Director, Strategic Account Lead - Northern California

The Strategic Account Lead (SAL) will provide innovative, influential account engagement to shape and deliver the strategy for Alnylam Strategic Accounts in order to achieve access, create value and deliver profitable growth for Alnylam. 1. Lead the development and execution of the comprehensive account strategy for target accounts to bring the best of Alnylam to the customer and to maximize profitability, revenue growth and market share for Alnylam Analyze and synthesize information from multiple sources to identify and prioritize business opportunities across the account by applying relevant frameworks and analytical methods Work with the Alnylam Leadership Team to co-develop and agree on strategies, programs objectives and KPIs for target regional accounts aligned with organizational and brand priorities and the wider business strategy Support the account team with the prioritization of solutions, programs and specific pull-through tactics to ensure sustainable growth and mutual value creation Anticipate likely market and customer developments, identify third party influence factors and shape the account strategy accordingly Facilitate the introduction of new products and indications with institutional stakeholders by ensuring adequate budget allocation at the strategic account level Provide insights, education and information about scientific, clinical and technological innovation Facilitate strategic partnership with account stakeholders to create mutual value for Alnylam and customers and deliver strategic goals Provide clear direction to other field teams to identify and prioritize stakeholders within their target accounts Collaborate with other functional and business leaders to ensure adequate Voice of the Customer to inform strategic planning across all stakeholders and channels Support the delivery of account goals for National accounts, working closely with the Strategic Accounts Team Support the execution and pull through of contracting and initiatives with national organized customers to ensure value maximization Bachelor's degree, emphasis in Accounting, Marketing, Business Administration or equivalent work experience in business management, ideally complemented by an MBA Minimum 7 years of experience in B2B selling in a life sciences environment Previous account management experience with health systems and/or hospitals/ IDNs High level of confidence and capability to understand and communicate complex scientific concepts to a range of stakeholders, plus executive presence and communication skills to engage with a C-Suite audience Expertise and understanding of dynamic market access value models such as value-based propositions and budget impact and cost effectiveness models, etc Strong interpersonal skills including written and oral communication skills, ability to synthesize data, interpret and translate into compelling and clear commercial strategies and plans Demonstrated ability to successfully mobilize a cross-functional team, including interpersonal skills to foster collaboration and succeed in a highly matrixed environment by leading without direct authority Understanding of the IDN environment, including coverage and reimbursement, pricing and contracting, formulary management and health technology assessment Strong analytical skills and ability to think critically, challenge conclusions and underlying assumptions Ability to synthesize multi-source information (qualitative and quantitative) to develop strategic plans Knowledge of value based healthcare and outcome based models Executive presence and the ability to interact and negotiate with C-suite customers Highly proficient in Microsoft; Excel, Word, and PowerPoint Master's degree: Master of Business Administration (MBA) preferred Active membership of relevant pharmaceutical associations would be beneficial