Sanofi Group Institutional Account Executive, Market Access- 10S03S in Bridgeport, Connecticut

Institutional Account Executive, Market Access- 10S03S


Sanofi, a global healthcare leader, discovers, develops and distributes therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets, animal health and Genzyme.

Sanofi US

At Sanofi US, we are committed to the growth of our people, connected in purpose by career, life and health.

Headquartered in Bridgewater, NJ, Sanofi US is part of a leading global healthcare company dedicated to discovering, developing and distributing therapeutic solutions focused on patients’ needs.

Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets, animal health and Genzyme.

Sanofi US employs approximately 17,000 people across the country all dedicated to protecting health, enhancing life and responding to the hopes and potential healthcare needs of seven billion people around the world.

Commitment is our Strength. Ready to grow together?

Position Summary:

Responsible for developing and maintaining business relationships with key institutional (IDN/ACO) and GPO (Acute & Oncology) customers.

Penetrate customers broadly and deeply in a way that leads to the implementation of quality initiatives relevant to sanofi therapeutic areas.

Gain a deep understanding of individual customers, their priorities and future directions.

Role Responsibilities:
  • Partner with C-Suite executives (CEO/COO/CMO/SVP) of strategic customer accounts to create mutually beneficial business relationships

  • 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 headquarter meetings and interactions. Responsible to drive the Matrix team process in a leadership role across brand, USMA, and sales leadership

  • Collaborate with Commercial Account Management, Government Affairs and Policy, Field Sales, Health Outcomes Operations, Medical Affairs, USMA Marketing, designated CBE, and Brand Management personnel to secure competitive product access and formulary placement to position Sanofi as a leader in Institutional Account Management and drive effective pull-through of company products

  • Strong leadership, strategic thinking, business planning, communication skills, along with the results orientation, and business savvy to manage a complex Institutional national and regional market evolution

  • Responsibility for full budget allocation and management for aligned accounts

  • Designated expert in legal/compliance issues around all aspects of customer engagement

  • 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.

  • Demonstrate the ability to identify and initiate market shaping opportunities through evolving customer and government business models

  • Maximize business opportunities with brand management teams to develop and enhance segment strategies

  • Exceed sales expectations and develop new sales opportunities within aligned accounts

  • Shape value position and collaborate with Business Unit and Business Development Senior Leadership to advance organizational knowledge of customer competitors and market evolution

  • Direct and navigate initiatives across Joint Venture and related internal companies (i.e. sanofi-pasteur, Genzyme, Winthrop, Oncology, Alliance Partners, etc.)

  • Account Management expert in all aspects of pharmaceutical operational processes (manufacturing/research and development/distribution/etc.)


  • Formulate, implement, and regularly assess business plan with Core Team members to achieve business objectives

  • Effectively utilize all available information to analyze and capitalize on business opportunities


  • Manage accounts by providing products, knowledge, and resources to secure business

  • Secure key account information and data where possible

  • Understand global managed care initiatives

  • Develop an in-depth understanding of account's key initiatives and projects

  • Develop relationships with key account personnel at various levels


  • Develop and implement administrative processes that ensure the timely, prioritized completion of activities

  • Utilize available resources to efficiently and effectively achieve objectives

  • Effectively utilize all available forms of communication that generates teamwork and accountability

  • Consistently demonstrate a working knowledge of disease entities, sanofi products and competitive products to coach and develop team members to position our products appropriately


- 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.




  • Bachelors degree required, MBA or other advanced degree preferred


  • 7-10 years pharmaceutical & Biologics industry experience

  • 5 years experience in managed market environment

  • 3-5 years managerial/leadership experience preferred

Professional Skills:

  • Executive level negotiation skills

  • Cross functional skills (Senior level cross-functional team management, leadership, marketing)

  • Experience with financial analysis and modeling

  • Extensive relationship management, customer network, and consultative sales

  • Excellent communication, presentation skills, and computer literacy

  • Solution oriented through the application of advanced problem solving skills

  • Ability to achieve results through others without formalized line authority

  • Skilled in engaging senior leadership support when appropriate

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

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

  • Demonstrated clinical and product knowledge in broad range of therapeutic areas

Geographic requirement:None

Travel requirement :50%

Sanofi US endeavors to make our career center accessible to any and all users. If you are experiencing difficulty and need assistance applying online, please call 1-800-207-8049 Option 7, then Option 3.

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.

Job: Market Access

Primary Location: United States-US Remote-US Remote

Job Posting: Aug 31, 2016, 11:32:14 AM

Job Type: Regular

Employee Status: Regular