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Hospital Division Associate Director, Vaccines Sales - Southwest

Company: Sanofi Group
Location: Sacramento
Posted on: May 27, 2023

Job Description:

Who You Are:
You are a dynamic hospital and institutional accounts sales leader interested in providing inspirational leadership and strategic direction to an RSV Hospital Account sales team. You are action-oriented and innovative with an entrepreneurial spirit that motivates you to deliver success for you and your team. You seek to expand your sales and leadership experience with a cutting-edge pharmaceutical company that is committed to making positive impact on patient's lives.
The Team:
At Sanofi US, we are committed to the growth of our people, connected in purpose by career, life, and health. Sanofi has been recognized as a top 50 company for diversity in 2021 by Diversity Inc. Sanofi US is part of a leading global healthcare company that is dedicated to improving health and driving back disease by making innovative medicines accessible to people around the world. The Vaccines business has been a global leader in vaccines for 100 years, protecting patients against flu, meningitis, polio, pertussis, bronchiolitis and much more. We supply more than 2.5 million doses of vaccines every day, making it possible to immunize over half a billion people worldwide per year.
The Hospital Division Manager, Hospital Accounts will report to the Head of Hospital Accounts and will lead a small team of Hospital Sales Representatives. The Hospital Account sales team is responsible for engaging key stakeholders within standalone and complex hospital accounts, and integrated delivery network (IDNs). This includes major comprehensive and large community hospitals. This team is responsible for sales achievement and relationship development across the entire patient journey within aligned institutions and surrounding hospital service areas. Products are promoted, as appropriate, and in-serviced at critical HCP decision points throughout the hospital.
Job Highlights:

  • Lead team of RSV Hospital Sales Representatives to build trust with customers and demonstrate value in selling situations through high-quality engagements that deliver solutions in targeted accounts across diverse customer segments that may include major comprehensive and large community hospitals.

  • Drive formulary approvals and protocol development through effective implementation of the Strategic Account plans by using a wide variety of promotional, personnel resources and analytical tools to improve efficiency in assigned sales geography, based on local assessment of customer needs.

  • Lead team evaluate and prioritize business across many different types of customer segments including: Hospital accounts, institutional systems and integrated delivery network (IDNs); both Academic, Comprehensive and large Community Hospitals.

  • Understand multiple interdependencies within an account, consider customer healthcare goals and needs, and maximize account performance by building long-term relationships through collaborative business planning processes and approaches. This includes conducting business reviews with appropriate stakeholders and progress/results of RSV Hospital business, and previously identified opportunities to improve customer benefits.

  • Lead a team to deliver account performance objectives by developing account plans that include specific, measurable, action-oriented objectives in accordance with regional goals for targeted health systems, hospital accounts, institutional systems and IDNs by demonstrating comprehensive understanding of the aligned RSV Hospital teams brand strategies and disease state knowledge to ensure each brand can be effectively positioned with key accounts.

  • Establish and track account performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.

  • Manage funds and resources and ensure their ethical, targeted allocation towards maximizing sales and return on investment.Clearly communicate the marketing strategy and ensure that it is implemented according to the Sanofi's ethical guidelines.

  • Communicate RSV Hospital brands clinical information and commercial offers with meaning and relevance to individual customers; customize discussions and client interactions based on understanding of customer's needs.

  • Coach/train others on different settings of care to identify key business opportunities and navigate those settings to identify key points of contacts to drive business

  • Work collaboratively with cross-functional teams to prioritize account projects/initiatives that address changing customer and market requirements and needs. Present partnership opportunities to the Strategic Accounts team, and coordinate project implementation.

  • Coordinate with customer teams to inform customer strategy, outlining strategy for interactions/ relationship, solutions, and potential offerings for customer.

    Basic Qualifications:

    • Bachelor's degree

    • 10+ years of pharmaceutical sales experience with 2 or more years hospital selling experience

    • 2+ years first line pharmaceutical sales leadership experience

    • Demonstrated experience in account management

    • Prior experience with capitalizing on formulary approval and driving launch support

    • Ability to develop strong, professional relationships for scientific exchange and promotion with healthcare providers in community and academic centers

    • Strong leadership skills combined with demonstrated commitment towards coaching and people development; effective at building teams; an inspirational/motivational leader

    • Exceptional business acumen, strategic agility, strong analytical and conceptual thinking combined with entrepreneurial qualities and abilities

    • Ability to work collaboratively with others and influence peers and educate management regarding account needs.

    • Strong customer facing skills & demonstrated negotiating capability

    • Inclusive & Diverse mindset in talent development, promotion and team dynamics and culture.

    • Excellence in demonstrating personal leadership and being a role model; aligning with company core values and Play to Win Behaviors: Act, Stretch, Think One Sanofi, Focus on Patients and Customers

    • Ability to travel within region on a regular basis which may include frequent overnight and weekend travel

    • A valid driver's license and safe driving record

      Preferred Qualifications:

      • Advanced or master's degree

      • Specific knowledge of vaccine sales or buy and bill, distribution, administration, and reimbursement

      • Existing hospital relationships within the market

      • Hospital launch experience within the last 4 years, preferably from a leadership position

      • Experience with organized customers at the executive level and delivering an executive value proposition for acute care or vaccine products

      • Knowledge of the managed market dynamics and competitive landscape in the acute care and/or vaccine space

      • Exposure and/or experience in other functional areas of the business (e.g. Sales Training, Customer Solutions, Sales Operations, Managed Care and Marketing)

        Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.
        Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
        At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

Keywords: Sanofi Group, Sacramento , Hospital Division Associate Director, Vaccines Sales - Southwest, Sales , Sacramento, California

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