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Sr. Director, Key Account Manager

Moderna, Inc.
United States of America
Start date
Aug 13, 2022

View more

Sales & Service, Account Management
Required Education
Bachelors Degree
Position Type
Full time
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Job Details

The Role:

Moderna is seeking a Senior Director, Key Account Manager, to bring thought leadership and a relentless drive for excellence that includes how to shape and win in the market. This role will partner with the broader Vaccines Commercial team to identify, target, and execute a customer strategy that develops a market leading position for our world-changing products.

This person will develop expert knowledge of our products and ensure an excellent understanding of customer requirements in the short, medium, and long term. He / she will work closely with customers building strong business relationships at multiple levels within an organization. Representing and communicating customer insights back into the business of market conditions, customer requirements/ opportunities and competitor intelligence is critical to shape informed market and brand strategies. On a day to day basis, this role will collaborate with colleagues across the commercial organization to help establish product strategies and take accountability for implementing tactics to drive growth, market impact and profitable sales within the wider vaccines business.

Heres What Youll Do:

  • Conceive and develop innovative key account product segmentation and solutions translated across B2C or B2B customer segments that build and enable a winning platform for Modernas brands and products.

  • Create and develop innovative business solutions that lead to new and non-traditional commercial channels for Modernas vaccines.

  • Build and develop access solutions to key customer segments including (but not limited to) Retailers, Wholesalers, Public Channels (states/CDC/BARDA/VA/Military/Other), Employers, Health Networks, PBG, GPOs, and other channels.

  • Establish and maintain connections externally with targeted customers, including physicians, health systems, corporate, public officials, and other potential customers. We are breaking new ground with our products, so youll need to be comfortable with thinking outside the traditional account management landscape to create account strategies that reflect our approach to solving critical unaddressed health needs.

  • Lead a team of Regional Account Managers including any Contract Sales Organization partners

  • Develop sales targets, examine growth opportunities, enable sales improvements, take responsibility for performance against targets as a leader

  • Build and maintain a knowledge of the competitive landscape for our key products (Spikevax and mRNA-1273 COVID-19 Vaccine initially) and the policy environment around these products. Specifically, the fast-moving market for COVID-19 will require a high degree of adaptability and trust-building with key accounts.

  • Leverage data and digital enablement tools to prioritize opportunities across a dynamic landscape of potential and target key accounts. Then, youll build great relationships and establish trust at multiple levels both within Moderna and our target customers.

  • Collaborate with cross-functional product teams at every stage of vaccine development through launch to understand how the product landscape is changing and how your account targeting strategies will need to adapt.

  • Where appropriate, manage appointed distributors and agents, ensuring their use is optimized while still maintaining an appropriate relationship with the end customer. Ensure risk is minimized and due diligence complete with contracts negotiated. Work closely with internal stakeholders to manage performance to the customers and establish Key Performance Indicators with distributors in order to review performance and recommend corrective actions.

  • Deliver best-practice project management oversight for key account activities to ensure Moderna lives up to its promise to patients.

  • Be a key player in building Modernas Vaccines commercial organization, as we enter brand new markets and grow Moderna at an accelerated pace.

  • Comply with corporate policies and procedures as well as all applicable healthcare laws and regulations.

Heres What Youll Bring to the Table:

  • Bachelors Degree and a minimum 10 years of progressive excellence in pharmaceutical/biotech account strategy and leading account management teams, with a preference for prior experience in vaccines. Demonstrated prior experience with establishing and consistently meeting or exceeding business development targets.

  • Demonstrated track record of building and driving volume and profitable revenue growth with key corporate or public sector accounts. Experience in negotiating and developing strategic relationships with key US Federal (CDC, VA, DoD, BARDA, etc) and Regional government entities is preferred.

  • Detailed understanding of complexities of leading and enabling successful but lean field force organizations

  • Ability to drive digital technology and incorporate better ways of working

  • Ability to collaborate among a range of key areas (marketing, field team, communications, promotion, physician, trade and consumer channels, pricing and contracting, and/or government payers).

  • Strong portfolio of commercial skills obtained through experience and application with track record of delivery. E.g. Negotiation, building a financial business case, working within commercial teams.

  • Must be comfortable with ambiguity and a fast-paced, highly dynamic environment that is being defined in real-time. You should be driven and willing to think creatively, and pursue new or novel approaches to business and market development.

  • Keen understanding of the drug development and regulatory approval process, and of health policy and health care system stakeholders (e.g., managed care, public sector payers, emerging models of care). Clear understanding of all applicable regulatory environments within which Moderna operates commercially.

  • Excellent communication, presentation, collaboration and influencing skills across internal and external stakeholders.

Moderna is pleased to provide you and your family with a comprehensive and innovative suite of benefits, including:

  • Highly competitive and inclusive medical, dental and vision coverage options
  • Flexible Spending Accounts for medical expenses and dependent care expenses
  • Lifestyle Spending Account funds to help you engage in personal enrichment and self-care activities
  • Family care benefits, including subsidized back-up care options and on-demand tutoring
  • Free premium access to fitness, nutrition, and mindfulness classes
  • Exclusive preferred pricing on Peloton fitness equipment
  • Adoption and family-planning benefits
  • Dedicated care coordination support for our LGBTQ+ community
  • Generous paid time off, including:
    Vacation, sick time and holidays
    Volunteer time to participate within your community
    Discretionary winter shut down
    Paid sabbatical after 5 years; every 3 years thereafter
  • Generous Paid Leave offerings, including 18 weeks of 100% paid parental leave for all new parents
  • 401k match and Financial Planning tools
  • Moderna-paid Life, LTD and STD insurance coverages, as well as voluntary benefit options
  • Complimentary concierge service including home services research, travel booking, and entertainment requests
  • Free parking or subsidized commuter passes
  • Location-specific perks and extras!

Candidates should be aware that Moderna currently maintains a policy requiring all US-based employees to be fully vaccinated against COVID-19 and receive a booster shot once eligible. Newly hired employees must be vaccinated and boosted prior to their employment start date. Moderna is an equal opportunity employer and will provide a reasonable accommodation to those unable to be vaccinated or receive a booster where it is not an undue hardship to the company to do so as provided under federal, state, and local law.

About Moderna

In over 10 years since its inception, Moderna has transformed from a research-stage company advancing programs in the field of messenger RNA (mRNA), to an enterprise with a diverse clinical portfolio of vaccines and therapeutics across seven modalities, a broad intellectual property portfolio in areas including mRNA and lipid nanoparticle formulation, and an integrated manufacturing plant that allows for rapid clinical and commercial production at scale. Moderna maintains alliances with a broad range of domestic and overseas government and commercial collaborators, which has allowed for the pursuit of both groundbreaking science and rapid scaling of manufacturing. Most recently, Moderna's capabilities have come together to allow the authorized use and approval of one of the earliest and most effective vaccines against the COVID-19 pandemic.

Moderna's mRNA platform builds on continuous advances in basic and applied mRNA science, delivery technology and manufacturing, and has allowed the development of therapeutics and vaccines for infectious diseases, immuno-oncology, rare diseases, cardiovascular diseases and autoimmune diseases. Moderna has been named a top biopharmaceutical employer by Science for the past seven years. To learn more, visit

Moderna is a smoke-free, alcohol-free and drug-free work environment.

Moderna is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a persons race, color, gender, age, religion, national origin, ancestry, disability, veteran status, genetic information, sexual orientation or any characteristic protected under applicable law. Moderna will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.




Moderna is advancing messenger RNA (mRNA) science to create a new class of transformative medicines for patients. Moderna’s platform builds on continuous advances in basic and applied mRNA science, delivery technology and manufacturing, providing the Company the capability to pursue in parallel a robust pipeline of new development candidates. Moderna is developing therapeutics and vaccines for infectious diseases, immuno-oncology, rare diseases and cardiovascular diseases, independently and with strategic collaborators.

mRNA is now a turning point in the history of science, medicine, technology, even humankind itself. With this breakthrough discovery, many of the world’s biggest and most challenging medical problems are no longer a question of “how?” but merely a question of “when?”

Come with us as we pursue the uncharted reaches of possibility and make your mark on the future of medicine.


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