Rare Blood Disorder - CABLIVI Institutional Account Director (IAD), DC Metro, Virginia

Job Title: Rare Blood Disorder - CABLIVI Institutional Account Director (IAD), DC Metro, Virginia

Location: Washington, DC

About the job

Summary of Responsibilities:

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 the Director of IAD.

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Main Responsibilities:

• 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 a 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 who are involved at the 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 the 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

About You

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 the field, working with population health decision makers and other access influencers, optimal

• Current customer relationships in the geography/institutional accounts are ideal

• A consultative mindset enabling effective and creative problem solving with customers’ needs as