Senior Trade Account Director

Austin, TX, United States

Senior Trade Account Director

(US Wholesale and Channel Management, US Market Access Shared Services)

Band: Proposed L4-1

Position Summary:

The field-based Senior Trade Account Director will develop, negotiate, and execute business to business fee for service agreements, supply chain and distribution/retail access strategies across a diverse customer account/channel mix including: full-line wholesalers/specialty distributors, regional and national retail and retail-owned specialty pharmacies (chain drug stores, food/drug, mass merchant, independent banners), and retail-owned specialty pharmacies.

As part of the US Wholesale and Channel Management team, the Senior Trade Account Director will professionally sell, negotiate, and contract across Sanofi’s product portfolio and implement brand-specific/disease state programs to ensure the right product for the right patient at the right time.

Roles & Responsibilities:

Lead, cultivate and maintain business relationships with all assigned customers in the Trade channel segment (Wholesale/specialty distributors, retail pharmacies, retail-owned specialty pharmacies) across multiple business units covering the US mainland and Puerto Rico

Execute and manage $4-6 Billion in annual channel gross sales (total wholesaler business = $18B)

Penetrate customers broadly and deeply in a way that and leads to the identification and implementation of quality initiatives, optimizing across all Sanofi BUs

Gain a deep understanding of individual customers, their priorities and future directions as it relates to their impact in the Trade channel and downstream customers/patients

Collaborate across multiple internal stakeholders (USMA Account Teams, V&A, Medical, Field Sales, CE, Marketing, Finance, Supply Chain, Pricing & Contracting) and multiple GBUs (General Medicines, Specialty Care, Vaccines, CHC) to ensure a harmonized approach to key customers

Partner with mid-level and senior executives of strategic customer accounts to create mutually beneficial business relationships

Develop, negotiate and implement innovative contracts to support brand strategies and coordinate pull-through activities to support access opportunities and challenges.

Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders.

Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance.

Develop a robust internal Matrix Team network that influences brand strategy and executes tactics through frequent meetings and interactions. Responsible to drive the Matrix team process in a leadership role across brand, Market Access, and sales leadership

This individual will work closely with internal stakeholders such as Marketing, Market Access, Training, Medical, and Legal (as needed) to ensure US Wholesale and Channel Management activities are coordinated and occur in alignment with brand strategies & company policy

Interface with national trade association and advocacy members and remain current with core industry issues, challenges and best practices that reduce access barriers and enhance the patient experience (e.g., HDA, NACDS, NCPA, Asembia, PCMA, NASP)

Work with internal US Wholesale and Channel Management partners on day-to-day distribution, retail issues as well as the wholesaler strategy & operations team to ensure access to product is maintained

Maintain open & transparent communication throughout the company, especially in regards to BU, & cross-BU initiatives with similar accounts

Qualifications:

Education

Bachelor’s degree (BS/BA) required

Advanced degree (MBA, PharmD) preferred

Experience

10-12 years pharmaceutical industry experience

8-10 years of experience in managed market accounts and/or Trade channel (distribution, retail, specialty pharmacy) environment

Experience working directly with Wholesaler Distributors or Specialty Distributors, a must

Experience in negotiation and terms and conditions and Channel experience, a must

1-3 years managerial/leadership experience, preferred

Professional Skills and Competencies

Demonstrated clinical and product knowledge in broad range of therapeutic areas

Expert negotiation and influencing skills coupled with extensive relationship management, customer network, and consultative sales

Solution oriented through the application of advanced problem solving skills

Ability to achieve results through others without formalized line authority

Ability to communicate at a high level & establish rapport and build relationships with internal and external partners

Must have superior communication skills to sell ideas and programs both internally and externally; excellent verbal and presentation skills

Strong understanding and experience in different access and reimbursement models

Strong analytical and modeling skills are necessary

Strong project management capabilities including time and events, scenario and contingency planning, and ability to ensure on time and on budget delivery of outputs and deliverables

Apply marketplace knowledge to create new customer opportunities and enhance brand objectives

Strategically works to improve organizational efficiency and ensure maximum utilization of resources

Ability to work effectively and efficiently with the medical/legal/regulatory submission & approval process to ensure appropriate review and timely delivery of materials

Understanding of the legal/regulatory environment and internal Sanofi legal/regulatory guidelines and processes

Customer Focus: Focuses attention on building and maintaining customer relationships to achieve success

Directing Others: Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives

Building Talent: Continually focuses on the performance and development of one's self and others to enhance the talent of the company

Participative Management and Driven For Results: Identifies shared goals, collaboratively builds ideas, influences action

Analytical Skills and Decision Quality: Synthesizes data from multiple, conflicting data sources to evaluate business opportunities and develop solutions

Building Effective Teams: Develops, motivates and guides a group to successful outcomes and the attainment of business objectives

Primary Location and Role Criteria

United States – Remote

Ability to travel 50% required

Sanofi 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.

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At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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