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A Range of Possibilities

Regional Account Director - Wisconsin and Indiana

date posted 09/15/2022
contract type Full time
job id R2659030
location Indianapolis, IN;

This position reports to the Senior Director Market Access for the Central Region and is responsible for establishing and leveraging credible relationships within all assigned accounts in Wisconsin and Indiana which may  include the following account types; regional payers, regional specialty pharmacies, regional PBMs, select IDNs and state Medicaid agencies to achieve and maintain open and appropriate access for all Sanofi-Genzyme’s specialty products.  This position is responsible for the development and implementation of short and long-term business plans that will optimize drug coverage, reduced utilization management and improvement in overall patient access to Sanofi-Genzyme product portfolio.

This individual will be responsible for engaging with key decision makers to manage, assess and positively influence existing and new drug coverage positions for assigned Sanofi Genzyme products including the entire specialty product portfolio. This individual will assess business implications of short and long-term actions with each payer customer and move payer decisions in a direction resulting in improved patient access to care with Sanofi-Genzyme products.  The Regional Account Director will demonstrate strong relationships with Trade/Industry Relations, Medical and Pharmacy Directors (clinical and administrative), Case Managers, Medical Benefit Managers, and other key decisions makers within their assigned accounts.   Efforts will include working with managed care organizations and executing pull-through and contracting strategies.  The Regional Account Director is expected to work with minimal supervision and possess strategic independent thought.

This individual will work closely with Sanofi-Genzyme 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.  

This Regional Account Director will develop and provide periodic market updates to Leadership and other internal teams regarding important payer and health care reform trends and issues. 

Role Responsibilities:

  • Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment and patient access), pathways across payer customers

  • Where applicable, negotiate cost effective contracts that allow access to our products by providers and their patients

  • Maintain responsibility for positive business outcomes within assigned accounts

  • Create clear pull-through and push-through messages for dissemination to sales on important payer contracts, communicate specific trends, reimbursement changes, and billing requirements that will affect product utilization

  • Represent the Market Access organization with professionalism and integrity at regional and select national payer organizations meetings and internally with various departmental and leadership teams within the Sanofi-Genzyme organization

  • Maintain accurate account information in company approved CRM customer database

  • Work with the various Sanofi-Genzyme product call centers, case managers, pathways to assure accurate coverage determinations and resolve customer issues.

Basic Qualifications:

  • Bachelor's degree required

  • Ideally prior Regional Account Director experience and/or a minimum of 8 years field-based pharmaceutical/biotech Sales and/or Marketing experience

  • Experience managing and selling with complex large accounts

  • Therapeutic experience in Multiple Sclerosis, Immunology, Oncology, Rare Diseases and Rare Blood Disorders

  • Exceptional communication skills that include verbal, written and presentation abilities

  • Demonstrated problem-solving and strategic thinking skills 

  • 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

  • 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 

  • Experience in Specialty Pharmacy, patient support services and medical benefit products

  • Understanding of organizational behavior, culture and be able to flourish in a complex and rapidly evolving workplace

  • Skill to successfully lead in highly matrixed organization through influence and collaboration with other members 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 Criteria:

  • Field-based role with travel anticipated to be greater than 50%

  • Candidate must live near a major airport

Candidates must complete all fleet safety training and must maintain an acceptable driving record regarding accidents and incidents.

As a healthcare company and a vaccine manufacturer, Sanofi has an important responsibility to protect individual and public health. All US based roles require individuals to be fully vaccinated against COVID-19 as part of your job responsibilities.

According to the CDC, an individual is considered to be “fully vaccinated” fourteen (14) days after receiving (a) the second dose of the Moderna or Pfizer vaccine, or (b) the single dose of the J&J vaccine. Fully vaccinated, for new Sanofi employees, is to be fully vaccinated 14 DAYS PRIOR TO START DATE.

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.



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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