Sanofi Group Associate Director, Market Access & Strategic Accounts in Bridgewater, New Jersey
The Associate Director is responsible for developing and maintaining business relationships with key institutional (IDN) and GPO (Oncology) customers. Penetrate customers across different segments broadly and deeply in a way that leads to the implementation of quality initiatives relevant to Sanofi Genzyme therapeutic areas. The Associate Director is expected to gain a deep understanding of individual customers, their priorities and future directions through the implementation of business planning, account analysis and strategic initiatives. This individual will provide regular updates to key internal stakeholders and provide strategic recommendations based on the application of local market knowledge, understanding of emerging pathway models and strategic account knowledge to create opportunities, ensure maximum allocation of resources and align to brand objectives.
KEY RESPONSIBILITIES INCLUDE:
Development of contracting initiatives, innovative contracts and pull-through activities to support brand strategies across several segments of customers. This includes Community Oncology Practices, Medical Groups/IDNs and Group Purchasing Organizations
Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key external and internal stakeholders.
Demonstrate the ability to identify and initiate market shaping opportunities through evolving customer and government business models
Ensure effective top down and bottom up management of communication and collaboration with National Director of Sales, Regional Business Directors, Area Business Managers, Value & Access, brand leads, GPO team and others within Sanofi Genzyme.
Lead initiatives to better understand current and emerging pathway models across the Oncology landscape, while partnering with internal stakeholders as appropriate to be seen as a valuable resource with these external organizations.
Maximize our position and relationships within state societies and national organizations
Gain a deep understanding of national market and the business models, strategic priorities, future direction, financial drivers and leadership profiles of key customers. The Associate Director will work with their business partners (Marketing, Commercial, Value & Access, and others) to translate understanding into business opportunities and plans that lead to strategic collaborations vs. transactional relationships.
Manage the field relationship with Marketing, Operations, and commercial teams in order to develop/coordinate strategies, tactics, and goals to accurately align with the realities of our customer base.
Develop regional business plans to support overall sales performance, expectations and available resources, including GPO-specific and Regional strategies and tactics, as well as resource allocation and GPO programming
Establish positive working relationships with all key customer segments (internal and external)
Manage the quarterly account specific pull-through in collaboration with internal personnel and GPO Strategic Account Managers
Demonstrated success of teamwork and working in a matrix environment (sales, market access, customer service, medical affairs, marketing, etc.)
This position will report to the Director of Market Access & Strategic Accounts and is field based.
BUSINESS AND ACCOUNT PLANNING:
Partner with C-Suite executives (CEO/COO/CMO/SVPs) of strategic customer accounts to create mutually beneficial business relationships and optimize business performance
Project management: 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, value and access and sales leadership
Collaborate with Commercial Account Management, Government Affairs and Policy, Field Sales, Health Outcomes Operations, Medical Affairs, Value And Access designated CBE, and Brand Management personnel to secure competitive product access and formulary placement to position Sanofi Genzyme as a leader in community oncology and drive effective pull-through of company products
Strong leadership, strategic thinking, business planning, communication skills, along with the results orientation, and business savvy to manage complex national and regional market evolution.
Bachelor’s degree from an accredited four-year college or university required, Business or Biological Sciences preferred.
MBA or other advanced degree preferred.
7-10 years pharmaceutical & Biologics (Oncology) industry experience preferred.
Successful track record and experience in account management, market access, or managed market environment preferred.
Managerial/leadership experience preferred.
Ability to travel to meetings/training/programs as necessary, additional travel will be required within the assigned geography.
DESIRED SKILL SET:
• Executive level negotiation skills
• Cross functional skills (Senior level cross-functional team management, leadership, marketing)
• Experience with financial analysis and modeling
• Extensive relationship management, customer network, and consultative sales
• Strong communication and presentation skills
• 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
• Demonstrated clinical and product knowledge in broad range of therapeutic areas
Travel requirement: 50%At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.
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