Director, National Accounts-Health System- Vaccines

Role Summary

Director, National Accounts - Health System - Vaccines is a remote/field leadership role responsible for developing and managing strategic partnerships and contractual agreements with high-value national health system customers. You will drive sales and marketing objectives, price and contract strategy, and market access across the Health System channel, while coordinating cross-functional teams to execute national accounts plans. This role requires executive-level relationship management, strong negotiation, analytics, and leadership skills, with 25–40% travel.

Responsibilities

• Achieve Sales and Marketing Objectives in support of meeting/exceeding Sanofi Vaccine’s Financial/Revenue targets and Operational objectives within assigned National Health Systems.
• Achieve key performance indicators (KPIs) for assigned customer segments.
• Effectively develop and manage strategic partnerships, high quality B2B relationships, and execute contractual agreements with Sanofi Vaccine’s high-value customers.

• Gain and maintain high-value C-Suite relationships; contract development and negotiation; establish team selling model and implementation with other DNAs, SAMs, Hospital Representatives, and ABMs; maintain connection with preferred group purchasing organizations (GPO, PPN, PBG) and indirect channel partners (Wholesalers/Distributors) employed by the National Health System.

• This position requires routine engagement with senior leadership from Sanofi Vaccines and assigned customers, high-level coordination with Sanofi Vaccines headquarters, field sales management, and external partners. A deep understanding of the operational and revenue models for Sanofi Vaccines and customers, and ability to negotiate high-level B2B strategies, contracts, and transactions.

• Lead special projects based on market knowledge, market access, key customer responsibility, experience, and skill sets.

• Strategic Partnerships and Customer Strategy: engage, navigate, and influence complex customers; document decision-making processes; monitor external market influencers and trends; apply customer knowledge to Sanofi Vaccine’s selling model.

• Business Analytics & Customer Segment Strategy: apply market knowledge to contract development across key segments; understand distributor operations; guide membership management; utilize data sources to identify trends and drive sales; develop business continuity plans; manage sales operations and activity recording.

• Communication & Collaboration: lead collaborative selling models; collaborate with peers and partners across the organization; proactively share customer and market observations; maintain compliance and safety standards.

• Role Criteria: Field-based; travel 25–40%; geographic coverage within national scope.

Qualifications

• Required: BS/BA
• Preferred: MBA
• Required: 3–5 years of diverse experience calling on Large Organizational Customers and owning the relationship at the Health System level

Skills

• Strategic partnerships and executive relationship management
• Contract development and negotiation
• Cross-functional leadership and collaboration
• Market analytics and data-driven decision making
• Understanding of health-system operations, GPO/PPN/PBG relationships, and distributor dynamics
• Communication and presentation to senior leadership
• Compliance and safety awareness

Additional Requirements

• Field-based
• Travel requirements: 25 - 40%
• Geographic requirement: Assigned customers within national scope