Sanofi Group LTC Account Executive in Bridgewater, New Jersey

Position Summary :

  • Responsible for developing and maintaining business relationships with key customers in the Senior Care segment (LTC GPO’s, Post Acute/Long Term Care Pharmacy Providers and National Nursing Home Chains)

  • Penetrate customers broadly and deeply in a way that and leads to the identification and implementation of quality initiatives relevant to sanofi therapeutic areas.

  • Gain a deep understanding of individual customers, their priorities and future directions particularly as it relates to their impact in Senior Care.

  • Work closely with the Senior Care National Account Directors on key projects, business initiatives and geographic pull/push through opportunities.

  • Work with Regional National Account Directors, Medical, Field Teams, Pricing and USMA V&A Leads and extended strategic teams to enhance the overall Senior Care business across Sanofi/Genzyme and our affiliated companies.

Role Responsibilities :

  • Partner with executives (CEO/COO/CMO/SVP/CPO/CQO) of strategic customer accounts to create mutually beneficial business relationships

  • Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance

  • Develop a robust internal Matrix Team network that influences brand strategy and executes tactics through frequent headquarter meetings and interactions. Responsible to drive the Matrix team process in a leadership role across brand, USMA, and sales leadership

  • Collaborate with Commercial Account Management, Government Affairs and Policy, Field Sales, Health Outcomes Operations, Medical Affairs, USMA Marketing and Brand Management personnel to secure competitive product access and formulary placement to position Sanofi as a leader in LTC and drive effective pull-through of company products

  • Demonstrate strong leadership, strategic thinking, business planning, communication skills, along with the results orientation, and business savvy to manage a complex Institutional national and regional market evolution

  • Execute full budget allocation and management for aligned accounts

  • Maintain content expertise in legal/compliance issues around all aspects of customer engagement

  • Demonstrate the ability to identify and initiate market shaping opportunities through evolving customer and government business models

  • Maximize business opportunities with brand management teams to develop and enhance segment strategies

  • Exceed sales expectations and develop new sales opportunities within aligned accounts

  • Shape value position and collaborate with Business Units and Business Development Senior Leadership to advance organizational knowledge of the channel, key customers, competitors and market evolution.

  • Direct and navigate initiatives across Joint Venture and related internal companies (i.e. sanofi-pasteur, Sanofi-Genzyme, Winthrop, etc.

  • Provide periodic market updates to Sales/Brand Management that link important provider, payer and health care reform trends and issues as well as documents initiatives and their outcomes.

  • Interface with national trade association and advocacy members and remain current with core industry issues, challenges and best practices that enhance patient/resident satisfaction and the improved delivery and transitions of care within the post-acute care channel

Essential Functions of Position :

BUSINESS ANALYSIS AND PLANNING

Formulate, implement, and regularly assess business plan with Core Team members to achieve business objectives

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

ACCOUNT MANAGEMENT

• Manage accounts by providing products, knowledge, and resources to secure business

• Secure key account information and data where possible

• Understand managed care market trends

• Develop an in-depth understanding of account's key initiatives and projects

• Develop relationships with key account personnel at various levels

ADMINISTRATIVE/OPERATIONAL/PROFESSIONAL

• Develop and implement administrative processes that ensure the timely, prioritized completion of activities

• Utilize available resources to efficiently and effectively achieve objectives

• Effectively utilize all available forms of communication that generates teamwork and accountability

• Consistently demonstrate a working knowledge of disease entities, sanofi products and competitive products

CRITICAL SKILLS:

  • Customer Focus: Focuses attention on building and maintaining customer relationships to achieve success

  • Directing Others: Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives

  • Participative Management and Driven For Results: Identifies shared goals, collaboratively builds ideas, influences action

  • Analytical Skills and Decision Quality: Synthesizes data from multiple, conflicting data sources to evaluate business opportunities and develop solutions

  • Building Effective Teams: Develops, motivates and guides a group to successful outcomes and the attainment of business objectives.

Qualifications:

Education:

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

Experience:

• 7-10 years pharmaceutical industry experience

• 5 years experience in managed market environment. 5-8 years LTC experience required.

• 3-5 years managerial/leadership experience preferred

Professional Skills:

• Cross functional skills (Senior level cross-functional team management, leadership, training, marketing)

• Experience with analysis and modeling

• Extensive relationship management, customer network, and consultative sales

• Excellent communication, presentation skills, and computer literacy

• Solution oriented through the application of advanced problem solving skills

• Ability to achieve results through others without formalized line authority

• Skilled in engaging senior leadership support when appropriate

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

• Strategically works to improve organizational efficiency and ensure maximum utilization of resources

• Demonstrated clinical and product knowledge in broad range of therapeutic areas

Role C riteria:

  • Field-based

  • Requires greater than 60% travel

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

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Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health. We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-term chronic conditions.

With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

Sanofi, Empowering Life

Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health. We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-term chronic conditions.

With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

Sanofi, Empowering Life