Director, Regional Accounts (Southeast)

CSL•Nashville, TN

2d•Remote

About The Position

Join a company that tackles fascinating problems and find solutions to complex challenges. With expertise in influenza science and beyond, our team works on the latest research, pioneering technologies to improve the manufacturing process and improve the effectiveness of influenza vaccines. We operate as one integrated global organization drawing together expert staff from different countries to collaborate. Together, we are working to protect communities from seasonal influenza and global pandemic threats. When you join Seqirus, you join a team dedicated to making a difference in people's lives. It's a feeling of possibility, creativity, and purpose to deliver our promise. The Role The Director of Regional Accounts-Southeast is a key member of the CSL Seqirus sales leadership team responsible for leading, coaching, and developing a team of 8-10 Regional Account Managers in achieving sales and marketing objectives and financial goals for CSL Seqirus products in both private and public books of business within key Integrated Delivery Networks, Public Health Accounts, and other select healthcare sites of care. The RAM Director role is a critical role that will lead the further expansion of our RAM organization and enable us to accelerate growth within the regional accounts segment of our business. The role requires the execution of marketing and sales strategies, implementing contracting and pricing plans, and an understanding of aggregate member agreements and wholesaler/distributor partner relationships in the market. The Director of Regional Accounts will report to the Senior Director of Regional Accounts and closely collaborate with additional sales teams in national accounts, field and inside sales, and GPO’s/PBG customer leadership. Further, this role will partner closely with additional internal teams at CSL Seqirus including marketing, market access, contracting, customer operations, medical, legal and compliance. The RAM Director will coach and develop their team through both live and virtual customer engagements on a routine basis. This role will also serve on various HQ focus groups contributing input and feedback based on customer and market needs. The ideal candidate will have a proven track record of success leading Regional Account / Key Account teams in the IDN and Public health space and/or have a significant history of regional & national account management with demonstrated leadership successes. Travel expectations for this role are approximately 50%.

Requirements

Bachelor’s Degree Required in business or life science discipline
A combination of 10-15 years of sales, account management, and sales/account management people leadership experience preferred
Prior vaccine experience in IDN Account Management & Public Health preferred
Demonstrated leadership skills with an ability to problem solve through collaborative decision making with internal and external business partners
Experience managing complex large accounts and selling experience in large-organized customers-specifically IDN’s, Wholesaler/Distributors, Medical Groups, FQHC’s, Public Health Departments
Prior experience and successful execution of contracting with large, organized customers- IDN’s and Public Health Space
Strong business acumen to include developing strategic business plans/account plans that align to CSL Seqirus goals
Adept at negotiation skills to bring exceptional value to customers while delivering financial results for CSL Seqirus

Nice To Haves

Cross-functional experience in marketing, market access, or other relevant disciplines advantageous but not require

Responsibilities

Lead and develop a team of Regional Account Managers by providing clear direction and support aligned to achieving marketing and sales objectives consistent with CSL Seqirus corporate values
Achieve sales and marketing financial objectives for the private and public health business as set forth by the organization
Coach RAM team on strategies and tactics to deliver financial results through customer engagement appointments both live and virtually
The RAM Director requires strong product knowledge, business acumen, customer and market insights, and the ability to coach the execution of business/account plans through effective collaborative leadership
Guide the RAM team in building strong business plans for key accounts to deliver financial goals
Utilize internal and external data and analytical resources to understand customer and market trends
Provide knowledge and market insights to internal stakeholder partners on key customer segments across private and public books of business-IDN’s, Medical Groups, FQHC’s, State Awardees & Departments of Health, LTC, and other healthcare sites of care. The RAM director should lead from the front in navigating the customer landscape to ensure we deliver value to all stakeholders clinically, financially, and operationally for an optimal customer experience
In partnership with their RAM Team and our internal contracting team, execute all contracting requirements with large, organized customers to secure commitments for CSL Seqirus products
Maintain exceptional customer knowledge and develop strong segment expertise to anticipate future customer needs
Partner closely with brand and customer marketing to share insights and evolve strategy and tactics for key public and private customer segments.
Work in close collaboration with additional sales teams in national accounts, field & inside sales, and aggregator customer groups to pull through key IDN contracts, coordinate fulfilment agreements, and maximize buying group programs in the market
Collaborate with additional internal business partners in HR, talent acquisition, legal, compliance, market access & pricing, and customer operations to positively impact business results
Contribute to special projects to provide customer and market insights to assist in evolving commercial strategy
Conduct all business in and ethical and compliant manner in accordance with CSL Seqirus compliance standards
Model our core values of patient focus, innovation, integrity, collaboration, and superior performance