Senior Manager, Immunology Account Executive - Southeast Region

Role Summary

The Senior Manager, Immunology Account Executive - Southeast Region leads, manages and coaches a regional team of Immunology Account Executives. Primary objectives include assessing regional business opportunity within the assigned regional geography and priority Immunology Accounts to deliver on product performance goals. This role requires understanding of Immunology brand value propositions and their application within target accounts and with key customer influencers and decision-makers, by direct reports who engage these customers.

Responsibilities

• People Leadership
  • Develop, implement and execute effective skill development plans for direct reports. Deliver coaching via field-travel and engagement with IAEs during business and key account planning discussions. Evaluate execution of franchise priorities and generate plans to ensure performance of IAEs to behavioral expectations.
  • Lead KAM and internal partnership communication to ensure coordinated execution of Immunology and IAE core priorities. Monitor and clarify IAE roles and priorities across partner organizations.
  • Develop and advance development planning with direct reports. Elevate organizational Inclusion and Culture goals through engagement with direct reports and partners.
• Business Strategy (Analysis, Planning, Execution)
  • Clarify and integrate marketing strategies into regional execution, including sales training needs, during in-field and regional meetings to elevate regional effectiveness within key account management.
  • Collaborate with Market Access and Trade to understand the healthcare landscape and identify potential health system opportunities, developing solutions within approved standards.
  • Coach the use of approved promotional materials with health economic messaging.
  • Lead analysis and application of sales data with direct reports and partners to inform strategic planning and execution to achieve sales objectives.
  • Utilize analytic tools to assess regional sales performance and create strategic selling initiatives. Communicate monthly regional performance versus objectives.
  • Work with franchise leadership to develop and execute regional pull-through plans in support of core execution priorities.
  • Drive regional execution of business and Key Account planning, integrating evolving account targeting and messaging strategies into regional practice. Monitor execution with appropriate tools to ensure outcomes.
  • Engage prioritized accounts directly to build relationships with key customers in support of organizational objectives.

Qualifications

• Bachelor’s degree required.
• Advanced analytical, coaching, direct people leadership, communication and presentation skills.
• Knowledge of applicable regulations and standards affecting business.
• Ability to examine complex business environment and develop/execute plans in response to market and account opportunities.
• Experience working within large accounts and across KAM/Matrix teams is strongly preferred but not required.
• Immunology sales/sales leadership is preferred but not required.

Education

• Bachelor’s degree required.

Additional Requirements

• Driving a personal auto or company car or truck, or a powered piece of material handling equipment.
• Valid driver’s license: Ability to pass a pre-employment drug screening test and meet safe driving requirements.