Dynavax Technologies

  • National Account Executive

    Job Location US-CA-Berkeley
    Posted Date 2 weeks ago(5/10/2018 2:42 PM)
    ID
    18-049N
    Category
    Commercial Development
  • Overview

    The National Account Executive will have full account responsibility and business ownership for assigned National Accounts to establish and grow HEPLISAV-B sales. This position will be field based.

    Responsibilities

    • Responsible for achieving sales targets and owning C-Suite relationships for assigned National Accounts. Assigned National Accounts will include Retail Pharmacy Chains, IDNs, Dialysis Centers, Occupational Health, and LTC.

     

    • Partner with Sales, Marketing, Market Access, Medical Affairs and other headquarters to execute launch strategies to support HEPLISAV-B adoption within assigned National Accounts.

     

    • Develop relationships with key stakeholders who influence system wide purchasing decisions, including committee members.

     

    • Gain a deep understanding of customer needs, structure, business strategies, priorities and financial drivers within assigned National Accounts.

     

    • Lead companywide interactions and engagement strategy.

     

    • Ensure effective top down and bottom up account management to influence positive purchasing outcomes for HEPLISAV-B.

     

    • Work in partnership with National Business Director and field based colleagues to ensure appropriate level of cross-functional support and pull-though.

     

    • Perform business reviews with Senior Director, Sales & Marketing, Senior Director, Commercial Operations and National Business Director to update on account strategy, field execution plans and sales progress versus goals.
    • Foster relationships with key opinion leaders and influencers.

     

    • Develop and communicate effective account plans and monitor progress toward those plans.

     

    • Exercise sound judgement and oversight to ensure integrity and compliance with company policies in all activities and communications.

     

    • Attend/staff/participate in meetings and/or conferences as requested by management.

     

    • Foster Dynavax core values and leadership behaviors.

     

    Other duties as assigned

    Qualifications

    • Bachelor’s Degree required in Medical Sciences, Marketing, or Business from an accredited institution

     

    • Five plus years National Account as well as 3+ years management experience are required.

     

    • Must have proven sales leadership, strategic vision, business acumen and influencing skills in order to drive strategic and operational initiatives across targeted National Accounts.

     

    • Demonstrated track record of consistent sales and growth success along with superb account management skills.

     

    • Previous industry management experience in sales and/or marketing (account based experience preferred) with a high degree of learning agility.

     

    • Knowledge of large health systems.

     

    • Excellent oral and written communication skills, presentation and influencing skills.

     

    • Knowledge of the changing selling environment (market place selling, payer market segments)

     

    • Ability to drive business results and identify new opportunities and strategies through strategic thinking and business planning.

     

    • Understanding of organization and strategic objectives; Mastery of selling skills including Marketplace and account based selling.

     

    • Experience in Matrix Management, Change Advocate.

     

    • Heavy travel required ~50-70%.

     

    • Key Competencies: Accountability, Customer Engagement, Customer Discovery, Business Acumen, Executional Effectiveness.

     

    Additional knowledge and skills desired, but not required:

    • A life science degree is a plus, and an MBA or other related graduate degree is preferred.

     

    • Customer marketing experience with IDNs and Hospitals is preferred.

     

    • Vaccine and retail experience highly preferred.

     

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