Duties & Responsibilities
The Strategic Account Manager (SAM) assumes the leadership role within assigned accounts, providing overall account leadership to cross-functional and external team members as needed. In this capacity, the SAM will assume responsibility for strategic customers and manage each as a business on behalf of SANOFI. Additionally, the SAM will bear full responsibility for building a strategic account plan for assigned accounts, as well as for organizing and deploying the appropriate resources within SANOFI to drive value co-creation with customers and meet/exceed Sanofi’s revenue targets.
The Strategic Account Manager (SAM) will effectively develop and manage a network of trust-based relationships with customer stakeholders to generate revenue within some of Sanofi’s largest and most complex customers. The SAM will develop a deep understanding of the customer’s business which includes their pressures and drivers, priorities, as well as their related challenges and opportunities. They will maintain working knowledge of the customer’s business model, strategic goals and objectives, and their position within the healthcare environment including value-based health care, their competitors, and financial levers.
The SAM will identify and qualify high value opportunities within their accounts by developing and driving growth strategies, team-to-team alignment, and executive relationships together with cross-functional team members. Accordingly, the SAM will conduct business coaching and strategy session with their account teams to facilitate the co-creation of customer value and ensure ongoing internal alignment and account growth. The SAM will function as the central focal point for communications regarding account planning, strategy, collaboration, resource allocation and customer engagement.
The SAM will embrace Sanofi’s “Play to Win” behaviors (Focus on growth, Lead with innovation, accelerate efficiency, reinvent how we work) and will maximize opportunities by displaying thoughtful risk-taking. This includes finding and characterizing opportunities, assessing the risks, making informed decisions, involving the right stakeholders, presenting recommendations implementing & executing on action plans, and reflecting and learning for future success.
Performance will be measured based on ability to achieve and exceed sales/revenue goals as measured against quarterly and annual targets for SAM's designated customer alignment. Quality of achievement will be assessed on demonstrated development of value co-creation, co-innovation, and strategy execution leading to growth opportunities in Sanofi high-value customers. Deployment of effective strategies at the account level, as demonstrated by year-over-year account growth rate and increased stakeholder mapping and equity across the account.
Develop a deep understanding of the customer’s business that includes their pressures and drivers, objectives and plans, as well as their related challenges and problems.
Build and continuously expand upon a network of trust-based relationships with customer stakeholders.
Understand the customer’s culture and value system and how it can relate to Sanofi’s culture and value system to create a long-term, trust-based relationship.
Evaluate and assess customer needs and requirements on an ongoing basis and engage customer in collaborative discussions with cross-functional team members to explore possibilities and vision potential areas for value co-creation and co-innovation.
Ensure ongoing knowledge of Sanofi’s account history with the customer, and further ensure that this knowledge is properly socialized across the cross-functional team.
Maintain working knowledge of the customer’s business model, including their strategic goals and objectives, position within their industry, strategic customers and most significant competitors.
Strategic Business Focus
Maintain focus on a successful future with the customer through a demonstrable orientation to value co-creation.
Conduct and facilitate ongoing collaborative strategy and visioning sessions with the customer to drive co-discovery of new opportunities.
Lead the development of effective account plans and strategies that are realistic, properly resourced, and appropriately sponsored, by both Sanofi and the customer that evolve our engagement with strategic customers to higher levels of effectiveness.
Apply critical thinking concepts and conduct customer strategy/visioning sessions to objectively assess and analyze the customer’s needs to form judgements regarding mutually beneficial business opportunities.
Work collaboratively with cross-functional team members to ensure that strategic account planning processes and best practices are properly implemented and deployed.
Maintain working knowledge of Sanofi’s business model and effectively position our solution portfolio with customer’s C/V/D suites to differentiate SANOFI’s value proposition.
Ensure the identification, pursuit, negotiation, and implementation of new opportunities with the customer, resulting in value co-creation and growth for both parties.
Ensure that knowledge of Sanofi’s business objectives and priorities is current and complete and seek to find opportunities to align our objectives and priorities with those of the customer.
Execute strategic account plans by developing and implementing action plans that enable account growth, with both a short-term/opportunity focus, as well as a longer-term focus on the “bigger picture” of Sanofi’s future with the customer.
Proactively deploy tactics that support account strategies by setting realistic expectations and driving execution of action plans by the cross-functional team.
Demonstrate the resolve to engage in challenging initiatives required to maintain the integrity of the account plan and keep the cross-functional team harmonized and on track.
Respond quickly to conflicts that arise regarding customer value co-creation, alignment, relationships, and growth and ensure that they are promptly resolved.
Approach internal negotiations on behalf of account plan execution and value co-creation such that outcomes support the strategies of the plan and are win-win for all.
Impact and Influence
Build and grow strong trust-based relationships with internal and external stakeholders, sponsors, and supporters by understanding what matters most to each party and engaging with them in ways that boost credibility for the SAM, the cross-functional team and win-win deliverables.
Lead the cross-functional team in developing and communicating effective strategies based on compelling customer-specific value propositions that result in value co-creation and co-innovation.
Develop and grow a network of customer relationships with Sanofi by effectively aligning the cross-functional team with the customer’s team.
Seek to avoid surprises resulting in time pressures, disruption and new obstacles for Sanofi and the cross-functional team members by effectively anticipating changes in the customer’s priorities.
Align and deploy an account team that operates under an effectively communicated account plan that harmonizes SANOFI’s business units and the objectives of our individual internal stakeholders.
Bachelor’s degree required.
Advanced or master’s degree in appropriate field is preferred.
Minimum of 6 years of related strategic account experience (preferably in the healthcare space)
Successful product launch demonstrated in IDN space during the last 4 years.
Proven business track record required, as well as demonstrated ability to lead, scale and recommend business opportunities, co-build solutions and execute strategic plans with large, complex customers.
Lead and develop strategic business plans to drive value partnerships with cross-functional team members. Prior management and/or consultative, negotiation and executive-level selling experience is also required.
Working knowledge of the vaccine industry and Sanofi’s markets.
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.
The salary range for this position is $122,250.00 to $163,000.00. In addition to sales incentive (role may my eligible for long term incentive depending on level and performance); all compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs. Additional benefits information can be found through the link, www.benefits.sanofiusallwell.com
This position is eligible for a company car through the Company’s FLEET program.
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.