Director, Strategic Account Lead - Northern California

Alnylam Pharmaceuticals

22d • $204,000 - $276,000

About The Position

The Strategic Account Lead (SAL) role leads strategic engagement and contracting with target key accounts in order to drive growth, revenue, and joint value creation for Alnylam and the customer by enabling and optimizing access to Alnylam products and driving innovation for patients and health care providers.
The Strategic Account Lead (SAL) will provide innovative, influential account engagement to shape and deliver the strategy for Alnylam Strategic Accounts in order to achieve access, create value and deliver profitable growth for Alnylam.

Requirements

• Bachelor’s degree, emphasis in Accounting, Marketing, Business Administration or equivalent work experience in business management, ideally complemented by an MBA
• Minimum 7 years of experience in B2B selling in a life sciences environment
• Previous account management experience with health systems and/or hospitals/ IDNs
• High level of confidence and capability to understand and communicate complex scientific concepts to a range of stakeholders, plus executive presence and communication skills to engage with a C-Suite audience
• Expertise and understanding of dynamic market access value models such as value-based propositions and budget impact and cost effectiveness models, etc
• Strong interpersonal skills including written and oral communication skills, ability to synthesize data, interpret and translate into compelling and clear commercial strategies and plans
• Demonstrated ability to successfully mobilize a cross-functional team, including interpersonal skills to foster collaboration and succeed in a highly matrixed environment by leading without direct authority
• Understanding of the IDN environment, including coverage and reimbursement, pricing and contracting, formulary management and health technology assessment
• Strong analytical skills and ability to think critically, challenge conclusions and underlying assumptions
• Ability to synthesize multi-source information (qualitative and quantitative) to develop strategic plans
• Knowledge of value based healthcare and outcome based models
• Executive presence and the ability to interact and negotiate with C-suite customers
• Highly proficient in Microsoft; Excel, Word, and PowerPoint

Nice To Haves

• Master’s degree: Master of Business Administration (MBA) preferred
• Active membership of relevant pharmaceutical associations would be beneficial

Responsibilities

• Lead the development and execution of the comprehensive account strategy for target accounts to bring the best of Alnylam to the customer and to maximize profitability, revenue growth and market share for Alnylam
• Analyze and synthesize information from multiple sources to identify and prioritize business opportunities across the account by applying relevant frameworks and analytical methods
• Work with the Alnylam Leadership Team to co-develop and agree on strategies, programs objectives and KPIs for target regional accounts aligned with organizational and brand priorities and the wider business strategy
• Support the account team with the prioritization of solutions, programs and specific pull-through tactics to ensure sustainable growth and mutual value creation
• Anticipate likely market and customer developments, identify third party influence factors and shape the account strategy accordingly
• Partner with target healthcare systems and organized customers to foster innovation in care through the adoption of Alnylam’s products
• Engage senior level stakeholders to influence policies, decisions and perceptions to enable patients to effectively navigate the treatment journey and ensure appropriate use of Alnylam products
• Facilitate the introduction of new products and indications with institutional stakeholders by ensuring adequate budget allocation at the strategic account level
• Leverage a range of strategies and tactics to maximize the level and quality of access for Alnylam products
• Identify programs to partner with the Organized Customer to enhance the system of care and clinical decision making
• Provide insights, education and information about scientific, clinical and technological innovation
• Facilitate strategic partnership with account stakeholders to create mutual value for Alnylam and customers and deliver strategic goals
• Identify and maintain strong relationships with senior business stakeholders (Chief, VP, Director) in target accounts to support access for Alnylam’s products across the company portfolio
• Strengthen the perception of Alnylam as a strategic partner by sharing insights and information to support patient identification and improving the delivery of care by establishing treatment pathways and protocols
• Provide clear direction to other field teams to identify and prioritize stakeholders within their target accounts
• Negotiate, review and agree contracts, incorporating solutions to strengthen partnerships with strategic account stakeholders
• Collaborate with other functional and business leaders to ensure adequate Voice of the Customer to inform strategic planning across all stakeholders and channels
• Support the delivery of account goals for National accounts, working closely with the Strategic Accounts Team
• Support the execution and pull through of contracting and initiatives with national organized customers to ensure value maximization
• Measure, report and communicate value delivered for national organized customers in order to strengthen customer partnership
• Share insights gathered through customer engagement

Benefits

• comprehensive benefits including medical, dental, and vision coverage, life and disability insurance, a lifestyle reimbursement program, flexible spending and health savings accounts and a 401(k)with a generous company match
• Eligible employees enjoy paid time off, wellness days, holidays, and two company-wide recharge breaks
• We also offer generous family resources and leave

What This Job Offers

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