Job Title: Institutional Account Director (Rare Blood Disorder)

• Location: Remote - NY, Metro

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). Given the need for a true focus on the total account approach and execution, the organization has decided to develop an Institutional Account Director organization to further support and accelerate our CABLIVI initiatives. 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. CABLIVI IADs will be critical in serving evolving customer needs by providing a coordinated approach to achieve key goals at both the brand and above-brand level.  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. Partnerships to expand within the marketplace to target broader customer stakeholders that are involved in account level access 

• 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
• A minimum of eight (8) years of relevant work experience, with a minimum of five (5) years of healthcare sales/account management experience including direct market access experience or First Line Manager experience (For internal candidates, years of experience may be evaluated based on relevant experience in the same or similar area)
• Responsible for institutional accounts in the following states/cities: New York
• Have a valid driver’s license
• 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

Preferred Qualifications:

• A minimum of two (2) years of current/recent institutional account management experience in field working with population health decision makers and other access influencers optimal
• IDN knowledge preferred
• Hospital inpatient experience preferred
• Hematology products and physician reimbursement experience preferred
• Current customer relationships in the geography/institutional accounts ideal
• 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.
• Must achieve and maintain compliance with all applicable Sanofi Genzyme policies and procedures and regulatory and legal requirements, and require the same of his/her team

Travel Requirements:

• ~70-80% Travel, depending on geography

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. 

Why Choose us:

• Bring the miracles of science to life alongside a supportive, future-focused team.

• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.

• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.

• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.

The salary range for this position is:

All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs. Additional benefits information can be found through the .