Regional Account Director, Vaccines Account Management (VKCLs) , Commercial Operations - East Region

Job Description

The Vaccines Sales and Customer Engagement Team supports our customers by providing clinical, financial and educational information about our products. We support healthcare providers, healthcare systems and other customers in meeting the goals and needs of patients in their communities and represent the entire our company's vaccines portfolio to all our customers. Our team includes numerous customer-facing roles, including the account managers with our Vaccines Key Customer Leaders (VKCLs).

Position Description:

The Regional Account Director, Vaccines Key Customer Leader - East Region, Commercial Operations for Vaccines has overall responsibility for the management and the results of a team of Key Customer Leader teams (VKCLs). The Director role (3 in total with approx. 1/3 of national responsibility) will lead a team of approximately 12-15 VKCLs who have the lead responsibility for our company's vaccines for the following accounts: public and private sector customers, national and regional IDNs, FQHCs, POMGs, State Projects, VISN/VA/Military accounts, and other local key accounts.  The VKCL is lead interface between our company and our customers, with responsibility for presenting and communicating the commercial offers for our company's Vaccines and working with local teams to ensure appropriate pull through and contract performance. The primary goal is to gain account access for our company's vaccines with our customers and ensuring appropriate patient access.

East Region - List of respective States:

• Connecticut

• Delaware

• District of Columbia

• Maine

• Maryland

• Massachusetts

• New Hampshire

• New Jersey

• New York

• Ohio

• Pennsylvania

• Rhode Island

• Vermont

• Virginia

• West Virginia

The VKCL Director is responsible for staffing and selection of VKCL regional teams (East Region), resource allocation decisions, development of strategic key account plans, and nurturing business relationships with key regional payer accounts, ownership/management of key accounts and customer experiences, compliance with laws and policies.  The Director is also responsible for the successful pull-through and implementation of brand strategies, partnering closely with med affairs, C&DS, and engaging with DCOs in the region’s ecosystem strategies. 

Additional Key Responsibilities for this position include but may not be limited to:

People Management:

• Recruits, hires, and supervises hiring of top talent to build a high-performing, diverse & customer centric integrated region team

• Sets appropriate expectations and assesses VKCL’s (Vaccines Key Customer Leads) performance

• Rewards and retains team members based on results and by creating an environment supportive of growth and development

• Supports and fosters a diverse and inclusive environment

• Ensure understanding and continually reinforce principles of commercial models, and provide formal and informal feedback to Headquarters regarding status of implementations

• Responsible for leading ongoing organizational and cultural transformations

• Lead annual people management processes for employees (performance management, employee development, compensation & rewards); ensure ongoing feedback & coaching throughout the year to all employees to support achievement of assigned performance objectives

• Prioritizes and allocates human resources across customers/accounts

Customer Management:

• Has the ultimate responsibility of building Vaccines Key Account strategies focused on increasing appropriate use of our company's Vaccines; coordinates with other account teams and leaders with a defined business strategy, ensuring key accounts and customer needs are met

• Responsible for Key Customer Leader teams’ delivery of customer experiences that demonstrate value and create trust

• Develop business relationships with key account customers

• Appropriately and within guidance, Partner with Med Affairs to proactively address the accounts clinical needs

• Build and maintain relationships with high-level individuals within key customer organizations, including building relationships with key Thought Leaders t