CABLIVI Institutional Account Director (IAD)

Role Summary

The CABLIVI Institutional Account Director (IAD) serves as the designated point of contact representing Sanofi to optimize access and pull-through at high-potential hospitals and health system/IDN accounts. The role coordinates with internal cross-functional teams to support regional pull-through, partnerships, operational excellence, business analytics, and strategic insights, reporting to the Director of IAD. Location is remote (US) with potential in Phoenix, AZ.

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 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 that are involved in 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 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

Qualifications

• 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 field working with population health decision makers and other access influencers
• Current customer relationships in the geography/institutional accounts ideal
• A consultative mindset enabling effective and creative problem solving with customers’ needs as a primary focus with experience in strategic account planning/selling
• An outstanding communicator and presenter with strong negotiating skills and ability to understand and effectively communicate economic value/health economic information
• Shapes the system by gaining deep insights into business needs and shapes value propositions to deliver joint value
• Aligns the system by facilitating implementation through alignment internally and externally
• Gains insights by understanding connections and beliefs across the ecosystem
• B.A./ B.S. degree required; advanced degree preferred
• Have a valid driver’s license
• IDN knowledge preferred
• Hospital inpatient experience preferred
• Hematology products and physician reimbursement experience preferred
• Significant experience and understanding of the ever-changing payer environment and its impact on patient access to products infused in provider offices and health care facility settings of care

Education

• B.A./B.S. degree required; advanced degree preferred

Additional Requirements

• ~70-80% Travel, depending on geography