National Account Director - Oncology

Sanofi Position Description:

Job Title:        National Account Director - Oncology

Reports To:    Senior Director, Market Access Excellence & National Institutional Accounts

Department:  US General Medicines Market Access  

About the Job 

We are an innovative global healthcare company with a focus on immunology that extends to innovation in diabetes and transplant medicine. Across different countries, our talented teams are determined to deliver a best-in-class customer experience using the best of digital, artificial intelligence and personal know-how. With a focus on immunology that extends to innovation in diabetes and transplant medicines, we pursue progress to make a real impact on millions of patients around the world.
 

Position Summary:

This position reports to the Senior Director, Market Access Excellence and National Institutional Accounts and is responsible for developing and maintaining business relationships with Oncology Institution/Community GPOs and Community Oncologists. This person will be responsible for gaining a deep understanding of the customer, their business models, strategic priorities, and financial drivers and translate this knowledge into business opportunities and plans that lead to strategic collaborations amongst various customers. 

The account director will be responsible for negotiating and executing contracts with assigned targeted accounts, remove economic barriers with appropriate contracts, help provide access for clinical and/or economic discussions, and implement focused initiatives within GPOs, super groups, and targeted accounts. The account director will work with multiple stakeholders across internal divisions (National Accounts, V&A, MVO, Contract & Pricing, Medical, Trade, Legal/Compliance, Operations, and Marketing) and serve as the main point of contact for account and decision making regarding with whom to engage based on audience and nature of discussion.

Professional Skills:

• Executive level negotiation skills

• Knowledge of financial analysis and modeling

• Ability to build strong and effective partnerships with customers and colleagues

• Ability to achieve results through others without formalized line authority

• Skilled in engaging senior leadership support when appropriate.

• Ability to build, lead or participate effectively in a cross functional matrix

• Demonstrate clinical and product knowledge within the oncology and transplant space

• Apply marketplace knowledge to create new customer opportunities and enhance brand objectives

• BUSINESS ANALYSIS AND PLANNING:

• Formulate, implement, and regularly assess business plan with internal team members to achieve business objectives

• Effectively utilize all available information/reports to analyze and capitalize on business opportunities

• Proficient in MS Office Suite and Veeva is a must

• Insights, opportunities and/or threats are shared with USMA team members, matrix partners which result in action being taken

ACCOUNT MANAGEMENT:

• Lead all interactions with core accounts including clinical and contracting discussions

• Manage Oncology GPOs and community business by providing product messaging, customer focused insights and meaningful resources to secure business

• Demonstrates executive presence and develop relationships with key account personal at various levels

• Develop an in-depth understanding of targeted account initiatives and projects

• Strategically work to improve organizational efficiency and ensure appropriate utilization of resources

• Demonstrate a strong understanding of current or pending clinical pathways within an institution

Qualifications:

Education:

• Bachelor’s degree required, MBA or other advanced degree preferred

Experience:

• 7+ years pharmaceutical industry experience preferred

• 5+ years of experience in market access environment preferred

• 3+ years of institution, oncology, and/or transplant experience preferred  

• Contracting experience preferred

• Previous people management experience preferred

• Brand management and sales management a valuable “plus”

Role Criteria:

• Field-based

• Requires ~40% travel

• Valid US Driver's License

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