Key Account Manager Business Solutions West Region
About The Position
The Key Account Manager (AM) is responsible for achieving and exceeding financial goals and quotas for assigned accounts and business segments. The AM translates product and business-segment strategies into account plans, identifies business opportunities, develops customer partnerships, and implements VaxServe Account Management contracting strategies and guidelines. The role serves as a communications focal point between Account Management and assigned internal and external customers, and develops territory plans for health systems in the assigned region in collaboration with Sanofi Group colleagues. The role covers a remote territory that may include Arizona, Colorado, Utah, Nevada, New Mexico, Nebraska, Oregon, Washington, Idaho, Montana, Wyoming, North Dakota, and South Dakota. The AM develops relationships across customer organizations, coordinates contract pull-through activities, supports sales-force training in managed care, and works with customers and internal partners to identify needs and implement solutions. The AM also creates and communicates territory business plans, adapts plans and customer-level tactics as needed, and manages assigned marketing and business travel/entertainment budgets in accordance with policies and procedures.
Requirements
- Bachelor’s degree (BA/BS) required.
- 3–5 years of sales experience required.
- Ability to execute tactical initiatives, provide ongoing feedback, and prioritize multiple projects.
- Strong business acumen and strategic-thinking skills.
- Self-directed and organized, with excellent execution and planning skills.
- Ability to adapt and change in a shifting environment.
- Excellent written and oral communication skills.
- Valid driver’s license, eligibility for insurance coverage, and ability to safely operate a vehicle.
- In-depth knowledge of business planning, negotiation, relationship-building across organizational levels, time management, and presentation skills.
- Computer skills, including MS Excel, MS PowerPoint, and data analytics.
- Consensus selling, business communication, project management, a sense of urgency, and networking competencies.
Nice To Haves
- Advanced degree (MA/MS/MBA) preferred.
- Vaccines sales experience highly preferred.
- Broad understanding of health-system business, decision-making processes, and market trends, with a proven track record of accessing key decision-makers.
- Proven ability to translate health-system market knowledge into strategic plans with internal stakeholders.
Responsibilities
- Achieve and exceed financial goals and quotas for assigned accounts and business segments by translating product and segment strategies into account plans.
- Identify business opportunities, develop business partnerships, provide input to decision-making, and implement VaxServe Account Management contracting strategies and guidelines.
- Serve as the communications focal point between Account Management and assigned internal and external customers.
- Develop relationships throughout assigned customer organizations and position VaxServe products and services as a preferred business partner.
- Coordinate and facilitate contract pull-through activities with internal and external customers to maximize contract gross margin across products.
- Manage Non-SP contract fulfillment in targeted health systems and support identified PBG contracts.
- Partner with VaxServe field sales and Sanofi Pasteur colleagues, including by supporting managed-care training and development for the sales force.
- Conduct field rides in strategic territories; communicate regularly with assigned regions and divisions; participate in and lead cross-functional teams; and attend and present at regional and divisional meetings as applicable.
- Collaborate and communicate appropriately and legally with Sanofi Pasteur colleagues.
- Partner with customers to identify unmet business needs that align with corporate strategy; assess opportunities, build business cases, forecast sales potential, validate and develop solutions with internal resources, support customer implementation, and maintain customer communications.
- Develop territory business plans that explain how product and segment marketing strategies will be implemented and what collaboration is needed to achieve account goals.
- Communicate territory plans to senior management and execution partners, and revise plans and customer tactics as necessary.
- Gain access to key customer contacts, help determine appropriate field-sales coverage, identify customer program needs, convene multifunctional teams for strategy and problem-solving, and develop best practices.
- Manage and report assigned marketing and business travel/entertainment budgets in accordance with policies and procedures.
- Assist field sales in prioritizing and scheduling account coverage, including call frequency, content, and product mix.
- Determine assigned-customer sales potential in collaboration with business partners.
Benefits
- Health and wellbeing benefits, including high-quality healthcare and prevention and wellness programs.
- At least 14 weeks of gender-neutral parental leave.
- Mentoring and international mobility programs, with opportunities to grow across four continents.
- Employee benefit programs; further details are available through the company benefits information.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
