Sr Director, Health Systems - East

Overview

The Senior Director of Health System Directors (HSD) develops, plans, and enables the execution of comprehensive business strategy across targeted national accounts in order to create joint value for Alnylam, the industry, and the customer. The role provides strategic direction to the HSD team across targeted accounts and organized customers to ensure sustained growth and address Alnylam’s strategic accounts business objectives, as well as is responsible for development and execution enablement among HSDs.

Key Responsibilities

The Senior Director of HSDs will be responsible for overseeing targeted accounts and playing an active role in shaping the overall Strategic Accounts strategy for Alnylam to address the needs and opportunities  

1. Lead teams to develop and execute the comprehensive business strategy for targeted accounts to bring best of Alnylam to key customers
   • Articulate and lead a comprehensive vision for the strategic account management program that aligns with Alnylam's business objectives and drives growth within key strategic accounts
   • Co-develop ambitious strategies, objectives and KPIs for organized customers aligned with organizational and brand priorities to drive sustained growth
   • Anticipate likely market and customer developments to take a long-term perspective on industry strategy and shape the strategic accounts strategy accordingly, ensuring adaptability in a dynamic marketplace
   • Collaborate with other functional and business leaders to ensure cohesive strategic planning approach enabling the delivery of consistent and ‘One Alnylam’ experience to the customers
   • Consult with partners on key industry trends / leading practices to help solve complex and emerging challenges and opportunities in engaging with senior stakeholders at organized customers

2. Lead and coach the HSD team to drive sustainable growth, deliver business strategy, facilitate strategic partnerships and create mutual value for Alnylam and its customers
   • Communicate and reinforce a clear and compelling vision for the Strategic Accounts that inspires and motivates the HSDs to execute overall strategic account management strategy
   • Enable the HSD team to meet and exceed business objectives by providing the right balance of autonomy, support, direction, and development for each team member
   • Foster a culture of accountability, professional development, high-performance, and compliant behaviors among the HSD team by continuous coaching
   • Guide the execution and pull-through of business strategy and account plans led by the HSDs for targeted accounts by modelling and coaching on what excellence in Organized Customer Engagement Process (OCEP) looks like
   • Coach HSDs to identify and maintain strategic, long-term relationships with key strategic customers, ensuring delivery of mutual value through the implementation of win-win solutions
   • Conduct frequent account plan reviews with HSDs to provide feedback and ensure that account goals, objectives, strategies, and tactics are aligned with Alnylam strategic priorities
   • Summarize and provide impactful reports on value delivered by the cross-functional account teams for external value delivery

3. Demonstrate support for the development of overall Strategic Accounts Management (SAM) program
   • Under the guidance of the VP, drive organization change initiatives and programs to enable Alnylam to achieve and maintain a market-leading position with strategic accounts in the context of a dynamic and competitive environment
   • Support the Alnylam SAM Program strategic priorities by establishing and prioritizing key performance indicators and metrics, holding team members accountable for assigned results
   • Work with the HSDs to identify and document customer success stories which can be used to demonstrate to internal stakeholders the breadth of impact of the SAM program
   • Provides support and leadership for Top-to-Top engagements between Alnylam Senior Leaders and key account senior leaders for the purpose of advancing the enablement of Strategic Partnerships and elevating the success of SAM program

Qualifications

• Bachelor’s degree in a Science or Business discipline; Advanced degree (MBA, MS, PhD or Healthcare certification) desired
• Minimum 10 years of experience in commercial selling in a life sciences environment
• Minimum 5 years of demonstrated successful engagement with strategic accounts within the life science industry, with a preference for experience in rare diseases
• Minimum 5 years of proven experience in direct team leadership, including mentoring, motivating, and coaching team
• Portfolio and solutions selling experience at the Health System, IDNs, National Integrated Provider Networks, Infusion networks – Home & Ambulatory level
• 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- and D-Suite audience
• Demonstrate an understanding and expertise of current trends in healthcare market-place
• 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 lead without authority, able to drive through execution across multiple internal and external cross-functional stakeholders, and foster collaboration and succeed in a highly matrixed environment
• Understanding of the IDNs, National Integrated Provider Networks, Infusion networks – Home & Ambulatory and Payer environment, including coverage and reimbursement, pricing and contracting, formulary management and health technology assessment etc
• 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

Additional Preferred Experience

• Master’s degree: Master of Business Administration (MBA) preferred
• Active membership of relevant pharmaceutical associations would be beneficial
• Previous Account Management experience with hospital systems IDNs, National Integrated Provider Networks, National Home Health, GPO, Infusion networks – Home & Ambulatory

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About Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfering” with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.

Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we’ve been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as the #1 Large Employer by Boston Globe Top Places to Work in 2023 for the third consecutive year, one of Science Magazine’s Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK – among others.

At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients. Qualified applicants will receive consideration for employment without regard to their race, color, religion, age, sex, sexual orientation, gender identity or expression, national origin, ethnicity, marital status, protected veteran status, disability, or any other characteristics prohibited by law.