Area Business Director, Los Angeles, CA

Main Responsibilities

• Lead a division team of ABMs to build trust with customers and demonstrate value in a business to business selling environment.
• Be an expert on your relative business area (ABMs territories) and build robust Divisional business plans that break down impactable business targets by products, segments (Independents, LOCs, etc) and contracting modalities (PBGs, etc).
• Strategically direct ABMs in the acquisition, expansion, and retention of targeted customer accounts within the assigned area.
• Drive effective implementation of ABM customer plans by using a wide variety of promotion (including omnichannel) as well as analytical tools to improve efficiency in assigned sales geography, based on local assessment of customer opportunities and needs.
• Support ABMs to evaluate and prioritize business across many different types of customer segments including: Pediatrics, Family/General Practice, IDN/IHNs, Health Systems, and Federally Qualified Health Centers.
• Lead a team to deliver account performance objectives by developing robust account plans that include specific, measurable, action-oriented objectives in accordance with regional goals for targeted health systems, Independent accounts, institutional systems and IDNs by demonstrating comprehensive understanding of the aligned brand strategies and disease state knowledge to ensure each brand can be effectively positioned with key accounts.
• Work with account data and multiple territory level data, to develop actionable business plans and conduct business reviews.
• Support teams to navigate and communicate complex contracting and pricing resulting in maintaining and expanding sales with targeted customer accounts.
• Establish and track territory performance metrics to evaluate progress and performance, and to assess opportunity and need to adjust plans and associated tasks.
• Coach/train team members to identify key business opportunities and navigate those settings to identify key points of contacts to drive business.
• Collaborate with cross-functional teams to prioritize account projects/initiatives that address changing customer and market requirements and needs.
• Present partnership opportunities to the Hospital and Strategic Accounts team, and coordinate project implementation.
• Cook up and maintain employee morale and motivation, and encourage development of ABMs in all phases of their work including career development.

About You

• Bachelor's degree
• Minimum of 10 years related sales experience (preferably business to business and/or healthcare sales experience).
• Minimum 3-5 years first line pharmaceutical sales leadership experience.
• Ability to develop strong, professional relationships for scientific exchange and promotion with healthcare providers in the community.
• Strong leadership skills combined with demonstrated commitment towards coaching and people development; effective at building teams; an inspirational/motivational leader.
• Ability to work collaboratively with others and influence peers and educate management regarding account needs.
• Strong customer-facing skills & demonstrated negotiating capability.
• Inclusive & Diverse mindset in talent development, promotion and team dynamics and culture.
• Excellence in demonstrating personal leadership and being a role model; aligning with company core values and Play to Win Behaviors: Act, Stretch, Think One Sanofi, Focus on Patients and Customers.
• Able to travel within division on a regular basis, which may include frequent overnight and weekend travel.
• A valid drivers license and safe driving record.

Preferred Qualifications

• Advanced or masters degree
• Specific knowledge of vaccine sales or buy and bill, distribution, administration, and reimbursement.
• Lunch experience within the last 4 years.
• Experience with organized customers and delivering an executive value proposition for acute care or vaccine products.
• Knowledge of the managed market dynamics and competitive landscape in the acute care and/or vaccine space.
• Exposure and/or experience in other functional areas of the business (e.g. Sales Training, Customer Solutions, Sales Operations, Managed Care and Marketing).