Key Account Manager Business Solutions West Region

Key Account Manager Business Solutions West Region

Remote. (States:
Arizona, Colorado, Utah, Nevada, New Mexico, Nebraska, Oregon, Washington, Idaho, Montana, Wyoming, North Dakota, and South Dakota)

The primary goal of the Account Manager (AM) is to achieve and exceed financial goals and quotas established for the assigned accounts and business segments. More specifically, this means translating product and business segment value proposition strategies and tactics into specific account plans that drive the achievement of financial goals. The AM is also responsible for identifying business opportunities, developing business partnerships, providing input into the decision-making process and implementing the contracting strategies and guidelines of Vax Serve Account Management.

The AM serves as the focal point in the communications process between Account Management and the internal and external customers that the AM is assigned in their area of responsibility. The AM develops a territory business plan with strategic objectives for each health system in their territory. They will appropriately partner with others within the Sanofi Group to implement their objectives which will assist the Company in achieving all goals.

• Development of business relationships with assigned customers. Business relationships could range from those developed as the result of a formal contract to those that are developed in the normal business interactions with key customer personnel.
• The primary goal is to positively differentiate Vax Serve products and services from the competition so that Vax Serve is seen by the customer as the best business partner.
• The AM must interact with and develop business relationships within the targeted customer base.
• Positions to be networked include, but are not limited to, the following:
  President, CEO, Chief Medical Officer, Pharmacy Director, Quality Assurance, Clinical Pharmacist, NCQA/HEDIS Coordinator, Purchasing Department, all Chief Medical Directors, Sales and Marketing, Drug Information, Director Business Development, etc.
• The AM is responsible for networking the entire organization to successfully position Vax Serve in the marketplace.
• Work closely with internal and external customers and coordinate and facilitate all pull-through activities to maximize contract gross margin of all products.
• The AM will be responsible for Non-SP contract fulfillment in Targeted Health Systems; and support identified PBG contracts.
• The AM will need to have working relationships with field sales at Vax Serve and colleagues at Sanofi Pasteur.
• Partnership with field sales will help ensure proper training and development of a sales force knowledgeable in managed care. Specific action steps (minimum):
• Field rides within strategic territories
• Regular verbal and written (including electronic) communications to assigned Regions and Division(s)
• Participation and Leadership as a member of cross functional teams that support overall Vax Serve goals
• Attendance (including regular presentations/updates) at regional and divisional meetings if applicable
• Will co-operate, collaborate, and communicate in an appropriate and legal way with colleagues at Sanofi Pasteur
• To deepen customer relationships and increase customer intimacy, the AM will partner with their customers to identify unmet business needs whose potential solutions align with our corporate strategy.
• Assess opportunity and create a business case to justify development of a solution
• Forecast the sales potential that could result from this business opportunity
• Work with Director Account Management and other Vax Serve resources to develop and validate a solution and assist in the customer implementation
• Establish and maintain clear customer communication throughout the process
• Develop a territory business plan which highlights how the product and segment marketing strategies and tactics will be implemented and describes the collaboration needed to achieve the desired account goals.
• Communicate the plan to Senior Management and those involved in the execution of it
• Adapt and revise the business plan and customer level tactics as needed

• Gaining access to key people within the assigned customers.
• Determining proper coverage of customers by Field Sales personnel.
• Determining programs needs of the customer and how Vax Serve can assist in solving the issues of the customer.
• Getting multi-functional teams together for business strategy…