Area Business Manager, Long Beach, CA
Sanofi
Summary
The Area Business Manager (ABM) will be responsible for engaging in account-based business to business interactions within customer segments (Pediatrics, Family/General Practice, IDN/IHNs, Health Systems, and Federally Qualified Health Centers), while presenting clinically focused selling messages to create and grow revenue and to consistently deliver the Sanofi Vaccines portfolio goals.
Job description
The ABM will act as an account orchestrator to provide a more cohesive customer experience and ultimately improve customer and patient outcomes by leveraging cross-functional support from internal teams across US vaccines.
Main Responsibilities
- Grow portfolio share and revenue and to consistently deliver on product goals.
- Be a therapeutic area expert, with the ability to position and differentiate products effectively
- Collaborate and coordinate with other key field-based stakeholders such as Medical Science Liaisons, Market Access teammates, strategic account management Hospital business managers, and others in their territory to proactively address customer needs
- Identify market dynamics and trends, develop strategies which support brand and corporate objectives, and ensure optimal account success within their assigned geography
- Engage with the account and territory data, and work with internal data specialists to use insights that help HCPs operate more effectively.
- Determine optimal ABM strategy for HCPs in an agile way leveraging AI and other digital tools
- Drive results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
- Understand and differentiate portfolio contracting options and compared competitive offerings through financial presentations
- Perform according to a buy/bill model, requiring a specialized skill set for operational support including but not limited to: Complex pricing analysis and price calculator usage, product shipping, monitoring contract compliance and securing contract amendments.
- Plan, organize, and execute local promotional speaker programs and activities
- Maximize budget allocated to the geographic territory to support execution of strategies and tactics and generate/ grow the business.
- Participate and help lead initiatives to support sales success as assigned (e.g. participate in industry related congresses, local and regional meetings and medical conferences).
Requirements
- Bachelor’s degree
- A minimum of 3+ years of pharmaceutical, biotech or medical device sales experience required with business to business knowledge.
- Broad understanding of the healthcare environment, decision making processes & market trends with a proven track record of accessing decision makers
- Possess skills and success within a business to business environment
- Strong commercial business acumen, strategic, critical thinking/problem solving and innovative thinking capabilities
- Ability to navigate a hybrid environment and determine the optimal HCP selling model
- Can dynamically adjust priorities due to changing circumstances.
- An agile learner who is comfortable operating in complex environments
- Experience with omnichannel approaches, and can execute customer engagement through appropriate channels using insights
- Demonstrated ability to use data and data analytics by unearthing valuable insights from data that can help lead to new solutions for the customer
- Demonstrate a passion and learning aptitude for science and is proactive in strengthening knowledge related to disease-state, treatment options and healthcare trends
- The ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple products.
- Broad field sales experience with demonstrated success with influencing decision makers
- Self-directed and organized with excellent execution and planning skills
- Excellent communication skills both written and oral
- Must possess valid driver’s license, be eligible for insurance coverage and must be able to safely operate a vehicle
- Preferred: Graduate degree
- Preferred: A minimum of 5+ years of pharmaceutical, biotech or medical device sales experience with business to business experience
- Preferred: 2+ years account management experience
- Preferred: Enhanced digital acumen
- Preferred: Strong clinical acumen
- Preferred: Experience working in Market Access, Pricing, Contracting or Finance
- Preferred: Proficient with MS Office and customer management databases
Benefits
- Health insurance
- Prevention and wellness programs
- Gender-neutral parental leave
- Retirement programs
Company overview
Sanofi is a French multinational pharmaceutical and healthcare company headquartered in Paris, France. Founded in 1973, the company has grown through strategic mergers and acquisitions to become one of the world's leading pharmaceutical corporations. Sanofi operates as an R&D-driven, AI-powered biopharma company committed to improving people's lives through breakthrough science. The company's portfolio spans seven major therapeutic areas including cardiovascular diseases, diabetes, oncology, immunology, rare diseases, neurology, and vaccines. Through its subsidiary Sanofi Pasteur, it is the world's largest producer of vaccines. Sanofi employs over 84,000 people across more than 100 countries and maintains a significant presence in both developed and emerging markets. The company's innovative pipeline focuses on advancing precision medicines and biologics while maintaining a strong commitment to sustainability and ethical business practices. Sanofi's mission centers on chasing the miracles of science to deliver transformative healthcare solutions globally.