Regional Account Director, NJ-PHL

Company: Sanofi

The Regional Account Director reports to the Regional Accounts Leader and is responsible for establishing and leveraging credible relationships within all assigned accounts, which will include; regional payers, Regional specialty pharmacies, Regional PBMs, targeted ACO, targeted IDNs, MACs and state Medicaid agencies, to achieve and maintain open and appropriate access to all Sanofi Brands. This position is responsible for the implementation of short- and long-term business plans that will optimize appropriate coverage, coding, Utilization Management, payment of and patient access to Sanofi products.

This individual will be responsible for engaging in frequent and compliant discussions with key decision makers, to manage, assess and, if appropriate, impact change of existing policies to align with the internal strategies for Sanofi Brands. The Regional Account Director will demonstrate strong relationships with Trade/Industry Relations, Medical and Pharmacy Directors (clinical and administrative), Case Managers, Medical Benefit Managers, and other key decision makers within their assigned accounts.

Efforts will include working with national headquarters of managed care organizations and leading pull-through strategies to local offices of the national organizations, as well as initiatives with other large and local managed care organizations. The Regional Account Director is expected to work with minimal supervision and strategic independent thought.

This individual will work closely with the Sanofi Value and Access, Pricing and Contracting, Analytics, PSS, case management, reimbursement support (i.e., FRMs, FAS), medical, government and local sales and sales leadership teams, to ensure consistent exchange of important payer insights and messaging. The Regional Account Director will provide periodic market updates to Sales Management and other internal teams, regarding important payer and health care reform trends and issues.

Main Responsibilities:

• Implements strategies and tactics to support appropriate formulary placement and reimbursement (coverage, coding, payment, and patient access) across assigned customers.
• Negotiates cost effective contracts that allow access to our products by providers and their patients.
• Responsible for positive business outcomes within assigned accounts.
• Creates clear messages for dissemination to sales on important payer trends, reimbursement changes, and billing requirements that will positively impact product utilization.
• Represents the Market Access organization, with professionalism and integrity, at national payer organizations and SPP meetings and internally with various departmental and leadership teams.
• Maintains accurate account information within customer databases.
• Partner with the various product PSS and case managers to assure accurate coverage determinations and resolve customer issues.

Required Qualifications:

• Bachelor's degree required; Master’s/advanced degree preferred.
• 2+ years direct managed care experience.

Preferred Qualifications:

• 5+ years field-based pharmaceutical/biotech Sales and/or Marketing experience preferred.
• Established positive relationships with Pharmacy Directors and Medical Directors within key assigned accounts.
• Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding and patient access to drugs, biologicals, medical devices.
• Experience in Specialty Pharmacy and patient support services.
• Experience with medical benefit products.
• Therapeutic experience in Immunology, Diabetes, Neurology, Oncology, Rare Diseases and/or Rare Blood Disorders.
• Experience negotiating contracts and agreements.
• Exceptional communication skills that include verbal, written and presentation abilities.
• Demonstrated problem-solving capabilities.
• Outstanding consultative and networking capabilities.
• Excellent project management skills, with the ability to handle multiple tasks at one time.
• Ability to skillfully negotiate in tough situations with both internal and external groups.
• Understanding of organizational behavior, culture and be able to flourish in a complex and rapidly evolving workplace.
• Skilled to successfully lead account teams through collaboration with other members within and across sales, marketing, reimbursement, and other business groups to improve overall effectiveness.

Role Criteria:

• Field-based.
• Requires greater than 50% travel.