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Senior Sales Executive

2 months ago

Marquand, Missouri, United States Dynavax Technologies Full time
About Dynavax Technologies

Dynavax Technologies is a commercial-stage biopharmaceutical company dedicated to developing and commercializing novel vaccines to protect the world against infectious diseases. Our commitment to quality, integrity, and safety drives our mission to improve public health. Our proprietary CpG 1018 adjuvant powers our diverse infectious vaccine portfolio, which includes HEPLISAV-B, a commercial product approved in the U.S. and the European Union, for the 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 the development of COVID-19, plague, shingles, and Tdap vaccines. At Dynavax Technologies, our vision and work ethic are guided by our core values, which 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 headquarters employees, where individuals work remotely and gather for in-person meetings when necessary. Dynavax Technologies is headquartered in the San Francisco Bay area, and our manufacturing facility is in Dusseldorf, Germany.

Job 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. 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.

Key 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 the 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 judgment and oversight to ensure integrity and compliance with company policies in all activities and communications.
  • Foster Dynavax Technologies core values and leadership behaviors.
  • Other duties as assigned.
Qualifications
  • 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
  • C-suite leadership and account management experience within IDNs and Hospitals is highly preferred.