Key Account Manager Business Solutions (South Central)- Vaccines

Role Summary

Key Account Manager Business Solutions (South Central) – Vaccines. Travel up to 75% of the time to customers, conventions, training, and other internal meetings. Location: Remote/Field. The primary goal of the Account Manager (AM) is to achieve and exceed financial goals and quotas established for the assigned accounts and business segments, translating product and business segment value proposition strategies into specific account plans that drive the achievement of financial goals. The AM identifies business opportunities, develops business partnerships, provides input into decision-making, and implements contracting strategies and guidelines of VaxServe Account Management. The AM serves as the focal point in communications between Account Management and internal and external customers, developing a territory business plan with strategic objectives for each health system in their territory, and partnering with others within the Sanofi Group to implement objectives. Geographical area of responsibility includes Texas, Oklahoma, Louisiana, Arkansas, Florida and Mississippi.

Responsibilities

• Development of business relationships with assigned customers. The primary goal is to positively differentiate VaxServe products and services from the competition so that VaxServe is seen by the customer as the best business partner. The AM must interact with and develop business relationships within the targeted customer base. Networks include: President, CEO, Chief Medical Officer, Pharmacy Director, Quality Assurance, Clinical Pharmacist, NCQA/HEDIS Coordinator, Purchasing Department, all Chief Medical Directors, Sales and Marketing, Drug Information, Director Business Development, etc. The AM is responsible for networking the entire organization to position VaxServe in the marketplace.
• Work closely with internal and external customers and coordinate and facilitate all pull-through activities to maximize contract gross margin of all products. The AM will be responsible for Non-SP contract fulfillment in Targeted Health Systems. The AM will need to have working relationships with field sales at VaxServe and colleagues at Sanofi Pasteur.
• Partnership With Field Sales Will Help Ensure Proper Training And Development Of a Sales Force Knowledgeable In Managed Care. Specific Action Steps (minimum):
  • Field rides within strategic VS territories
  • Regular verbal and written (including electronic) communications to assigned Division(s)
  • Participation and Leadership as a member of cross functional teams that support overall VaxServe goals
  • Attendance (including regular presentations/updates) at regional and divisional meetings if applicable
  • Will co-operate, collaborate, and communicate in an appropriate and legal way with colleagues at Sanofi Pasteur
• To deepen customer relationships and increase customer intimacy, the AM will partner with their customers to identify unmet business needs whose potential solutions align with our corporate strategy.
  • Assess opportunity and create a business case to justify development of a solution
  • Forecast the sales potential that could result from this business opportunity
  • Work with Director Account Management and other VaxServe resources to develop and validate a solution and assist in the customer implementation
  • Establish and maintain clear customer communication throughout the process
• Develop a territory business plan which highlights how the product and segment marketing strategies and tactics will be implemented and describes the collaboration needed to achieve the desired account goals.
  • Communicate the plan to Senior Management and those involved in the execution of it
  • Adapt and revise the business plan and customer level tactics as needed
• Context Of Job
  • Gaining access to key people within the assigned customers
  • Determining proper coverage of customers by Field Sales personnel. Determining programs needs of the customer and how VaxServe can assist in solving the issues of the customer
  • Getting multi-functional teams together for business strategy discussions, problem-solving and information sharing
  • Developing best practices
• Dimension / Scope
  • Manage and report on assigned marketing and business travel/entertainment budgets. Follow P&P
  • Assist Field sales in prioritizing and scheduling sales time to provide coverage of Account Management customers including call frequency, content and product mix
  • Determine the sales potential of assigned customers by appropriately working with other partners

Qualifications

• Required: BA/BS degree
• Required: 3-5 years of sales experience
• Required: The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple projects
• Required: Possesses strong business acumen and strategic thinking skills
• Required: Self-directed and organized with excellent execution and planning skills
• Required: Ability to adapt and change in a shifting environment
• Required: Excellent communication skills both written and oral
• Required: Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle

Skills

• Business Planning - In depth knowledge
• Negotiation Skills - In depth knowledge
• Building Relationships - Dealing with all levels in an organization - In depth knowledge
• Time Management - In depth knowledge
• Presentation Skills - In depth knowledge
• Computer knowledge and skills - MS Excel, MS PowerPoint and Data Analytics
• Consensus Selling
• Business Communication Skills
• Project Management, Sense of Urgency and Networking are key competencies that are needed to be successful in the Account Manager position