Job title: Director, National Accounts - Government
Main ResponsibilitiesStrategic Leadership & Market Development
- Lead executive strategy and engagement across the Veterans Affairs (VA), Defense Health Agency (DHA).
- Build and maintain comprehensive influence maps across the full federal health ecosystem - from national agency leadership to regional and local levels, including VA Regions, VISNs, and VAMCs, as well as within DHA.
- Lead RFP strategy development and response delivery for federal contract opportunities, ensuring competitive positioning and compliance with all applicable federal requirements.
- Identify, develop, and capture growth opportunities across all products in the portfolio across the federal health ecosystem.
- Develop and implement data-driven interventions to close immunization coverage gaps and advance vaccination rates across VA & DHA. Cross collaboration with the various Agencies Innovation Divisions and Sanofi BARDA Team, Specialty and General Meds Teams, is critical.
Executive Relationship Management
- Cultivate and sustain C-Suite and Key Opinion Leader relationships at the highest levels of the VA & DHA- including agency heads, procurement leaders, senior clinical leadership, and other decision makers.
- Engage and coordinate across the full spectrum of multi-layered federal decision-making structures, ensuring Sanofi maintains sustained influence at every level of the government health hierarchy.
- Serve as Sanofi's primary commercial executive liaison to federal government health agencies, representing the full breadth and depth of the Sanofi Vaccines portfolio.
Federal Contracting & Compliance Expertise
- Navigate complex federal procurement frameworks including FAR, agency-specific contract vehicles, Made in America requirements, and cybersecurity mandates (CMMC) with precision and expertise.
- Lead government bid processes, contract negotiations, and ongoing compliance management with a deep understanding of federal customers' unique needs, objectives, and regulatory obligations.
- Ensure rigorous adherence to heightened government oversight requirements, performance metrics, and public transparency standards that govern federal contracting relationships.
Cross-Functional Collaboration & Team Leadership
- Establish and lead a high-performing matrix team model in close partnership with internal Sanofi stakeholders including field sales management, Account Management, Market Access, Marketing, and headquarters leadership to ensure seamless execution of federal account strategies.
- Coordinate high-level strategy with Sanofi Vaccines headquarters to ensure alignment between federal account strategy and broader commercial objectives.
- Lead and contribute to special projects that leverage deep market knowledge, market access expertise, and key customer relationships to advance Sanofi's competitive position.
Business Analytics & Performance Management
- Proactively leverage business analytics, customer intelligence, and market observations to drive solution development, refine sales strategy, and anticipate shifts in the federal contracting and procurement landscape.
- Maintain deep expertise in contracting and pricing platforms, membership management processes, and data transactions to ensure operational excellence across all federal accounts.
- Track and report on KPIs including market share, dose volume, contract performance, and revenue growth delivering consistent achievement of sales and marketing objectives.
- Develop and present executive-level business reviews and strategic recommendations to senior Sanofi leadership and federal agency stakeholders.
About YouRequired
- BS/BA required; MBA strongly preferred.
- Minimum 10+ years of progressive experience in government/federal sales, national accounts, or related federal healthcare roles.
- Demonstrated track record of securing, managing, and growing large-scale government contracts with VA, DHA, or equivalent federal agencies.
- Deep expertise in federal procurement regulations (FAR), government contracting vehicles, and compliance frameworks including Made in America requirements and cybersecurity mandates.
- Proven ability to build and sustain C-Suite and senior executive relationships within federal agencies at the highest levels of government health leadership.
- Strong federal and political acumen with demonstrated experience navigating complex, multi-stakeholder government environments.
- Experience with vaccines, biologics, or specialty pharmaceutical products strongly preferred.
- Ability to travel up to 60% nationally.
Preferred
- Direct experience with VA, DHA procurement processes, formulary management, and contract vehicles.
- Experience leading cross-functional teams and executing complex strategies within a matrixed organizational structure.
- Familiarity with vaccine portfolios and the federal public health immunization landscape.
The salary range for this position is:
$178,500.00 - $257,833.33
All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.
