Director, National Accounts - Government

Sanofi • Washington, DC

5d • $178,500 - $257,833 • Remote

About The Position

Sanofi Vaccines is seeking a senior executive to lead commercial strategy, executive engagement, contract strategy, and revenue growth across the Department of Veterans Affairs (VA) and Defense Health Agency (DHA). The role is responsible for capturing growth opportunities, advancing immunization rates, and positioning Sanofi as a preferred vaccine partner across the federal health ecosystem. It requires expertise in federal procurement, public health policy, and senior-level relationship management, alongside the ability to navigate complex agency structures and contracting requirements.

The Director serves as Sanofi's primary commercial executive liaison to federal health agencies and represents the Sanofi Vaccines portfolio. The position leads federal contract bids and negotiations, builds relationships with agency decision-makers, coordinates matrixed internal teams, and uses analytics to guide strategy and performance. The role is remote in the United States and requires national travel of up to 60%.

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.
• Strong federal and political acumen, including experience navigating complex, multi-stakeholder government environments.
• Ability to travel nationally up to 60%.

Nice To Haves

• MBA.
• 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 VA and DHA.
• Build and maintain influence maps across national, regional, and local federal health structures, including VA Regions, VISNs, VAMCs, and DHA.
• Develop and deliver RFP strategies and responses for federal contract opportunities, ensuring competitive positioning and compliance.
• 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.
• Cultivate and sustain relationships with C-suite executives, key opinion leaders, agency heads, procurement leaders, senior clinical leaders, and other decision-makers.
• Coordinate across federal decision-making structures to maintain Sanofi's influence throughout the government health hierarchy.
• Serve as Sanofi's primary commercial executive liaison to federal government health agencies and represent 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.
• Establish and lead a 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 across 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 healthcare, prevention, and wellness programs.
• Mentoring and international mobility programs.
• Opportunities for career growth and development across four continents.
• Company employee benefit programs; further details are available through the company benefits information.

What This Job Offers

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