Director of Strategic Account Managers - Neurology, Multiple Sclerosis - North East

Job title : Director of Strategic Account Managers - Neurology, Multiple Sclerosis - North East

Location : Remote- USA, Territory: NY, VT, CT, RI, MA, NH, ME

About the Job

Sanofi Neurology has a long history of launching innovative products into the Multiple Sclerosis space and aims to add to their legacy of addressing unmet patient needs with the introduction of new MS therapies. This position will be a key part of the commercial leadership team that launches Sanofi's next product into the market and offers a dynamic, exciting opportunity to deliver differentiated value to the MS community. The Sanofi Neurology team also has a long history of leading with culture and creating a family, supportive environment while also achieving results.

The Director of Strategic Account Managers (DSAM) is responsible for hiring, training, coaching, and leading a team of Strategic Account Managers (SAMs), who are responsible for developing and maintaining relationships with Key Accounts and Key Opinion Leaders (KOLs) in the Multiple Sclerosis marketplace. This role requires a balance of strategic leadership, account management, sales expertise, and in-depth pharmaceutical industry knowledge to drive business growth through key partnerships. The DSAM will help ensure overall customer satisfaction with Sanofi and Sanofi's products and services while also helping to identify opportunities for collaboration. The individual will work closely with internal stakeholders, including home office leadership, marketing and other field leadership to align the company's offerings with client needs. The DSAM is accountable for achieving annual sales objectives for their defined territory and will train and coach their team of SAMs on their ability to present clinical and promotional messages, help identify appropriate patients and execute strategic sales initiatives. Responsibilities also include development and implementation of effective territory planning, customer insight generation, advocate development and leveraging Sanofi resources effectively. DSAMs are expected to be fully and personally engaged with key assigned targets in territory. The DSAM will demonstrate initiative, drive, independence and take ownership for meeting and exceeding individual business and sales goals. This will be accomplished by driving performance and delivering results in a compliant manner with a high degree of integrity, strictly following all Sanofi US policies and in compliance with all policies and procedures governing the promotion of pharmaceutical/biological products in the US.

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Main Responsibilities:

• Team Management:

• Recruit, hire and retain a SAM team in assigned geography.

• Maintain headcount and limit regrettable attrition over time.

• Coach, support and develop SAMs to ensure they meet or exceed their sales targets and manage client relationships effectively.

• Be in field with each SAMs at minimum of once a month with goal of being in field 80% of the time, especially at launch.

• Complete Field Coaching reports per company expectations and with intend of improving short- and long-term SAM performance.

• Account Management:

• Develop and manage strong working relationships with identified Key Accounts, Key Opinion Leaders (KOLs) and other account stakeholders including MDs, DOs, NPs, PAs, nurses, clinical pharmacists and other office / administrative staff.

• Develop a deep understanding of Key Accounts including strategic goals, value drivers, key access stakeholders, relevant business metrics, and unique challenges/emerging needs.

• Predict how market trends and a changing competitive landscape could impact accounts and the utilization of our products.

• Identify business opportunities within respective geographic area, which may include the coordination of internal stakeholders to call upon large group practices, IDNs, and other key targets, if applicable.

• Monitor assigned territory for new accounts / KOLs who should be added to target list based on their market potential and influence.

• Play an active role in problem solving at the account and KOL levels and act as the liaison between the account / KOL and home office stakeholders, including Senior and Executive Leadership.

• Business Planning:

• Create and update territory level and assist in account and KOL level next best action plans to achieve business goals, meet and exceed sales goals and to address customer needs.

• Implement territory level business plans through leveraging all appropriate resources, both physical and human including home office leadership.

• Track completion of SAM planned activities and evaluate success at the territory, account and KOL levels.

• Ensure strategic promotional programming approach is taken across assigned geography.

• Plan executive encounters at national conferences, in field and at other venues as directed and in a complaint manner.

• Manage travel and expense and promotional events budgets.

• Maintain an updated territory level target list.

• Product Education and Demand Generation:

• Assist in providing primary, on-label, commercial product and services education to targeted HCPs.

• Demonstrate deep marketplace, disease state and product expertise during external communications and presentations.

• Consistently deliver on product goals.

• Ensure SAM team utilizes effective, needs based selling techniques and marketing strategies to create and expand product understanding and appropriate patient identification.

• Help identify, track and overcome customer's barrier(s) to use.

• Help conduct presentations to institutional based physicians in large academic centers and hospitals or large group practices/groups, as appropriate.

• Participate in and help lead initiatives to support sales success such as marketing driven patient education events and regional or national MS conferences and congresses.

• Help identify and develop product advocates and compliantly leverage their advocacy in territory.

• Identify new business opportunities, as directed.

• Ensure that all activities comply with company policies, industry regulations, and legal requirements, particularly around healthcare and pharmaceutical marketing practices.

• Pull-Through:

• Compliantly assist with patient pull-thro.