Sr. Director National Accounts - Flu Vaccines (Remote)

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Job description

Job Description

Job Summary

The Senior Director of National Accounts is accountable for leading all aspects of Seqirus's US business across our Retail and Wholesale/Distributor channels to achieve annual revenue totaling over $700m ($550+m profit). The purpose of this role is to provide strategic sales leadership in the building and maintaining of executive level relationships across all major US customers within the Retail and Wholesaler channels inclusive of the successful negotiation of annual deals across 50 customers (many of which total $100m+). The incumbent will influence senior leadership (Executive Directors and VPs) on the strategy and tactical execution of the business and partner with Marketing, Pricing, Operations on important customer/market information related to our strategy. He/She will be responsible for leading a team of advanced Account Managers to achieve sales volumes, revenue, and/or profitability targets through the development and execution of channel and customer-specific strategic plans.

Strategic Sales Leadership:

• Lead the US National Accounts team to achieve sales volume, revenue and/or profitability targets.

• Serves as a strategic and key member of the US Sales Leadership Team

• Oversees and resolves the complex channel conflicts that occur across the US business

• Develops commercial strategies and business plans that have short and medium term (up to 3 yr) impact on the growth of the business

• Leads team to develop highly analytic and cross-functional business cases & proposals for specific customer contract offers that are in line with financial targets

• Leads team in negotiations with customers as appropriate to achieve Seqirus strategic and financial targets in the US Flu market

• Monitors complex market dynamics across channels and communicates implications to peers and senior leadership

• Develops and maintains relationships with key Wholesaler and Retail customers

• Builds relationships within and outside of Seqirus to meet goals; with multi-level and senior relationships to create a foundation for developing new business opportunities

• Represents the Seqirus Customer Experience vision internally and externally; Drives strategic account approach that enables a greater customer experience across key customers; Acts as the voice of the customer with internal stakeholders to build Seqirus' acumen on customer challenges; Develops and executes business solutions at customers that help enhance Seqirus' partnership within Seqirus primary channels.

• Plans and monitors annual unit budget effectively according to company and Comm Ops budgeting procedures

Cultivates Talent

• Builds and grows a team of advanced National Account Managers and continues to develop them in order to meet US business objectives

• Acts as a resource for NAMS, RAMs and RSMs and VSS in all aspects of their negotiations with customer accounts. Motivates and evaluates team members to full potential by setting challenging yet attainable goals based on customer strategic plan and targets

• Builds and develops a team culture and provides guidance to NAMs, RAMs and Field Sales team on meeting their objectives

Works with internal stakeholders to ensure successful planning and execution of flu season

• Liaises with Contracts, Customer Operations, Legal, HR, Market Access, and Finance to ensure successful outcomes for the responsible channels

• Uses available resources to improve national account management and liaises with Marketing teams to develop pull-through plans and value-added service offerings

• Influences peers in marketing and pricing/contracting to set pricing and terms targets that are appropriate to meet our business objectives

Qualifications

• Bachelor's Degree in Business, Health Policy, Life Sciences or equivalent years' experience.

• 12+ year' experience in healthcare/ pharmaceuticals with special focus on Sales and Marketing; experience in Flu or vaccines preferred

• 7yrs experience leading and managing teams

• Significant experience in strategic and tactical/brand marketing and sales management in various organizations.

About Us

Our Benefits

Seqirus is committed to attracting and retaining world-class employees who are valued for their contributions to achieving business objectives. Learn more about some of the benefits you can participate in when you join Seqirus.

About Seqirus

Seqirus is part of CSL Limited (ASX: CSL). As one of the largest influenza vaccine providers in the world, Seqirus is a major contributor to the prevention of influenza globally and a transcontinental partner in pandemic preparedness. Learn more about Seqirus .

We want Seqirus to reflect the world around us

As a global organisation with employees in 35+ countries, CSL embraces diversity, equity and inclusion. Learn more about Diversity, Equity & Inclusion at Seqirus.

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