Raleigh, NC - Regional Account Manager

About the role

Develop and grow the CSL Seqirus influenza portfolio for both public and private books of business within a regional geography at Integrated Delivery Networks, Public Health accounts, and other select healthcare sites of care where opportunities for influenza vaccinations exist. The focus for the RAM will be to grow our footprint into key IDN accounts while also maintaining and growing our existing business with current IDN customers. Further, the RAM will drive uptake in the public health space with such entities as public health departments, FQHC’s, state immunization projects, and VFC-Vaccines for Children programs.

Responsibilities

• Develop a Strategic Business Plan inclusive of account and customer plans that align to broader Seqirus portfolio goals and objectives.
• Manage a defined set of accounts across the private and public landscape (approximately 15 accounts), analyzing and understanding sales trends and opportunities for Seqirus and competitive products.
• Achieve defined goals and objectives, and promote a mutually beneficial business relationship while adhering to CSL Seqirus Core Values.
• Work closely with the Director of Regional Accounts for your Area and RAM teammates to foster a cohesive and engaging culture of teamwork and collaboration.
• Partner with additional sales teams in national accounts, field sales, and the GPO team to align on fulfillment deals and pull-through strategies for select customers.
• Partner with internal cross-functional team members in marketing, medical affairs, market access, customer operations and public affairs to develop and implement tactics and strategies to optimize performance and realize an exceptional customer experience.
• Drive sales results to exceed specific sales volume, revenue, and profitability targets.
• Serve as the single point of contact for each of your accounts with responsibility for developing and uncovering opportunities and connecting additional CSL Seqirus resources and personnel to meet customer needs, delivering an exceptional customer experience.
• Develop senior-level and cross-functional relationships within each account to create a foundation for developing new business opportunities.
• Develop and sponsor key programs in partnership with customer needs to enhance value perception.
• Analyze accounts’ near-term and longer-term objectives and align strategic resources to meet and align with identified objectives.
• Report timely feedback regarding account trends and anticipated impact on sales; provide timely and accurate forecast for each assigned account.
• Develop business cases and proposals for specific customer contract offers; execute all necessary contract requirements to secure commitments for CSL Seqirus products.
• Lead pull-through efforts for IDN customers through teamwork and collaboration with field sales team—Sales Director, Regional Sales Managers, and Vaccine Sales Specialists.
• Understand the payer landscape at national and regional levels; work with internal and external stakeholders to enhance Seqirus position in the market.
• Represent Seqirus at key trade shows and customer meetings/conferences.
• Coordinate customer clinical training and in-services with Market Access and Medical Affairs team members.
• Work with Market Access and Pricing team to educate accounts on the payer landscape to overcome barriers involving the Seqirus product portfolio.
• Collaborate with internal customer-marketing teammates to develop unique resources and value-added offerings based on customer-specific needs in the market.
• Liaise with Contracts, Customer Operations, Legal, HR, and Finance to ensure successful outcomes for all customer channels and segments.

Your Skills And Experience

• Bachelor’s Degree in Business or Life Sciences desirable
• A proven track record of successful account management demonstrated
• Experience with contract negotiations and execution with IDN Accounts and in collaboration with GPO’s and wholesaler/distributor entities
• Experience executing top-down account strategies with IDN customers in collaboration with field sales teams
• A combination of 5+ years B2B and pharma or biotech experience required
• Prior Vaccine Sales / 3–5 years Account Management experience highly preferred