Sr Director, SAM Program Office

Overview

Reporting to the Vice President, Strategic Accounts, this role will be accountable for establishing and developing SAM, Strategic Account Management, as an organizational capability to drive mutual value for Alnylam and the organized customers. This role will be responsible for driving strategic account excellence and will provide strategic leadership for the development and implementation of above-brand solutions and operational solution strategies to support Alnylam’s key strategic accounts. The SAM Program Office will lead the solutions and operations team, ensuring seamless integration and optimization of operational strategy with cohesive solution strategy.

Key Responsibilities

A successful SAM Program Office Leader will be a dynamic, experienced individual with distinct ability to:

1. Lead the development and implementation of SAM Program to embed it as a key organizational capability to drive competitive advantage for Alnylam
   • Refresh and enhance the SAM Program business processes, in accordance with the best practices in the industry, and translate into new approaches and readily applicable tactics that provide a competitive advantage to Alnylam
   • Design innovative internal capability building opportunities for SAM team members to better engage with all channels of customers, including the customer engagement process and associated tools and enablers, SAM talent development, and SAM metrics and motivation
   • Devise metrics and indicators to monitor implementation, track ongoing success and provide ongoing feedback to highlight successes and opportunities for improvement
   • Establish and maintain strategic account tools, resources, processes, playbooks and capability programs to ensure SAM can be sustained as a core capability for Alnylam
   • Shape the development of the compensation and incentives model for SAM functions to ensure alignment with the broader business strategy and encourage adoption and use, in collaboration with the incentives team
   • Champion the value of strategic account capabilities to build support and advocacy and cut through resistance
   • Enable organizational alignment and commitment to achieve SAM excellence, including breaking down boundaries and enabling greater cross functional collaboration

2. Lead the development and implementation of SAM program solutions and operational strategy and oversee its execution to ensure alignment with organizational goals driving optimal performance for Alnylam
   • Define the strategy for SAM program solutions and operations while ensuring a seamless integration across the two to achieve the goals of the SAM program
   • Provide strategic guidance to SAM Solutions Liaison and SAM Solutions Operations Director to ensure efficient execution to meet the SAM program objectives while maintaining a strong customer-centric focus
     • Partner closely with SAM Solutions Liaison, providing strategic guidance, to design and develop innovative above-brand solutions and their implementation strategies, that address the needs of the organized customers
     • Review and refine compelling proposals, crafted by SAM Solution Liaison, for internal presentations, ensuring clarity and effectiveness to secure buy-in from cross-functional leadership
     • Collaborate closely with the SAM Solutions Operations Director to formulate operational plans that translates strategy into actions
     • Oversee the operational processes, ensuring smooth implementation and efficient execution within organized customer accounts
   • Provide guidance to establish key performance indicators (KPIs) to track the performance of implemented solutions and monitor their effectiveness in achieving desired outcomes
   • Instill a culture of excellence and innovation within the team, driving continuous improvement and optimization in solutions development and operations

3. Foster cross-functional collaboration to ensure cohesive execution of solution strategies and operational plans
   • Collaborate with cross-functional teams, including SAM Marketing, Commercial/Brand Marketing, Medical, Patient Services, Legal and Compliance, IT, and Data Analytics, to ensure alignment and a synchronized approach for marketing and operational execution, aligning strategies and initiatives to maximize impact and effectiveness
   • Collaborate within the SAM team (SAM Marketing, SAM Solutions, National and Regional SALs team, and SAM Operations teams) to collectively define implementation strategies for solutions and operations across accounts
   • Keep the U.S. Commercial Leadership Team regularly informed and ensure timely removal of organizational barriers as necessary to scale the implementation
   • Ensure clear communication and coordination between the SAM Solutions Liaison and SAM Solutions Operations Director to address organizational barriers as necessary to scale the implementation

4. Drive continuous improvement in enabling elevation of SAM program solutions capabilities
   • Devise strategies to streamline solution implementation and enhance ease of adoption for customers, driving continuous improvement in program performance
   • Review data generated from solution implementation and execution of operations to make strategic decisions, provide insights for program improvement, and elevate the capability of the SAM program

5. Provide expert leadership to support SAM team in the implementation of SAM Program and solutions to drive enhanced growth
   • Contribute to the development of the overall SAM program strategy by reinforcing a clear and compelling vision that motivates the SAM team to execute the SAM strategy
   • Proactively enable the application of the organized customer engagement process (OCEP) to account plans and customer management in a consistent and effective manner
   • Provide coaching and support to SAM team enabling them to identify and maintain long term relationship with key strategic customers, ensuring delivery of mutual value through the implementation of win-win solutions

Qualifications

• BA/BS Degree required in life science or business
• Minimum of 10 years of successful leadership experience in pharmaceutical/biopharma, leading and coaching both marketing teams and/or operation and customer-facing teams
• Minimum of 10 years of total experience in Key Account management
• Experience in conceptualizing, developing, and implementing innovative solutions to meet the needs of the organization and its customers
• Experience in managing operational solutions and process optimization for healthcare customers
• Strong familiarity with various HIT platforms including EHR modules and patient portals etc. and organized customer operational processes
• Knowledge of US and Global compliance guidelines, laws, and practices
• Strong executive presence and communication skills, with the ability to articulate complex scientific concepts and strategic initiatives to a variety of stakeholders, including C-suite and board-level executives
• Excellent interpersonal skills for effective internal and external collaboration, negotiation, conflict resolution, and consensus-building across diverse cultures and disciplines as well as ability to motivate, influence, and support others
• Proven ability to lead and inspire cross-functional teams, fostering collaboration, creativity, and excellence in execution
• Visionary leadership and a passion for driving positive change, with the ability to inspire and motivate others to achieve ambitious goals and objectives
• Strong business acumen and the ability to think strategically, anticipate market trends, and identify opportunities for growth and innovation
• Ability to think strategically and champion ideas that benefit not only the Organized Customer but Alnylam as a whole creating mutual value
• Highly proficient in Microsoft; Excel, Word, and PowerPoint

Additional Preferred Experience

• MBA or advanced degree preferred
• Deep understanding of rare disease landscape, including patient journey, market dynamics, and access challenges
• Experience working with large strategic accounts
• Demonstrated record of success in CPG, MedTech, or other high-SAM industry
• Ideally prior consulting experience

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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.