Key Account Manager, RBD, Western Canada

Reference No. R2733391

Position Title : Key Account Manager, RBD, Western Canada

Department : Rare Diseases & Rare Blood Disorders CA

Location : Calgary, Edmonton, Vancouver, Remote CA

About Sanofi Specialty Care

Sanofi's specialty care business unit focuses on rare diseases, rare blood disorders, neurology, immunology, and oncology.

Sanofi's ambition is to leverage science and innovation to improve people’s lives and be the industry leader in immunology and oncology.

Its approach is shaped by a long history of developing highly specialized treatments and forging close relationships with physician and patient communities.

At Sanofi, we chase the miracles of science to improve people’s lives. We believe our cutting-edge science and manufacturing, fueled by data and digital technologies, have the potential to transform the practice of medicine, turning the impossible into possible for millions of people.

Position Summary :

The Rare Blood Disorders Key Account Manager (KAM) will achieve or exceed sales targets for assigned brands within the Rare Blood portfolio of products.

Reporting to the RARE Franchise Head, this position will be responsible for promoting our therapies to assigned customers within multi-disciplinary hemophilia treatment centers.

Engagement with customers will be a combination of in-person and virtual meetings. The KAM must be highly skilled in communication and very comfortable operating in a digital environment and presenting virtually.

The KAM will be responsible for territory analytics and planning. Furthermore, the KAM will be comfortable in an environment of continuous learning.

Key Responsibilities :

The KAM effectively and ethically promote assigned Sanofi therapies to targeted Healthcare Professions and relevant stakeholders at Hemophilia Treatment Centers.

The KAM must be adept at navigating and quickly developing value-based relationships across disciplines within hemophilia treatment centers (HTCs), including clinic directors, clinic nurses, physiotherapists and other HTC staff involved in patient care.

They must establish and maintain excellent relationships with the customers leveraging excellent product knowledge of our therapies, disease areas and selling skills.

The KAM role will involve cooperation and collaboration cross functionally with Brand Marketing Leads, Medical Science Liaisons, and other team members.

Working within Sanofi’s regulatory and legal compliance guidelines, the role will be responsible for analyzing and identifying territory opportunities and associated strategies for growth, and best practice sharing with the team.

The KAM will also manage any administration duties such as writing reports as required highlighting key activity, customer insights and competitive activity.

All calls will be entered into the CRM tool on a timely basis. Expense reports and other administrative duties will be completed on a timely basis.

Further details of the requirements for this role are outlined below.

The candidate must be a highly self-motivated individual with a proven track record in sales of biotechnology or pharmaceutical products. The candidate will :

Be responsible for achieving or exceeding sales targets for assigned brands within the Rare Blood franchise.

Collaborate and cooperate with fellow field members including, but not limited to Medical Science Liaisons (MSLs) to successfully execute the appropriate brand strategy.

Be skilled in the use of diverse tactics / tools including digital resources to maximize customer engagement and gain product usage and advocacy.

Apply analytical thinking and business planning to the territory plans.

Consistently seeks new opportunities to compliantly drive sales results that meet unique needs of the territory consistent with the brand(s) strategy(ies).

Manage and monitor key accounts and develop strong relationships with key customers including but not limited to KOLs, treating physicians, nurses, hospital, and retail pharmacists.

Understand each key account’s goals, the business drivers within each target account and advocates customer’s needs within Sanofi.

Provide in-service training on product administration for healthcare teams who lack experience in infusing Sanofi products.

Effortlessly recalls and appropriately discusses specific clinical data and leverages this data to influence customer thought processes to achieve better patient care.

Maintains a comprehensive understanding of competitive products (data, studies, outcomes, and current promotional messaging).

Understand the Canadian reimbursement landscape and economics of all assigned brands.

Use CRM systems to prioritize call objectives based on customer segmentation, strategies / tactics, realistic milestones, and previous interactions with customers.

Demonstrate the highest standards of conduct and adhere to all company policies and guidelines.

Key Requirements :

Bachelor’s degree or equivalent.

MBA or graduate degree a plus.

3-5 years of successful direct sales or related experience in the biotech / pharmaceutical industry is required, Specialty or Hemophilia sales experience is a plus.

Excellent technical aptitude leveraging a variety of digital tools to support effective customer engagement and the ability to conduct consultative selling.

Highly collaborative working style with strong aptitude towards working transversally within and across teams.

Demonstrate superb written, verbal and presentation skills. Ability to use word processing, spreadsheets, databases, email, presentation, and territory management software and embrace new technologies to improve customer experience and outcomes.

Highly competent in using CRM tools to plan, organize, manage and analyze their performance

Strong Leadership (in the absence of authority)

Excellent collaboration, analytical, problem solving and negotiation skills

Strong written and oral communication and facilitation skills

Proven ability to collaborate, influence and drive change in a matrix environment

Ability to think strategically and integrate Multi-Chanel Engagement (MCE) approaches and digital into daily initiatives

Experience leveraging data and insights to inform strategies and optimize plans

Effective organizational skills.

Dynamic self-starter and forward thinker

Highly adaptive and engaging communicator

Demonstrated aptitude and use of virtual engagement strategies to develop strong customer engagement

A strong willingness to keep up to date with new, rapidly changing digital marketing technologies

Ability to travel as per territory requirements. (estimated at 30%-40%).

Languages :

English level required : Excellent knowledge

Travel :

Up to 40% of the time with occasional weekend travel.

Field-based role where the individual must live within their defined region.

Computer Knowledge :

Strong knowledge and proficiency in the use of various virtual engagement platforms (including, but not limited to, VEEVA Engage, Zoom, MS Teams)

HSE Responsibilities :

Drive the vehicle using safe driving practices, while complying with all current applicable laws and regulations, as well as all Sanofi directives.

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people people from different backgrounds, in different locations, doing different roles, all united by one thing : a desire to make miracles happen.

So, let’s be those people.

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