Key Account Manager Business Solutions West Region

Job title: Key Account Manager Business Solutions West Region

• Location: Remote. (States: Arizona, Colorado, Utah, Nevada, New Mexico, Nebraska, Oregon, Washington, Idaho, Montana, Wyoming, North Dakota, and South Dakota)

About the Job:

The primary goal of the Account Manager (AM) is to achieve and exceed financial goals and quotas established for the assigned accounts and business segments.  More specifically, this means translating product and business segment value proposition strategies and tactics into specific account plans that drive the achievement of financial goals.  The AM is also responsible for identifying business opportunities, developing business partnerships, providing input into the decision-making process and implementing the contracting strategies and guidelines of VaxServe Account Management.  The AM serves as the focal point in the communications process between Account Management and the internal and external customers that the AM is assigned in their area of responsibility.  The AM develops a territory business plan with strategic objectives for each health system in their territory.  They will appropriately partner with others within the Sanofi Group to implement their objectives which will assist the Company in achieving all goals.

Geographical area of responsibility will include but may not be limited to Arizona, Colorado, Utah, Nevada, New Mexico, Nebraska, Oregon, Washington, Idaho, Montana, Wyoming, North Dakota, and South Dakota

Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI[1]driven breakthroughs. In Vaccines, you’ll help advance prevention on a global scale - and shape the future of immunization.

About Sanofi:

We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system –and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives.

Main Responsibilities:

Development of business relationships with assigned customers. Business relationships could range from those developed as the result of a formal contract to those that are developed in the normal business interactions with key customer personnel.  The primary goal is to positively differentiate VaxServe products and services from the competition so that VaxServe is seen by the customer as the best business partner. The AM must interact with and develop business relationships within the targeted customer base.  Positions to be networked include, but are not limited to, the following: President, CEO, Chief Medical Officer, Pharmacy Director, Quality Assurance, Clinical Pharmacist, NCQA/HEDIS Coordinator, Purchasing Department, all Chief Medical Directors, Sales and Marketing, Drug Information, Director Business Development, etc. The AM is responsible for networking the entire organization to successfully position VaxServe in the marketplace. 

Work closely with internal and external customers and coordinate and facilitate all pull-through activities to maximize contract gross margin of all products.  The AM will be responsible for Non-SP contract fulfillment in Targeted Health Systems; and support identified PBG contracts. The AM will need to have working relationships with field sales at VaxServe and colleagues at Sanofi Pasteur. 

Partnership with field sales will help ensure proper training and development of a sales force knowledgeable in managed care. Specific action steps (minimum):

• Field rides within strategic territories
• Regular verbal and written (including electronic) communications to assigned Regions and Division(s)
• Participation and Leadership as a member of cross functional teams that support overall VaxServe goals
• Attendance (including regular presentations/updates) at regional and divisional meetings if applicable
• Will co-operate, collaborate, and communicate in an appropriate and legal way with colleagues at Sanofi Pasteur.

To deepen customer relationships and increase customer intimacy, the AM will partner with their customers to identify unmet business needs whose potential solutions align with our corporate strategy.

• Assess opportunity and create a business case to justify development of a solution
• Forecast the sales potential that could result from this business opportunity
• Work with Director Account Management and other VaxServe resources to develop and validate a solution and assist in the customer implementation
• Establish and maintain clear customer communication throughout the process

Develop a territory business plan which highlights how the product and segment marketing strategies and tactics will be implemented and describes the collaboration needed to achieve the desired account goals.

• Communicate the plan to Senior Management and those involved in the execution of it
• Adapt and revise the business plan and customer level tactics as needed

Context of Job:

• Gaining access to key people within the assigned customers. 
• Determining proper coverage of customers by Field Sales personnel. 
• Determining programs needs of the customer and how VaxServe can assist in solving the issues of the customer. 
• Getting multi-functional teams together for business strategy discussions, problem-solving and information sharing. 
• Developing best practices.

Dimension / Scope:

• Manage and report on assigned marketing and business travel/entertainment budgets.  Follow P&P.
• Assist Field sales in prioritizing and scheduling sales time to provide coverage of Account Management customers including call frequency, content and product mix.
• Determine the sales potential of assigned customers by appropriately working with other partners.

About you

Basic Qualifications:

• BA/BS degree required
• 3-5 years of sales experience is required.
• The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple projects.
• Possesses strong business acumen and strategic thinking skills
• Self-directed and organized with excellent execution and planning skills
• Ability to adapt and change in a shifting environment
• Excellent communication skills both written and oral
• Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle

Competencies & Skills the successful candidate possesses:

• Business Planning - In depth knowledge
• Negotiation Skills - In depth knowledge
• Building Relationships - Dealing with all levels in an organization - In depth knowledge
• Time Management - In depth knowledge
• Presentation Skills - In depth knowledge
• Computer knowledge and skills- MS Excel, MS PowerPoint and Data Analytics.
• Consensus Selling.
• Business Communication Skills. 
• Project Management, Sense of Urgency and Networking are key competencies that are needed to be successful in the Account Manager position.

Preferred Qualifications:

• Advanced Degree: MA/MS/MBA is preferred
• Vaccines sales experience highly preferred.
• Broad understanding of health system business, decision making processes & market trends with a proven track record of accessing key decision makers
• Proven ability to translate health system market knowledge and develop strategic plans with internal stakeholders

Why choose us?

• Bring the miracles of science to life alongside a supportive, future focused team.
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.
• Work at the forefront of AI-driven research, smart manufacturing, and groundbreaking mRNA platforms that are redefining the future of immunology.
• Help protect half a billion people every year, contributing to one of the largest global vaccination efforts in healthcare.
• Develop your career with access to mentoring, international mobility programs, and opportunities to grow across four continents

Sanofi US Services and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive 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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All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.