customer relationships with the clinical, operational, procurement, business development, trade management and marketing teams within your territory’s customer base.

Here’s What You’ll Do

• Develop strategic account plans that will enhance customer relationships, achieve sales targets, facilitate retention and growth within key customers (IDNs, Health Systems, FQHCs, Awardees, Physician Groups, Contracting Entities, etc.) to support and oversee successful communication and negotiation

• Act as the primary point of contact for Moderna for your territory, analyzing and understanding sales trends for product sales to each account, achieving defined goals and objectives, developing expert knowledge of the products offered by the company to ensure an excellent understanding of the customer requirements and promoting a mutually beneficial business relationship while adhering to Moderna Core Values and Mindsets

• Work with your Sr. Director within channels to establish & execute tactical initiatives reflected in dedicated business plans, which align with the business unit objectives.

• Analyze account objectives for each product and develop strategic/tactical plans to accomplish brand business objectives

• Develop and maintain contacts within the industry to obtain market place, competitive, and product-specific information

• Build and maintain long-term relationships within your territory to ensure customer alignment and create a foundation for new business

• Collaborate and partner with internal and external stakeholders to enhance Moderna’s position in the market

• Cultivate a close relationship with cross functional colleagues in Medical Affairs, Marketing, Distribution/Logistics, Customer Service and Public Affairs departments to implement corporate, operational (shipping/inventory), market access and brand specific strategies and tactics

• Represent Moderna at key trade and customer meetings/conferences

• Promote Moderna’s portfolio of products to key customers in a way that drives differentiation for Moderna and successful long-term business relationships

• Liaise with Contracts, Customer Operations, Legal, HR, and Finance to ensure successful outcomes for the territory

Here’s What You’ll Need (Minimum Qualifications)

• Bachelor’s Degree required

• Minimum 10 years of experience in pharmaceutical/biotech account strategy and account management

Here’s What You’ll Bring to the Table (Preferred Qualifications)

• Prior experience in vaccines is highly preferred

• Demonstrated prior experience with establishing and consistently meeting or exceeding business development/sales targets

• Experience in a startup environment, preferably launching new vaccines or medicines

• Experience working with complex Academic Medical Centers & teaching hospitals

• Working knowledge of capitated and risk-based providers and fundamentals of value-based care

• Demonstrated track record of building and driving volume and profitable revenue growth with key corporate or private sector accounts

• Ability to collaborate among a range of key areas (marketing, field team, communications, promotion, physician, trade and consumer channels, pricing and contracting, and/or buyers)

• Strong portfolio of commercial skills obtained through experience and application with track record of delivery including negotiation, building a financial business case & working