What are the responsibilities and job description for the National Account Specialist position at Sanofi?
The National Account Specialist (NAS) develops strategic partnerships with his/her customers to understand and anticipate business needs and support customer vaccination goals through commercial offers, advocacy, quality, and other customer segment/brand strategic initiatives. The NAS is responsible for achieving/exceeding sales and marketing objectives across organized customers (e.g. Integrated Health Networks, Physician Buying Groups, Wholesalers, Distributors, GPOs). The NAS is responsible for working closely with the Directors of National Accounts (DNA) team to support reporting needs, analytics, flu operations and customer engagements. attending meetings with customers to enhance the customer experience. In addition, the NAS is responsible for supporting the allocation and distribution of Fluzone to the channel partners. This position requires proactive utilization of business analytics, marketing insights, and customer knowledge and observations to provide insights and support solution development to increase vaccination rates and drive sales. The NAS will be responsible for acquiring and maintaining expertise in brand/segment strategy and tactics, product knowledge, contracting and pricing platforms, market insights, and executing the Sanofi selling model. The NAS will be based remotely and serve as a member of the National Accounts team.
Key Accountability:
Sales Performance:
Achieve financial/quota goals within assigned segments (e.g. Integrated Health Networks, Physician Buying Groups, Distributors, Medical Groups, and FQHCs)
Achieve marketing business objectives (MBOs) and key performance indicators (KPIs) for assigned customer segments.
Effectively implement advocacy, value-based initiatives, and other segment strategies/tactics in support of achieving sales goals.
Customer Knowledge & Market Insights:
Effectively engage, navigate and influence customers through the identification of interdependencies across multiple functions and departments, including relationships/affiliations with external partners.
Understand, document and continuously evaluate the decision making process (internal influence model) for organized customers and key contacts within assigned segments and account targets.
Understand, document and continuously evaluate external market influencers and trends within assigned geography (e.g. channel partners, group purchasing organizations and other large influential stakeholders)
Apply customer knowledge and market insights to Sanofi Pasteur selling model.
Execute a comprehensive customer engagement strategy via a combination of phone, multi-media, and in person account sales calls.
Sales Execution and Implementation:
Execute SP sales model and customer intimacy strategy during simulated customer interactions and the sales call (in person / remote) with organized customers.
Acquire and apply expertise in brand / segment strategy and tactics, product knowledge, and contracting and pricing platforms to gain / maintain customer agreement for product, services and solutions.
Promote unique SP value propositions and commercial offer.
Business Analytics and Sales/Territory Planning:
Effectively utilize internal / external customer and market data sources (e.g. DDD, direct / indirect sales, contract performance, immunization rates) to identify quantitative trends, create insights to drive sales, develop sales forecasts, and proactively communicate outputs.
Assess customer immunization practices and progression towards achievement of brand and segment strategies.
Develop and maintain territory forecasting models/business plans that are aligned with SP brand, segment and customer goals.
Create efficient and effective territory coverage plans for assigned customers.
Execute sales operational duties to support selling process (e.g. business case development, contract performance management, membership management) and provide operational assistance/support to Directors of National Accounts.
Collaboration and Communication:
Support/Participate in collaborative selling model through proactive communication, account targeting initiatives / selection, and sharing of customer and market insights to inform field sales and members of Commercial Operations.
Collaborate effectively with peers, stakeholders, and business partners across the organization to positively impact business results (e.g., Field Sales, Strategic Accounts, National Accounts, Marketing)
Proactive and routine communication of customer and market observations (written/verbal) in line with all corporate guidelines
Compliance:
Maintain all compliance standards and complete all compliance trainings
Basic Qualifications:
Required:
Bachelor’s degree
4 years of successful pharmaceutical or medical device sales experience
Strong demonstrated strategic projects
Strong demonstrated business planning and analytical skills
Applicant has held a position within the pharmaceutical or medical device industry within one of the following areas: marketing, account management, national accounts, public health or product management.
Preferred:
MBA or other advanced degree
Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.
Employees may be eligible to participate in Company employee benefit programs. Additional information can be found through the link below.
https://www.sanofi.us/en/careers/benefits
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.
