National Account Director, Optum and UnitedHealth Group

Position Title: National Account Director - Optum/UnitedHealth Group - MPG00000

Role Responsibilities:

• Serve as the main point of contact for Account and decision making regarding with whom to engage based on audience and nature of discussion.

• Lead and manage the account negotiation and contract development process

• Responsible for securing competitive product access and formulary placement, drive Sales and to position Sanofi as a leader in the respective disease categories

• Engage (CEO, COO, CMO, SVP, Director), key influences and or key decision makers across multiple departments within the customer organization to create mutually beneficial business relationships    

• Develop a robust internal support network that influences brand strategy and executes tactics through frequent headquarter meetings and interactions

• Ensure critical customer and business insights are communicated / presented to Brand Management, USMA, Sales Leadership and Senior Management

• Collaborate transversally with Field Sales, Government Affairs and Policy, Health Outcomes, Operations, Medical Affairs, Customer Development, and Brand. Management personnel Provide strong leadership, strategic thinking, business planning, communication skills, along with the results orientation, and business savvy.

• Responsibility for full budget allocation and management for account team

• Lead account management to develop, negotiate and implement innovative contracts to support brand strategies and coordinate pull-through activities to support access opportunities and challenges. Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders

• Demonstrate the ability to identify and initiate market shaping opportunities through evolving customer and government business models

• Maximize business opportunities with brand management teams to develop and enhance segment strategies  

• Shape value position and collaborate with Business Unit and Market Access and Business Development Senior Leadership to advance organizational knowledge of customer competitors and market evolution

• Work transversally and communicate appropriately with internal (e.g., sanofi-pasteur, Sanofi-Genzyme) and external (e.g., alliance partners, JV partners) partners

Essential Functions of Position:

PERFORMANCE LEADERSHIP

• Attain or surpass Access and Volume/Share business goals. Communicate timely and accurate information on company vision, strategies, tactical, operational and performance objectives

• Consistently lead, coach, train, develop, appraise, promote, reward and recognize a diverse, elite team

BUSINESS ANALYSIS AND PLANNING

• Formulate, implement, and regularly assess business plan with Core Team members to achieve business objectives

• Effectively utilize all available information to analyze and capitalize on business opportunities

ACCOUNT MANAGEMENT LEADERSHIP

• Lead Account Executives to manage accounts by providing product information, knowledge, and resources to secure business

• Identify and examine key account information and data where possible

• Understand global managed care initiatives

• Secure and translate an in-depth understanding of key account initiatives and projects

• Develop relationships with key account personnel at select key accounts

• Facilitate and direct cross-functional projects

ADMINISTRATIVE/OPERATIONAL/PROFESSIONAL

• Develop and implement administrative processes that ensure the timely, prioritized completion of activities

• Utilize available resources to efficiently and effectively achieve objectives

• Effectively utilize all available forms of communication that generates teamwork and accountability

• Consistently demonstrate a working knowledge of disease entities, Sanofi products and competitive products to position our products appropriately

Critical Skills:

• Customer Focus

• Focuses attention on building and maintaining customer relationships to achieve success

• Demonstrates Executive Presence

• Directing Others

• Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives

• Building Talent

• Continually focuses on the performance and development of one's self and others to enhance the talent of the company

• Analytical Skills and Decision Quality

• Synthesizes data from multiple, conflicting data sources to evaluate business opportunities and develop solutions

• Building Effective Teams

• Develops, motivates and guides a group to successful outcomes and the attainment of business objectives.

Key Competencies:

• Demonstrate ability to Think Strategically to turn market dynamics into insights and opportunities.  Develop plans to deliver results

• Advanced negotiation skills

• Contracting exposure and experience

• Commit to Customers to gain a deep understanding of the customer, healthcare landscape and market and identify opportunities. A commitment to internal partners is also extremely important

• Strive for Results through strong business plan execution, as well as ability to clearly define goals, milestones, and KPIs for performance tracking

• Demonstrate the ability to Make (good) Decisions in all facets of work

• Continually lead the evolution of USMA and Sanofi US, Act for Change

• Transversal Collaboration as evidenced by ability to work effectively across the organization

• Lead Teams including direct reports and leading without authority

• Develop People to improve performance and prepare for additional responsibilities

QUALIFICATIONS:

Requirements:

• Travel up to 80% of time

• Bachelor’s degree required, MBA or other advanced degree preferred

Experience:

• 7-10 years pharmaceutical industry experience

• 5+ years of experience in managed markets environment(s), payer experience preferred

• Contracting experience preferred

• Previous people management experience preferred

• Account management leadership is a key attribute

• Brand management and Sales Management a valuable “plus”

Professional Skills:

• Executive level negotiation, contracting and people leadership  skills

• Cross functional skills (Senior level cross-functional team management, operations, marketing) a plus

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.

Fully vaccinated, according to the CDC, an individual is considered to be “fully vaccinated” fourteen (14) days after receiving (a) the second dose of the Moderna or Pfizer vaccine, or (b) the single dose of the J&J vaccine. Fully vaccinated, for new Sanofi employees, is to be fully vaccinated 14 DAYS PRIOR TO START DATE.

​Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

#GD-SA
#LI-SA

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.