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Position Summary:The National Account Manager (NAM) will work with the Sanofi Specialty Care National Account Director (NAD) to be responsible for establishing credible relationships within assigned national accounts to include national payers, specialty pharmacies, PBMs, Medicare Health plans and GPO customers to achieve and maintain open access for all Sanofi Specialty Care specialty portfolio. This position is responsible for developing, maintaining, and executing short and long-term business plans that will optimize coverage, coding, and patient access to Sanofi Specialty Care product portfolio.NAM is responsible for working with colleagues to ensure the appropriate level of cross-functional support for his/her assigned National Account. She/he will develop and execute pull-through objectives by strategically utilizing local resources. Additional responsibilities include, strong leadership and development of national/local strategies through account and market insight, building cohesive account teams comprised of Regional Account Directors, Value and Access and Market Access Executives and providing Sanofi Specialty Care leadership with market and customer intelligence. This individual will assess business implications of short- and long-term actions with each payer customer and move payer decisions in a direction that continue to open patient access to care with Sanofi-Genzyme products. The National Account Manager is expected to work with minimal supervision and possess strategic independent thought.This individual will work closely with Sanofi Specialty Care Value & Access, Value Creation & Capture, case management, medical, marketing, regional account management, business relations, government, and sales leadership teams to ensure consistent exchange of important payer insights and messaging.Roles Responsibilities
Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment, and patient access), pathways across payer customers
Create clear messages for dissemination to regional accounts and market access executives for sales on important payer trends, reimbursement changes, and billing requirements that will affect product utilization
Represent the Market Access organization, with professionalism and integrity, at national payer organizations meetings and internally with various departmental and leadership teams
Work with the various product call centers, case managers, pathways to assure accurate coverage determinations and resolve customer issues.
Responsible for the time sensitive market development and implementation of the coverage and reimbursement strategy that will maximize patient access and optimize profitability.
Responsible for the pre/post launch strategy with targeted National payer groups including commercial insurers, supporting RADs with the Regional local affiliates of National payers.
Provide overall general support and lead operations for National Account Director teams.
Collaborate with cross-functional team and focus upon supporting and executing initiatives and tactics across National Accounts.
Support National Account Director to gain understanding of account, building key relationships with customer to influence business.
Provide strategic and operational support to NAD throughout the contracting process – Pre-RFP planning, modeling potential scenarios; Post-RFP business case and PPT development
Lead Data Portal Ownership to analyze data and provide strategic direction to RADs based on analysis of performance trends.
Lead formulary access data management with operations for national accounts.
Lead development and track access plan for push and pull-through strategies enabling RAD and MAE teams to identify execution opportunities to increased market share for National Account.
Support Account directors through various data support issues and analyses in preparation for customer review meetings, improving understanding of business opportunities as data previously difficult to obtain and synthesize.
Lead prioritized strategic projects.
Supports Head, Account Management by developing quarterly contract reviews, identifying sales and value by payer channel, and performing analysis.
Assist in key job functions as determined and assigned by NAD including:
Pull Through leadership
Custom client strategy assistance with RAD’s
Data analytics
Presentation development
Core Team responsibilities
Input on strategies and tactics
QualificationsBasic Qualifications
Bachelor's degree required
Minimum 10 years field-based pharmaceutical/biotech Sales and/or Marketing experience with at least 3 years of direct managed care experience
Experience managing complex accounts
Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing, pathway development and patient access to drugs, biologicals, medical devices
Experience negotiating contracts and agreements
Therapeutic experience in Multiple Sclerosis, Immunology, Oncology, Rare Diseases and/or Rare Blood Disorders
Experience in Specialty Pharmacy, patient support services and medical benefit products
Exceptional communication skills that include verbal, written and presentation abilities
Demonstrated problem-solving capabilities
Outstanding consultative and networking capabilities
Ability to skillfully negotiate in tough situations with both internal and external groups
Preferred Qualifications
Master’s/advanced degree preferred
Established positive relationships with Pharmacy Directors, Medical Directors and other key personnel within assigned accounts
Understanding of organizational behavior, culture and be able to flourish in a complex and rapidly evolving workplace
Skill to successfully lead account teams through collaboration with other members within and across sales, marketing, reimbursement, and other business groups to improve overall effectiveness
Excellent project management skills, with the ability to handle multiple tasks at one time
Role CriteriaField-based role with travel anticipated to be greater than 50%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.#GD-SG #LI-GZAt 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.