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IDN Key Account Executive II

2 months ago

Columbus, Ohio, United States Dynavax Technologies Full time

Dynavax is a commercial-stage biopharmaceutical company developing and commercializing novel vaccines to help protect the world against infectious diseases. We operate with the highest level of quality, integrity and safety for the betterment of public health. Our proprietary CpG 1018 adjuvant powers our diversified infectious vaccine portfolio, which includes HEPLISAV-B, our commercial product approved in the U.S. and the European Union, for prevention of hepatitis B virus in adults. We also supply CpG 1018 to research collaborations and partnerships globally. Currently, CpG 1018 is being used in development of COVID-19, plague, shingles, and Tdap vaccines.

At Dynavax, our vision and work ethic are guided by the collective ideals underpinning our core values, and these form the basis of our dynamic company culture. We strive to maintain a culture where each employee is valued by the organization and where our organization is valued by each employee. We offer a highly flexible work environment for our headquarter employees where individuals work remotely and gather for in-person meetings when necessary. Dynavax is headquartered in the San Francisco Bay area, and our manufacturing facility is in Düsseldorf, Germany.

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. He/she will be responsible for understanding sales strategies and execution plans that enable HEPLISAV-B to meet its full revenue potential in assigned accounts. The IDN Key Account Executive II position will be expected to execute all functions of the role independently with minimal supervision from the Director, Vaccine Sales and/or assigned mentor for executive level customer engagements. This position is field based and will require daily travel. The ideal candidate should reside in the Greater Columbus area.

Responsibilities

  • 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.
  • IDN Key Account Executive II will be expected to 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.

Qualification

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

Additional knowledge and skills desired, but not required:

C-suite leadership and account management experience within IDNs and Hospitals is highly preferred.

California residents: for information on how we handle your personal information and your privacy rights as a job candidate, please see our Candidate Privacy Notice:

Dynavax is an equal opportunity employer & prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, disability, marital & veteran status.