Managed Care Specialist

Sanofi-Synthelabo and Aventis Pharmaceuticals, part of the sanofi-aventis Group are facing the future and leading the way as the 3rd largest pharmaceutical company in the world and number 1 in Europe. Backed by a world-class R&D organization, sanofi-aventis is developing leading positions in seven therapeutic areas: cardiovascular disease, thrombosis, oncology, diabetes, central nervous system, internal medicine, and vaccines.Embrace this opportunity to join a diverse and talented group of individuals championed to take on innovation and change in our rapidly expanding organization.Location: Greater Los Angeles, Orange County, San Diego areasCONSULTATIVE SELLING SKILLS/TECHNICAL KNOWLEDGE:
Demonstrates depth and breadth of sanofi-aventis and Competitor products
Demonstrates in-depth understanding of Kaiser Permanente and managed care marketplace(formulary/guideline process)
Effectively applies understanding of marketplace, sanofi-aventis products, Kaiser Permanente, and surrounding environment to build relationships
Demonstrates exquisite consultative selling skills by probing, using all resources and support materials, and gaining commitment from the customerTEAMWORK:
Utilizes ATM model to initiate communication/relationships with co-promote counterparts, regional team members, and Kaiser team members
Partners with NMM and CMM to enhance business opportunities
Builds and implements business plans in conjunction with ATM membersCUSTOMER FOCUS:
Owns customer development in the Kaiser accounts: KOLs,Chief's of depts., targeted providers, etc.
Defines key specialists for formulary/guideline support
Builds key specialty target list via customer networking
Takes initiative on planning and executing pull-through opportunities
Maintains knowledge of Kaiser's short-term and long-term strategies
Gains access to key customers, influencers, and KOL's by demonstrating professionalismACCOUNT/TERRITORY MANAGEMENT:
Completes all administrative reports in a timely and appropriate fashion
Utilizes all available budgets to support business plans
Creates and updates business plans to meet business objectives
Develops system to learn and maintain accurate information on the Kaiser account—structure, key personnel, financial status, yearly initiatives
REQUIREMENTS
EDUCATION:
Bachelor Degree required
Masters Degree preferredEXPERIENCE:
2-3 years of sales experience in Pharmaceutical and related industries
Territory experience with the managed care formulary process
Experience in developing and implementing business plans
Experience in leading or contributing to cross-functional teams
Account management and project management experience
Experience in managing time, human, and financial resourcesCRITICAL SKILLS/COMPETENCIES:
Working Effectively
. Performs at an optimal work level with a continuous focus on quality, efficiency, and personal/professional improvement
Serving Customers
. Focuses attention on building and maintaining customer relationships to achieve success
Partnering Across Boundaries
. Collaborates across functional, geographic, and company boundaries to meet mutual business goals and objectives
Building Talent
. Continually focuses on the performance and development of one's self and others to enhance the talent of the company
Taking Ownership
. Takes personal responsibility for ensuring results, encouraging change, and fostering continual organizational improvement