IDN Key Account Executive II - Western PA/Northern OH

Role Summary

The IDN Key Account Executive II will have full account responsibility and business ownership for assigned Accounts to establish and grow HEPLISAV-B sales. Working with the Director, Vaccine Sales this position will serve as the primary account owner with assigned IDN, Independent and Group Practice accounts. The role requires top-down and bottom-up ownership and execution to expand Adult Hepatitis B Vaccination and greater adoption of HEPLISAV-B, with daily field-based travel. The ideal candidate should reside in or near Pittsburgh, PA or Cleveland, OH, but other locations in major metropolitan areas within the assigned territory will be considered.

Responsibilities

• Responsible for achieving sales targets and owning/managing customer relationships for assigned Accounts. Assigned accounts will include large IDNs, independent customers and group practices.
• Serves as sole owner for assigned accounts – responsible for successful execution at all levels of the customer organization to achieve declared goals/objectives.
• Demonstrates a deep understanding of vaccine decision making, vaccine adoption and implementation process and key decision makers across all levels of assigned accounts.
• Responsible for developing, communicating, and monitoring an account strategy for each assigned account. Conducts quarterly business reviews with Director, Vaccine Sales.
• Execute all functions of the role independently with minimal supervision from the Director, Vaccine Sales and/or assigned mentor for executive level customer engagements.
• Develop relationships with key stakeholders at each level of organization who are responsible for implementation of vaccines.
• Partner with Director, Vaccine Sales to execute sales & marketing strategies to support HEPLISAV-B expansion within assigned accounts.
• Responsible for understanding competitive positioning, market dynamics and customer business models to identify opportunities across assigned accounts.
• Maintain accurate up-to-date customer records in the Account Management system.
• Exercise sound judgement and oversight to ensure integrity and compliance with company policies in all activities and communications.
• Foster Dynavax core values and leadership behaviors.
• Other duties as assigned.

Qualifications

• Required: Bachelor’s Degree from an accredited institution; MBA preferred.
• Required: 3+ years of life sciences sales experience; IDN/Hospital experience preferred.
• Required: 2 years of vaccine or buy & bill experience.
• Preferred: 2+ years of strategic account management experience.
• Required: Knowledge of the IDN/Hospital landscape within assigned territory.
• Preferred: Previous health system account management experience.
• Required: Strong strategic vision, business acumen and influencing skills to drive strategic and operational initiatives across the organization.
• Required: Documented track record of consistent sales and growth success along with superb account management skills.
• Required: Proven track record of financial/budget management experience.
• Required: Knowledge of large health systems, including immunization related quality initiatives.
• Required: Excellent oral and written communication skills, presentation and influencing skills.
• Required: Ability to drive business results and identify new opportunities and strategies through strategic thinking and business planning.
• Required: Experience in matrix management, change advocate.
• Required: Heavy travel required.
• Required: Key Competencies: Accountability, Customer Engagement, Customer Discovery, Business Acumen, Executional Effectiveness.
• Required: Ability to operate a motor vehicle.
• Required: Ability to sit for prolonged periods; reach with arms and hands; lift and move small objects; and use hands to keyboard and perform other office related tasks including repetitive movement of the wrists, hands and/or fingers.
• Required: Must be able to obtain all industry credentials and certifications.

Skills

• Accountability
• Customer Engagement
• Customer Discovery
• Business Acumen
• Executional Effectiveness

Education

• Bachelor’s Degree; MBA preferred

Additional Requirements

• Heavy travel required.
• Ability to operate a motor vehicle.
• Physical ability to sit for prolonged periods; reach with arms and hands; lift and move small objects; keyboard and other office tasks.
• Must be able to obtain all industry credentials and certifications.