Key Account Manager - Vaccines- Detroit, MI
Detroit, Michigan, Remote
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Position Title: Key Account Manager
Who You Are:
You are a learner - always seeking to improve yourself, your team, and the world around you.
You thrive on direct, honest, and supportive communication.
You are always thinking about how to help the teammates around you excel.
You are extremely organized, dependable, nimble and self-motivated with the ability to excel in a fast-paced environment.
You will be joining the Key Account Management Team within the Vaccines Commercial organization and will work closely with field sales colleagues, as well as internal key stakeholders. The Account Management team is an elite sales team that shares the ambition of being the preferred customer partner by providing value to our customers in order-to drive vaccine sales and protect patient lives. We operate in an inclusive environment that champions career growth, cultivates talent and celebrates successes.
The Key Account Manager (KAM) develops strategic partnerships with Large Organized Customers (LOC) to understand and anticipate business needs and support customer vaccination goals through commercial offers, advocacy, quality, and other customer segment/brand strategic initiatives. 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/Medical Groups, 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.
Essential Job Duties and Responsibilities:
Achieve financial/quota goals for key product franchises within assigned segments (e.g. Integrated Health Networks, State Departments of Health, Vaccines for Children's program, 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 initiatives, 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, Physician Buying Groups, group purchasing organizations, pharmacy purchasing networks, Accountable Care Organizations and other large influential stakeholders)
Apply customer knowledge and market insights to Sanofi Pasteur selling model.
Sales Execution and Implementation:
Execute SP brand strategies sales model and customer intimacy strategy during simulated customer interactions and the sales call with high-value large organized customers by utilizing strategic dialogue to understand customer objectives and goals (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.
Drive adoption and maximize use of SP products by engaging broad range of contacts within LOCs including, but not limited to: C-suite, Department Chiefs, Quality/Transformation officers, Pharm Ds, Operations and Purchasing personnel
Utilize internal resources and key stakeholders throughout entire sales process to address customer / business objectives and goals.
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, and develop/execute 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 established customer engagement metrics. Maximize customer engagement via the appropriate balance of in-person and virtual (Zoom) media.
Execute sales operational duties to support selling process (e.g. business case development, contract performance management, customer cost analysis, 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 marketing, Contract/Data/Analytics, and customer marketing, Market Access)
Proactive and routine communication of customer and market observations (written/verbal) in line with all corporate guidelines
Routine customer contract management including but not limited to contract performance assessment, membership management and proactive communication with contract owners to maximize SP product usage and corresponding contract viability
Bachelor’s Degree Required w/ Advanced Degree preferred
High level business to business experience including partnership with key stakeholders up to and including C-Suite
Minimum 3 years Related Experience
Experience managing complex large accounts and selling experience in large-organized customers
Exceptional communication skills that include verbal, written and presentation abilities
Demonstrated problem-solving and strategic thinking skills
Outstanding consultative and networking capabilities
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.
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.
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.