Key Account Specialist
Responsible for Sales coordination across Regional and Local Institutional and LTC Systems by aligning Sanofi products & solutions to corporate level customer needs. Providing deeper capacity for leadership, project management, RCM pull through and Hospital support to NAMS than any Account Representative could do effectively and still maintain their core roles in the hospital and LTC settings. Will Partner across field PCU to achieve best�in-class value to customer. Execute product value propositions through patient centric programs to address customer goal of optimal transition of care by improving clinical outcomes. Ensure positive formulary status across systems/chains; Demonstrate mastery level with Contract Pull through and Negotiations skills; Execute mastery level presentations with Sr. Executive level customers; Execute mastery level clinical discussions using approved literature and resources. The focus will be on LTC accounts and Hospital Systems with major focus on customers with additional responsibilities with Transition of care from the hospital to the LTC facility. Will execute identified market opportunities fostered by Regional Customer Managers and build tactics (trained to build tactics and pull through) to support in local markets. Will be key contact for major GPO hospitals identified by NAMS to call on for pull through initiatives and contracting pull through opportunities. Account Selling and Management Skills:
� Selling our products and growing sales for MTIN
� Identification of Customer needs and aligned solutions incorporated into business plan
� Maximize Contract Pull through on specific Hospitals and systems / LTC Facilities
� Identify stakeholders and develop strategic relationships in hospital systems with �High influence� links to LTC system chains to help facilitate the transition of care and create a �bi-directional� push for formulary and therapy options across the organization.
� Work closely and coordinate with Regional Customer Managers to pull through National Chain Accounts initiatives on a district level to impact the district performance.
� At the District level, Demonstrate Leadership through effective communication and coordination system/chain/GPO activities across geographic boundaries as needed.
� At the district level, demonstrate strategic account planning approach and allocating time and promotional resources appropriately.
� Demonstrates strategic thinking through effective use of sales data and other data resources to effectively to build strategic approach and execute against goals.
� Demonstrates strong understanding of diabetes disease state and competitive products.
� Follows all compliance and regulatory process and procedures
� Account influence and Project Management Skills
� Works with local/regional LTC customer and will coordinate with the MTIN Account Representative.
� Strategic planning on the development of Sanofi approved programs and solutions with key business partners (AEs, HSS, other MTIN, RCMs, Pasteur and others) and then work with the local MTIN account representative for communication, coordination and pull thru activities
� Demonstrate ability to understand and communicate effectively with different types of customers , stakeholder and decision makers
� Effectively measures the impact of leveraged programs and resources against identified business opportunities
� Deliver effective presentations with customers in a group setting and effectively identify with each player within the group while achieving desired outcom
� Project management responsibilities � will oversee key projects for the districts
Long Term Care Business Acumen Skills:
� Strong understanding of the LTC business models and Resident patient types
� Strong understanding of the rules and regulations of LTC, ie F-tags
� Strong understanding of LTC Reimbursement
� Strong understanding of protocol develop and execution throughout the continuum of care.
� 50% travel as needed.
o BS minimum
o Degree preferably in business, science or marketing
o Scientific background a plus
o Minimum 3 years MTIN or hospital/sales experience.
o Account Management experience preferred
o Experience selling in a highly clinical environment, leveraging relationships to impact business and utilizing medical, marketing and account management effectively with a proven record of positive results.
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Sanofi, an integrated global healthcare leader, discovers, develops and distributes therapeutic solutions focused on patients’ needs. Sanofi has core strengths in the field of healthcare with seven growth platforms: diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets, animal health and the new Genzyme.
At Sanofi US, we are committed to the growth of our people, connected in purpose by career, life and health.
Headquartered in Bridgewater, NJ, 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.
Our extensive research and development efforts address key health care challenges in cardiology, oncology, and internal medicine, as well as metabolic diseases and central nervous system disorders.
Sanofi US, along with the other US affiliates, Genzyme, Sanofi Pasteur, Merial and Chattem, employs more than 17,000 people across the country.
Commitment is our Strength. Ready to grow together.
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