IDN Key Account Executive II - Chicago, IL

Role Summary

The IDN Key Account Executive II will have full account responsibility and business ownership for assigned Accounts to establish and grow HEPLISAV-B sales. Working with the Director, Vaccine Sales this position will serve as the primary account owner with assigned IDN, Independent and Group Practice accounts. The IDN Key Account Executive II will be responsible for full top down and bottom up ownership and execution in assigned accounts with a primary objective of expanding Adult Hepatitis B Vaccination and greater adoption of HEPLISAV-B.

This role will be responsible for understanding sales strategies and execution plans that enable HEPLISAV-B to meet its full revenue potential in assigned accounts. The position will be field based and require daily travel.

• Responsible for achieving sales targets and owning/managing customer relationships for assigned Accounts. Assigned accounts will include large IDNs, independent customers and group practices.
• Serves as sole owner for assigned accounts – responsible for successful execution at all levels of the customer organization to achieve declared goals/objectives.
• Demonstrates a deep understanding of vaccine decision making, vaccine adoption and implementation process and key decision makers across all levels of assigned accounts.
• Responsible for developing, communicating, and monitoring an account strategy for each assigned account. Conducts quarterly business reviews with Director, Vaccine Sales.
• Execute all functions of the role independently with minimal supervision from the Director, Vaccine Sales and/or assigned mentor for executive level customer engagements.
• Develop relationships with key stakeholders at each level of organization who are responsible for implementation of vaccines.
• Partner with Director, Vaccine Sales to execute sales & marketing strategies to support HEPLISAV-B expansion within assigned accounts.
• Responsible for understanding competitive positioning, market dynamics and customer business models to identify opportunities across assigned accounts.
• Maintain accurate up-to-date customer records in the Account Management system.
• Exercise sound judgement and oversight to ensure integrity and compliance with company policies in all activities and communications.
• Foster Dynavax core values and leadership behaviors.
• Other duties as assigned.

• Required:
  
  Bachelor’s Degree from an accredited institution; MBA preferred.
• Required:
  
  3+ years of life sciences sales experience; IDN/Hospital experience preferred.
• Required:
  
  2 years of vaccine or buy & bill experience.
• Preferred: 2+ years of strategic account management experience.
• Required:
  
  Knowledge of the IDN/Hospital landscape within assigned territory.
• Preferred:
  Previous health system account management experience.
• Required:
  
  Strong strategic vision, business acumen and influencing skills to drive initiatives across the organization.
• Required:
  
  Documented track record of consistent sales and growth, with superb account management skills.
• Required:
  
  Proven track record of financial/budget management experience.
• Required:
  
  Knowledge of large health systems, including immunization related quality initiatives.
• Required:
  
  Excellent oral and written communication skills, presentation and influencing skills.
• Required:
  
  Ability to drive business results and identify new opportunities through strategic thinking and planning.
• Required:
  
  Experience in matrix management, change advocacy.
• Required:
  
  Heavy travel.
• Required:
  
  Key
  
  Competencies:
  
  Accountability, Customer Engagement, Customer Discovery, Business Acumen, Executional Effectiveness.
• Required:
  
  Ability to operate a motor vehicle.
• Required:
  
  Ability to sit for prolonged periods; reach with arms and hands; lift and move small objects; and use hands to keyboard and perform other office tasks including repetitive movement of wrists, hands and/or fingers.
• Required:
  
  Must be able to obtain all industry credentials and certifications.

• Strategic account management
• Vaccine commercialization and adoption strategies
• Stakeholder engagement across complex organizations
• Market and competitive analysis
• Account planning and business reviews

• Bachelor’s Degree required; MBA preferred.

• Heavy travel required.
• Ability to operate a motor vehicle.
• Physical requirements as stated are essential to perform job duties.
• Must be able to obtain all required industry credentials and certifications.