CABLIVI Institutional Account Director (IAD)

Role Summary

The CABLIVI Institutional Account Director (IAD) acts as the designated point of contact representing Sanofi to optimize access and pull through at high potential hospitals and health system/IDN accounts. IADs will coordinate with internal teams to support regional pull through, partnership development, operational excellence, business analytics, and strategic insight. Reports to the Director of IAD.

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, RFPs, Pharmacy & Therapeutics Committee workflow internally and externally, key stakeholders, 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 and population health decision makers; expand partnerships to target broader stakeholders involved in account level access
• Support pull-through of CABLIVI at targeted IDNs and support establishment of aTTP protocols as applicable
• Work with internal trade and channel partners on distribution issues and with the channel operations team to ensure access to product is maintained
• Create clear messages for dissemination to cross functional matrix field teams
• Maintain open and transparent communication throughout the company regarding business unit and cross business unit initiatives with similar accounts

Qualifications

• Required: a minimum of eight (8) years of relevant work experience, with at least five (5) years in healthcare sales/account management including direct market access experience or First Line Manager experience
• Required: 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
• Required: current customer relationships in the geography/institutional accounts (ideal)
• Required: consultative mindset enabling effective problem solving with customers‚Äô needs as a primary focus; experience in strategic account planning/selling
• Required: outstanding communication and presentation skills with strong negotiating ability and capacity to discuss economic value and health economics information
• Required: ability to shape and align system through insight into business needs and value propositions; facilitate implementation internally and externally
• Required: B.A./B.S. degree; advanced degree preferred
• Required: valid driver‚Äôs license
• Preferred: IDN knowledge
• Preferred: hospital inpatient experience
• Preferred: hematology products and physician reimbursement experience
• Required: significant experience and understanding of payer environment and its impact on patient access to products in provider offices and care settings
• Required: travel approximately 70‚Äì80% depending on geography

Education

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

Additional Requirements

• Travel: ~70-80% depending on geography
• Valid driver‚Äôs license