Team Lead, Respiratory Key Account Liaisons

Job description

Job title: Team Lead, Respiratory Key Account Liasions Location: Cambridge, MA About the Job As the Sanofi Respiratory Key Account Liaison Team Lead, you lead, coach, and develop a team of field-based (non-sales) Key Account Liaisons who serve complex health system accounts within the respiratory therapeutic area. You drive long-term engagement, operational excellence, and improved outcomes for patients living with respiratory diseases. You ensure your team partners with health systems to identify population health priorities and activate respiratory care pathways that close gaps in care. You serve as the connective tissue between the liaison team, internal cross-functional teams, and senior health system stakeholders, enabling seamless execution across the customer lifecycle. This role reports to the Head of Strategic Solutions Marketing. Join the team transforming care for people with immune challenges, rare diseases, cancers, and neurological conditions. In Specialty Care, you’ll help deliver breakthrough treatments that bring hope to patients with some of the highest unmet needs. About Sanofi We're an R&D-driven, AI-powered biopharma company committed to improving people's lives and delivering compelling growth. Our deep understanding of the immune system — and innovative pipeline — enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people's lives. Main Responsibilities People Leadership and Talent Development Hire, onboard, coach, and develop Key Account Liaisons to build a high-performing field team Set clear objectives and performance expectations aligned to respiratory business priorities Conduct regular 1:1s, field ride-alongs, performance reviews, and career development planning Build an inclusive, high-performing, and collaborative team culture Identify skill gaps (e.g., population health, data analytics, executive engagement) and build training and development plans to close them Recognize and reward performance to sustain engagement and retention Manage team capacity and workload to ensure balanced coverage across accounts Team Strategy and Account Portfolio Management Assign and prioritize Key Accounts (Top Health Systems) across the liaison team to maximize impact and continuity Set account engagement strategy and team goals aligned to respiratory business priorities Ensure consistent, high-quality account profiling that captures strategic priorities, stakeholder mapping, population health and quality initiatives, care pathway status, and growth opportunities Ensure coverage and continuity across accounts, including during transitions and absences Provide guidance on complex or escalated customer situations Respiratory Population Health and Care Pathway Strategy Set the team's approach to respiratory population health and care pathway work with health systems (e.g., asthma, COPD, and other respiratory conditions) Coach liaisons on assessing respiratory patient populations, identifying care gaps, and developing, refining, and implementing care pathways in alignment with clinical guidelines and system priorities Capture and share learnings and best practices across accounts to build scalable models and playbooks Ensure appropriate connection of health system teams with internal experts (e.g., Medical Affairs, Customer Solutions Marketing, Health Economics and Outcomes Research), within compliance guidelines Cross-Functional Alignment and Executive Engagement Partner with Customer Solutions Marketing, Medical Affairs, Sales, and other internal teams to ensure aligned execution and pull-through at health systems Serve as the escalation point and internal advocate for the liaison team Engage C/D-suite and senior clinical, operational, quality, and population health leaders at priority accounts as appropriate Identify and remove barriers to collaboration to drive efficiency and accountability across teams Represent the liaison team in leadership forums Performance Management, QBRs and Insights Oversee the quality, cadence, and consistency of Quarterly Business Reviews (QBRs) across all accounts Define and track team KPIs and account health metrics using CRM tools and dashboards Synthesize cross-account trends, customer insights, and pathway adoption and outcomes data into strategic recommendations for headquarters, commercial strategy, product innovation, and market positioning Ensure follow-ups are tracked and continuous improvement is achieved Compliance and Operational Excellence Ensure the team operates within label, regulatory, and legal compliance guidelines Promote compliant engagement practices and training across the team Manage team budget, resources, and tools Drive CRM discipline and data quality Essential Skills People Leadership and Coaching: Ability to hire, develop, and inspire field-based teams, providing actionable feedback and fostering growth Respiratory Disease State Expertise: Understanding of respiratory disease burden, treatment landscape, and patient journeys (e.g., asthma, COPD) and the factors that drive outcomes Population Health and Care Pathway Expertise: Understanding of population health management, value-based care, and quality measurement. Ability to guide the development, implementation, and evaluation of respiratory care pathways with health systems Strategic Thinking and Planning: Setting team direction and account priorities aligned to respiratory business objectives Executive Presence: Confidence and credibility when engaging with C/D-suite stakeholders, earning trust and respect Orchestration and Pull-Through Expertise: Navigating health system contacts and connecting internal and external experts to drive execution of collaborative respiratory projects Cross-functional Collaboration and Influence: Aligning internal stakeholders and leaders to drive impact at respiratory accounts Stakeholder Mapping and Engagement: Guiding the team in building relationships across clinical, operational, quality, population health, and executive levels Data and Outcomes Analysis: Synthesizing population-level, utilization, and pathway performance data into actionable insights Account Strategy and QBR Oversight: Ensuring detailed account plans and high-quality QBRs that reflect strategic priorities and growth potential Healthcare System Expertise: Understanding of the dynamic healthcare environment; navigating shifting priorities, regulations, payer dynamics, and customer expectations Change Management and Problem Solving: Leading teams through shifting priorities and resolving complex or escalated situations Customer-Centric Mindset: Understanding customer needs to build lasting partnerships About You Basic Qualifications Bachelor's degree A minimum of 7+ years of work experience in field sales, product marketing and/or key account management within the pharmaceutical or biotech industry A minimum of 3 years of people management or team leadership experience (direct or matrixed) A minimum of 3 years' experience managing complex relationships with health systems at c-suite level Respiratory or biologic marketplace experience preferred Preferred Qualifications Master's degree (e.g., MBA, MPH, MHA, or related field) Experience working with health systems on respiratory disease management, population health, quality improvement, or care pathway initiatives Familiarity with value-based care models, quality metrics, and health system data and analytics Experience leading field-based, remote, or matrixed teams Launch experience Marketing experience Demonstrated ability to coach and develop talent Ability to assemble and lead cross-functional teams toward a shared vision of success Ability to execute against strategic and tactical plans under tight timelines Ability to present ideas effectively to individuals or groups, including senior executives, targeting presentation to the needs of the audien