National Account Executive

Location
Berkeley, California
Posted
May 11, 2018
Ref
18-049N
Hotbed
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time
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.