Director, National Accounts - Government

Sanofi • Washington, DC

4d • Remote

About The Position

Sanofi Vaccines is seeking a senior executive to lead its government national accounts strategy and serve as the company’s primary commercial liaison to the U.S. federal government health ecosystem, with responsibility for the Veterans Affairs (VA) and Defense Health Agency (DHA). The role leads executive engagement, federal contract strategy, and portfolio-wide revenue growth, with the goal of increasing immunization rates and positioning Sanofi as a preferred vaccine partner across federal agencies.

The position requires expertise in federal procurement, public health policy, and senior-level relationship management. It navigates complex federal purchasing and decision-making structures, including VA Regions, Veterans Integrated Service Networks (VISNs), VA Medical Centers (VAMCs), and the DHA command structure. Key areas include federal acquisition regulations (FAR), agency-specific contract vehicles, Made in America requirements, and cybersecurity mandates such as CMMC.

The Director builds executive relationships, develops and captures contract opportunities, leads bid and compliance activities, and coordinates matrix teams across Sanofi. The role also uses business analytics and customer intelligence to guide strategy, track commercial performance, and present recommendations to Sanofi leadership and federal agency stakeholders. National travel of up to 60% is required.

Requirements

• Bachelor of Science or Bachelor of Arts degree required.
• At least 10 years of progressive experience in government or federal sales, national accounts, or related federal healthcare roles.
• Demonstrated success securing, managing, and growing large-scale government contracts with VA, DHA, or equivalent federal agencies.
• Deep expertise in federal procurement regulations, including FAR, government contracting vehicles, and compliance frameworks such as Made in America requirements and cybersecurity mandates.
• Proven ability to build and sustain C-suite and senior executive relationships within federal agencies and government health leadership.
• Strong federal and political acumen, with experience navigating complex, multi-stakeholder government environments.
• Ability to travel nationally up to 60%.

Nice To Haves

• MBA strongly preferred.
• Experience with vaccines, biologics, or specialty pharmaceutical products.
• Direct experience with VA and DHA procurement processes, formulary management, and contract vehicles.
• Experience leading cross-functional teams and executing complex strategies in a matrixed organization.
• Familiarity with vaccine portfolios and the federal public health immunization landscape.

Responsibilities

• Lead executive strategy and engagement across the Veterans Affairs (VA) and Defense Health Agency (DHA).
• Build and maintain influence maps across the federal health ecosystem, from national agency leadership to regional and local levels, including VA Regions, VISNs, VAMCs, and DHA.
• Lead RFP strategy development and response delivery for federal contract opportunities, ensuring competitive positioning and compliance with applicable federal requirements.
• Identify, develop, and capture portfolio growth opportunities across the federal health ecosystem.
• Develop and implement data-driven interventions to address immunization coverage gaps and advance vaccination rates across VA and DHA.
• Collaborate with agency innovation divisions, the Sanofi BARDA team, and Specialty and General Medicines teams.
• Cultivate and sustain C-suite and key opinion leader relationships with agency heads, procurement leaders, senior clinical leadership, and other decision makers at VA and DHA.
• Coordinate engagement across federal decision-making structures to maintain Sanofi’s influence at all levels.
• Serve as Sanofi’s primary commercial executive liaison to federal government health agencies, representing the Sanofi Vaccines portfolio.
• Navigate federal procurement frameworks, including FAR, agency-specific contract vehicles, Made in America requirements, and CMMC cybersecurity mandates.
• Lead government bid processes, contract negotiations, and ongoing compliance management.
• Ensure adherence to government oversight requirements, performance metrics, and public transparency standards for federal contracting.
• Establish and lead a high-performing matrix team in partnership with field sales management, Account Management, Market Access, Marketing, and headquarters leadership.
• Coordinate strategy with Sanofi Vaccines headquarters to align federal account strategy with broader commercial objectives.
• Lead and contribute to special projects that use market knowledge, market access expertise, and customer relationships to advance Sanofi’s competitive position.
• Use business analytics, customer intelligence, and market observations to develop solutions, refine sales strategy, and anticipate changes in federal contracting and procurement.
• Maintain expertise in contracting and pricing platforms, membership management processes, and data transactions for federal accounts.
• Track and report KPIs, including market share, dose volume, contract performance, and revenue growth.
• Develop and present executive-level business reviews and strategic recommendations to Sanofi leadership and federal agency stakeholders.

Benefits

• Health and wellbeing benefits, including high-quality healthcare and prevention and wellness programs.
• Mentoring and international mobility programs.
• Opportunities for career growth across four continents.
• Employees may be eligible to participate in company employee benefit programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director