Key Account Manager

Sanofi Aventis   •  

Phoenix, AZ

Industry: Pharmaceuticals & Biotech


8 - 10 years

Posted 41 days ago

A Key Account Manager (KAM) develops strategic partnerships with his/her customers to understand and anticipate business needs and support customer vaccination goals through commercial offers, advocacy, quality, and other customer segment/brand strategic initatives. The KAM is responsible for achieving/exceeding sales and marketing objectives across large organized customers within both the public and private sectors (e.g. Integrated Health Networks, State Departments of Health, Vaccine for Children’s program, Veterans Administration, Federally Qualified Health Centers, Long Term Care, and professional organizations).

This position requires proactive utilization of business analytics, marketing insights, and customer knowledge and observations to provide insights and support solution development to increase vaccination rates and drive sales. A KAM will be responsible for acquiring and maintaining expertise in brand/segment strategy and tactics, product knowledge, contracting and pricing platforms, market insights, and executing the Sanofi Pasteur selling model.

Key Responsibilities:

Sales Performance

Achieve financial/quota goals within assigned segments (e.g. Integrated Health Networks, State Departments of Health, Vaccines for Childrens progam, Veterans Administration, Federally Qualified Health Centers, Long Term Care)
Achieve marketing and sales objectives (MSOs) and key performance indicators (KPIs) for assigned customer segments.
Effectively implement advocacy, value-based initatives, and other segment strategies/tactics in support of achieving sales goals.

Customer Knowledge & Market Insights

Effectively engage, navigate and influence complex customers through the identification of interdependencies across multiple functions and departments, including relationships/affiliations with external partners.
Understand, document and continuously evaluate the decision making process (internal influence model) for large organized customers and key contacts within assigned segments and account targets.
Understand, document and continuously evaluate external market influencers and trends within assigned geography (e.g. state immunization policy, VFC ordering logistics, legislation, payers, key opinion leaders, professional organizations, channel partners, group purchasing organizations and other large influential stakeholders)
Apply customer knowledge and market insights to Sanofi Pasteur selling model.

Sales Execution and Implementation

Execute SP sales model and customer intimacy strategy during simulated customer interactions and the sales call with high-value organized customers ( public and private sectors.)
Acquire and apply expertise in brand / segment strategy and tactics, product knowledge, contracting and pricing platforms, and VFC ordering logistics to gain / maintain customer agreement for product, services and solutions.
Promote unique SP value propositions and commercial offer.

Business Analytics and Sales/Territory Planning

Effectively utilize internal / external customer and market data sources (e.g. DDD, direct / indirect sales, contract performance, CDC utilization data, immunization rates) to identify quantitative trends, create insights to drive sales, develop sales forecasts, and proactively communicate outputs.
Assess customer immunization practices and progression towards achievement of brand and segment strategies.
Develop and maintain territory forecasting models/business plans that are aligned with SP brand, segment and customer goals.
Create efficient and effective territory routing plans for assigned customers and key contact types while consistently meeting customer engagement metrics (e.g. calls & contacts per day, reach & frequency).
Execute sales operational duties to support selling process (e.g. business case development, contract performance management, membership management, recording call activity)

Collaboration and Communication

Lead / support collaborative selling model through proactive communication, action plan oversight, clarity of direction, account targeting initiatives / selection and sharing of customer and market insights to inform field sales and members of Commercial Operations.
Collaborate effectively with peers, stakeholders, and business partners across the organization to positively impact business results (e.g., VaxServe, brand and customer marketing, market access)
Proactive and routine communication of customer and market observations (written/verbal) in line with all corporate guidelines

Maintain all compliance standards and complete all compliance trainings
(see legal for correct language to cover all)

Basic Qualifications:

  • BA/BS Degree required, preferably in life science or business, MBA a plus.
  • Minimum 7+ years' sales/business operations experience in the pharmaceutical/healthcare industry.
  • Ability to travel 50-75%.
  • Demonstrated success of cross functional teamwork and working in a matrix environment (sales, market access, customer service, medical affairs, marketing, etc.)

Preferred Qualifications:

  • Demonstrated success working with Large Organized Customers (C-suite level) in a sales/business operations capacity.
  • Previous experience with vaccines or related pharmaceutical product.
  • Excellent strategic thinking, analytical, and communication skills required (proven experience developing and presenting business cases to an executive audience is preferred).
  • Must be energetic and driven to succeed.
  • Must achieve and maintain compliance with all applicable Sanofi Pasteur policies and procedures and regulatory and legal requirements.

Travel Requirements:

  • 50-75% Travel, depending on geography