Summary of Major Responsibilities:
The primary goal of the Key Account Manager (KAM), General Markets is to achieve and exceed financial goals and quotas established for the assigned accounts and business segments, including the following: Health Systems, Contract Owners, Occupational Health, Travel, Long Term Care, Urgent Care, Employers, and any other non-traditional medical customer. More specifically, this means translating product and business segment value proposition strategies and tactics into specific account plans that drive the achievement of financial goals. The KAM is also responsible for identifying business opportunities, developing business partnerships, providing input into the decision-making process and implementing the contracting strategies and guidelines of VaxServe Account Management. The KAM serves as the focal point in the communications process between sales and the internal and external customers that the KAM is assigned in their area of responsibility. The KAM develops a territory business plan with strategic objectives for each complex customer in their territory. They will appropriately partner with others within the Sanofi Group to implement their objectives which will assist the Company in achieving all goals.
Key Accountabilities:
Development of business relationships with assigned customers. Business relationships could range from those developed as the result of a formal contract to those that are developed in the normal business interactions with key customer personnel. 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 KAM must interact with and develop business relationships within the targeted customer base. Positions to be networked include, but are not limited to, the following: 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 KAM is responsible for networking the entire organization to successfully 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 KAM will be responsible for understanding and anticipating customer needs and providing the appropriate commercial offers, business solutions, and other marketing/brand strategic initiatives. The KAM will need to have working relationships with both VaxServe and Sanofi Pasteur.
To deepen customer relationships and increase customer intimacy, the KAM 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
Forecast the sales potential that could result from this business opportunity
Work with the Director, General Markets 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
Territory Geography: Oklahoma, Minnesota, Missouri, Iowa, Nebraska, Kansas, North Dakota, South Dakota, Nebraska
Basic Qualifications:
BA/BS degree required
3-5 years vaccines sales experience is required
Competencies & Skills the successful candidate possesses:
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; Product Knowledge; Pharmacology; Knowledge of Industry; Consensus Selling; Strategic Thinking to see the big picture and balance with the needs of the Company; Project Management Skills; Business Communication Skills. Project Management, Sense of Urgency and Networking are key competencies that are needed to be successful in the Account Manager position.
Preferred Qualifications:
Advanced Degree: MA/MS/MBA is preferred
Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.
As a healthcare company and a vaccine manufacturer, Sanofi has an important responsibility to protect individual and public health. All US based roles require individuals to be fully vaccinated against COVID-19 as part of your job responsibilities.
According to the CDC, an individual is considered to be “fully vaccinated” fourteen (14) days after receiving (a) the second dose of the Moderna or Pfizer vaccine, or (b) the single dose of the J&J vaccine. Fully vaccinated, for new Sanofi employees, is to be fully vaccinated 14 DAYS PRIOR TO START DATE.
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.
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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.
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