aTTP/Cablivi Institutional Account Director (IAD)- Indiana/Michigan
Company: Sanofi Group
Location: Tallahassee
Posted on: May 28, 2023
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Job Description:
Sanofi
Job Description
Job Title: Rare Blood Disorder - aTTP/Cablivi Institutional Account
Director (IAD), IN / MI
Band Level & Job Code: 3.1
Functional Area/Department: Reports to Director, Intuitional
Accounts (DIA), West
Summary of Purpose/Responsibilities
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.
Account Management & Coordination
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
Experience & Skills
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
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
Current customer relationships in the geography/institutional
accounts ideal
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
Qualifications
B.A./ B.S. degree required; advanced degree preferred
Responsible for institutional accounts in the following
states/cities: Indiana and Michigan
Have a valid driver's %
Preferred Qualifications:
IDN knowledge preferred
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.
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:
At Sanofi diversity and inclusion is foundational to how we operate
and embedded in our Core Values. We recognize to truly tap into the
richness diversity brings we must lead with inclusion and have a
workplace where those differences can thrive and be leveraged to
empower the lives of our colleagues, patients and customers. We
respect and celebrate the diversity of our people, their
backgrounds and experiences and provide equal opportunity for
all.
Keywords: Sanofi Group, Tallahassee , aTTP/Cablivi Institutional Account Director (IAD)- Indiana/Michigan, Executive , Tallahassee, Florida
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