Sanofi Group Diabetes Cardiovascular Hospital Account Sales Professional - Boston N, MA AEA1H01S in Boston, Massachusetts

Job Purpose

The Institutional Account Professional (IAP) is accountable for developing and implementing the local sales strategies for approved products consistent with Sanofi US compliance standards, as well as all applicable legal requirements for key targeted Health Care Providers (HCPs) within an assigned territory. The Institutional Account Professional will pull through access and drive utilization for approved Sanofi portfolio products with appropriate patients and lead commercial efforts for local individual and system level customers. As well as, work collaboratively on large statewide Accountable Care Organizations (ACOs) and Integrated Delivery Networks (IDNs) to ensure accessibility and utilization of the product portfolio.

Roles and Responsibilities:

Selling Acumen

  • Builds and develops professional relationships with, but not limited to, key customers at individual and system hospitals, IDNS, ACOS, local advocacy groups, teaching institutions and key Healthcare Providers within local geography as well as, participating in business strategy development for ACOs and IDNs that are semi-national or nationally based.

  • Possess high knowledge and understanding of the national and local healthcare market and the institutional environments

  • Consistently asks questions that generate new customer insights, creates extended product and market dialogue that drive business.

  • Strive for Results

  • Creates and executes business plans to achieve territory and business sales goals. Anticipates potential barriers to achievement of goals and proposes responsible solutions for success

  • Work as the local point of contact for systems and hospitals that are members of larger national groups.

  • Demonstrates passion and persistence to advance customer objectives and achieve long-term goals

Business Planning and Marketplace Expertise

  • Drives appropriate utilization of approved Sanofi portfolio products. IAP works closely with other Sanofi US commercial employees to generate pull-through within local payers, community HCP’s, pharmacy providers and state wide IDNs and ACOs as well as, national systems.

  • Provides relevant, thoughtful input to other commercial colleagues (e.g. sales leadership, Institutions, Long Term Care, Market Access and Organized Customer Groups) with regard to strategic and tactical planning for territory, area, and region

  • Exhibits strong leadership skills within the key IDNS that affect their geographies. Work to achieve collaboration across large multi team geographies impacting multiple products within their portfolio

Commit to Customers

  • Utilizes effective communication of account strategy and business insights with customers and internal stakeholders

  • Understands fully the assigned customers’ product and business needs and works to meet those needs, while adhering to all applicable Sanofi and Sanofi US company ethics and compliance standards.

  • Cooperate Transversely

  • Works cross functionally with internal stakeholders to utilize Sanofi’s resources to meet the customers’ needs

  • Collaborates with local Area Business Leaders (ABLs) to develop geographical strategies that drive business and promote strong teamwork with appropriate field professionals. Delivers complex clinical and contract conversations with multiple key customers and executes pull through

  • Effectively demonstrates peer leadership skills in order to ensure strong geographical teamwork

KEY PERFORMANCE INDICATORS

  • Adherence with applicable Sanofi and Sanofi US policies, laws and regulations

  • Sales revenue and revenue growth

  • Product launch success metrics

  • Assigned Accounts and Customers Market Share

  • Customer engagement

  • Formulary reviews/decisions

  • Exceptional/Successful in demonstrating Sanofi US Functional Sales Competencies

  • Effectively sell multiple products in one call

  • Collaboration and leadership within their markets.

Travel Requirements:

  • Up to 50% travel required depending on geography

Must live in or within 25 miles of the territory workload center

Education (minimum/preferred):

  • Bachelor’s degree required, advanced degree a plus.

Experience/Professional requirement:

Minimum (must be able to demonstrate):

  • 5+ years of experience in pharmaceutical sales or current Sanofi US employee with experience in pharma/biotech sales

  • 2+ years institutional pharmaceutical / biotech sales experience, operating in a highly clinical disease category or current Sanofi US employee with experience in pharma/biotech sales OR Healthcare professional experience

  • Must be self-motivated and able to work with a high level of autonomy and independence and thinks strategically for business opportunities.

  • Proven track record of consistent high performance

  • Effective listener and presenter who can engage matrix teams for execution of the market strategy

  • Strong leadership skills to be the market expert around individual and system institutions and ACO customers

  • Seasoned, mature professional with comprehensive understanding of ACOs, IDNs, contracting and hospital functions

  • Success working within cross functional teams

  • Valid driver’s license and ability to travel up to 50%

  • Driving a company car in a safe manner to daily meetings and appointments is required

  • Responsible for assuring compliance with the road safety program for drivers under their supervision, including assessing employee’s driving performance and working with drivers to improve performance where needed.

  • Preferred (Should be able to demonstrate):

  • Experience in the promotion of Diabetes and/or Cardiovascular pharmaceuticals / biotech products

  • Product launch experience

  • Strong ability to collaborate and work cross-functionally within a matrix environment

  • Ethical leadership and fostering of an environment that promotes ethical behavior and compliance with company policies and applicable laws

  • Strong analytical and computer capabilities

  • Ability to influence without formal authority in a matrix environment

Sanofi US Services, Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Sanofi is a global healthcare leader focused on patients' needs, engaged in the research, development, manufacturing and marketing of therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets, animal health and Sanofi Genzyme.

At Sanofi, our ambition is to be an integrated global healthcare company, focused on patients’ needs. Much more than just a leading pharmaceutical company, Sanofi is committed to transforming scientific innovations into solutions and services that protect health, enhance life, and respond to the needs of the 7 billion people in the world. We trust our ambition to guide and inspire us as we work to create a future with optimal health and wellness for everyone.

Sanofi is a global healthcare leader focused on patients' needs, engaged in the research, development, manufacturing and marketing of therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets and Sanofi Genzyme.