Rare Blood Disorder - CABLIVI Institutional Account Director (IAD)

About the Job

Sanofi is rapidly building momentum with the execution of its Rare Blood Disorders strategy, with an area of focus in acquired thrombotic thrombocytopenic purpura (aTTP) and CABLIVI (caplacizumab-yhdp). The CABLIVI Institutional Account Director (IAD) acts as the designated point of contact representing Sanofi to optimize access and pull through at high potential hospitals and health system/IDN accounts.

This individual will work closely and coordinate with internal cross functional teams (e.g., Marketing, Sales, Patient Support Services, and Market Access) to provide support in the areas of regional pull through, partnership/relationship building, operational excellence, business analytics, and strategic insight/input. CABLIVI IADs will report directly to Director of IAD.

Main Responsibilities

• Have significant experience with institutional sales through a total account approach mindset, including a proven track record of success in formulary acceptance and subsequent pull-through
• Develop in-depth knowledge of each assigned customer account including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs
• Support clinical advocacy (e.g., gaining KOL endorsement) and develop/implement strategies and tactics to support access coverage on provider pathways, EMRs and/or formularies
• Develop a keen understanding of the CABLIVI Artificial Intelligence Model with an ability to leverage the CABLIVI efficacy and safety message to support brand needs
• Integrate understanding of customer business segmentation into product objective planning and execution
• Develop deep understanding of product access processes at institutional accounts, Requests for Proposals, Pharmacy & Therapeutics Committee workflow internally and externally, key stakeholders, business segment relevant financial models (Budget Impact Model), and clinical evaluation models
• Develop and deepen strategic partnerships. Account interactions to include but are not limited to 'C-suite', 'D-Suite' executives and population health decision makers at the account
• Support pull-through of CABLIVI at targeted Integrated Delivery Networks (IDN) and support establishment of aTTP protocols as applicable
• Work with internal trade and channel partners on distribution issues as well as the channel operations team to ensure access to product is maintained
• Create clear messages for dissemination to cross functional matrix field teams (including but not limited to field sales, payer account team, thought leader liaisons, patient support services)
• Maintain open & transparent communication throughout the company, especially in regard to business unit and cross business unit initiatives with similar accounts

About You

Basic Qualifications

• B.A./B.S. degree required; advanced degree preferred
• Have a valid driver's licence
• A minimum of five (5) years of relevant work experience
• A minimum of two (2) years of institutional account management experience
• A consultative mindset enabling effective and creative problem solving with customers' needs as a primary focus with experience in strategic account planning/selling
• An outstanding communicator and presenter with strong negotiating skills and ability to understand and effectively communicate economic value health economic information
• Shapes the system by gaining deep insights into business needs and shapes value propositions to deliver joint value
• Aligns the system by facilitating implementation through alignment internally and externally
• Gains insights by understanding connections and beliefs across the ecosystem
• Extremely organized, dependable, and self-motivated with the ability to leverage planning tools in a fast-paced environment

Preferred Qualifications

• IDN knowledge preferred
• Responsible for institutional accounts in the following states/cities: Tennessee and Kentucky
• Current customer relationships in the geography/institutional accounts ideal
• Minimum of five (5) years of healthcare sales/account management experience including direct market access experience or First Line Manager experience
• Hospital inpatient experience preferred
• Hematology products and physician reimbursement experience preferred
• Significant experience and understanding of the ever-changing payer environment and its impact on patient access to products infused in provider offices and health care facility settings of care