Area Business Director, Los Angeles, CA

Sanofi•Los Angeles, CA

3d•$148,500 - $247,500•Remote

About The Position

The Area Business Director will report to the Regional General Manager and will lead a team of sales professionals called Area Business Managers (ABM). This sales team is responsible for engaging key stakeholders within Pediatrics, Family/General Practice, IDN/IHNs, Health Systems, and Federally Qualified Health Centers. The Area Business Director is a dynamic accounts sales leader who provides inspirational leadership and strategic direction to a team of ABMs. This person seeks to expand their sales leadership experience with a cutting-edge pharmaceutical company that is committed to making positive impact on patient’s lives. Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI Vaccines driven breakthroughs. In Vaccines, you’ll help advance prevention on a global scale - and shape the future of immunization. Sanofi is an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives.

Requirements

Bachelor's degree
Minimum of 10 years related sales experience (preferably business to business and/or healthcare sales experience).
Minimum 3-5 years first line pharmaceutical sales leadership experience.
Ability to develop strong, professional relationships for scientific exchange and promotion with healthcare providers in the community.
Strong leadership skills combined with demonstrated commitment towards coaching and people development; effective at building teams; an inspirational/motivational leader.
Ability to work collaboratively with others and influence peers and educate management regarding account needs.
Strong customer-facing skills & demonstrated negotiating capability.
Inclusive & Diverse mindset in talent development, promotion and team dynamics and culture.
Excellence in demonstrating personal leadership and being a role model; aligning with company core values and Play to Win Behaviors: Act, Stretch, Think One Sanofi, Focus on Patients and Customers.
Ability to travel within division on a regular basis, which may include frequent overnight and weekend travel.
A valid driver’s license and safe driving record.

Nice To Haves

Advanced or master’s degree
Specific knowledge of vaccine sales or buy and bill, distribution, administration, and reimbursement.
Launch experience within the last 4 years
Experience with organized customers and delivering an executive value proposition for acute care or vaccine products.
Knowledge of the managed market dynamics and competitive landscape in the acute care and/or vaccine space.
Exposure and/or experience in other functional areas of the business (e.g. Sales Training, Customer Solutions, Sales Operations, Managed Care and Marketing).

Responsibilities

Lead a division team of ABMs to build trust with customers and demonstrate value in a business to business selling environment.
Be an expert on your relative business area (ABMs territories) and build robust Divisional business plans that break down impactable business targets by products, segments (Independents, LOCs, etc) and contracting modalities (PBGs, etc).
Strategically direct ABMs in the acquisition, expansion, and retention of targeted customer accounts within the assigned area.
Drive effective implementation of ABM customer plans by using a wide variety of promotion (including omnichannel) as well as analytical tools to improve efficiency in assigned sales geography, based on local assessment of customer opportunities and needs.
Support ABMs to evaluate and prioritize business across many different types of customer segments including: Pediatrics, Family/General Practice, IDN/IHNs, Health Systems, and Federally Qualified Health Centers.
Lead a team to deliver account performance objectives by developing robust account plans that include specific, measurable, action-oriented objectives in accordance with regional goals for targeted health systems, Independent accounts, institutional systems and IDNs by demonstrating comprehensive understanding of the aligned brand strategies and disease state knowledge to ensure each brand can be effectively positioned with key accounts.
Work with account data and multiple territory level data, to develop actionable business plans and conduct business reviews.
Support teams to navigate and communicate complex contracting and pricing resulting in maintaining and expanding sales with targeted customer accounts.
Establish and track territory performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.
Coach/train team members to identify key business opportunities and navigate those settings to identify key points of contacts to drive business.
Work collaboratively with cross-functional teams to prioritize account projects/initiatives that address changing customer and market requirements and needs. Present partnership opportunities to the Hospital and Strategic Accounts team, and coordinate project implementation.
Coordinate with other customer teams to inform customer strategy; proactive and intentional sharing of information/insights.
Recruit, select, train, and coach; ensure the team is appropriately staffed with required competencies.
Build and maintain employee morale and motivation, and encourage development of ABMs in all phases of their work including career development