Director, National Accounts - Government — Washington, DC
Sanofi — Washington, DC
Sanofi lists this role in Washington, DC.
Stated in the posting
Pay: $178.5K – $258K (base salary)
Experience: 10+ years
Travel: up to 60%
Apply by: 2027-02-04
Job title: Director, National Accounts - Government
Location: Remote, US
About the Job
Sanofi Vaccines is seeking an exceptional, senior executive to serve as the strategic face of our organization to the United States federal government health ecosystem. The Director, National Accounts – Government is one of the most strategically significant and complex commercial roles within Sanofi's entire portfolio — responsible for leading executive engagement, contract strategy, and revenue growth across a the Department of Veterans Affairs (VA), Defense Health Agency (DHA). This role demands rare expertise at the intersection of federal procurement, public health policy, and high-stakes relationship management at the highest levels of the U.S. government.
The federal government health ecosystem presents a level of complexity unmatched in the commercial marketplace. This role requires mastery of federal acquisition regulations (FAR), agency-specific contract vehicles, Made in America requirements, and evolving cybersecurity mandates such as CMMC — all while navigating multi-layered decision-making structures that span clinical, administrative, and procurement stakeholders across VA Regions, Veterans Integrated Service Networks (VISNs), VA Medical Centers (VAMCs), and the full DHA command structure. Success demands deep technical expertise in government contracting and sustained relationship capital to influence outcomes at the most senior levels of federal health leadership.
The Director, National Accounts – Government will be the lead executer of strategies designed to capture the potential in market – advancing immunization rates across all agencies, and positioning Sanofi as the undisputed preferred vaccine partner within the federal health ecosystem.
Join the team protecting half a billion lives every year with next-gen science, mRNA innovation, and AI driven breakthroughs. In Vaccines, you’ll help advance prevention on a global scale - and shape the future of immunization.
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
Strategic Leadership & Market Development
Lead executive strategy and engagement across the Veterans Affairs (VA), Defense Health Agency (DHA).
Build and maintain comprehensive influence maps across the full federal health ecosystem — from national agency leadership to regional and local levels, including VA Regions, VISNs, and VAMCs, as well as within DHA.
Lead RFP strategy development and response delivery for federal contract opportunities, ensuring competitive positioning and compliance with all applicable federal requirements.
Identify, develop, and capture growth opportunities across all products in the portfolio across the federal health ecosystem.
Develop and implement data-driven interventions to close immunization coverage gaps and advance vaccination rates across VA & DHA. Cross collaboration with the various Agencies Innovation Divisions and Sanofi BARDA Team, Specialty and General Meds Teams, is critical.
Executive Relationship Management
Cultivate and sustain C-Suite and Key Opinion Leader relationships at the highest levels of the VA & DHA— including agency heads, procurement leaders, senior clinical leadership, and other decision makers.
Engage and coordinate across the full spectrum of multi-layered federal decision-making structures, ensuring Sanofi maintains sustained influence at every level of the government health hierarchy.
Serve as Sanofi's primary commercial executive liaison to federal government health agencies, representing the full breadth and depth of the Sanofi Vaccines portfolio.
Federal Contracting & Compliance Expertise
Navigate complex federal procurement frameworks including FAR, agency-specific contract vehicles, Made in America requirements, and cybersecurity mandates (CMMC) with precision and expertise.
Lead government bid processes, contract negotiations, and ongoing compliance management with a deep understanding of federal customers' unique needs, objectives, and regulatory obligations.
Ensure rigorous adherence to heightened government oversight requirements, performance metrics, and public transparency standards that govern federal contracting relationships.
Cross-Functional Collaboration & Team Leadership
Establish and lead a high-performing matrix team model in close partnership with internal Sanofi stakeholders including field sales management, Account Management, Market Access, Marketing, and headquarters leadership to ensure seamless execution of federal account strategies.
Coordinate high-level strategy with Sanofi Vaccines headquarters to ensure alignment between federal account strategy and broader commercial objectives.
Lead and contribute to special projects that leverage deep market knowledge, market access expertise, and key customer relationships to advance Sanofi's competitive position.
Business Analytics & Performance Management
Proactively leverage business analytics, customer intelligence, and market observations to drive solution development, refine sales strategy, and anticipate shifts in the federal contracting and procurement landscape.
Maintain deep expertise in contracting and pricing platforms, membership management processes, and data transactions to ensure operational excellence across all federal accounts.
Track and report on KPIs including market share, dose volume, contract performance, and revenue growth delivering consistent achievement of sales and marketing objectives.
Develop and present executive-level business reviews and strategic recommendations to senior Sanofi leadership and federal agency stakeholders.
About You
Required
BS/BA required; MBA strongly preferred.
Minimum 10+ years of progressive experience in government/federal sales, national accounts, or related federal healthcare roles.
Demonstrated track record of securing, managing, and growing large-scale government contracts with VA, DHA, or equivalent federal agencies.
Deep expertise in federal procurement regulations (FAR), government contracting vehicles, and compliance frameworks including Made in America requirements and cybersecurity mandates.
Proven ability to build and sustain C-Suite and senior executive relationships within federal agencies at the highest levels of government health leadership.
Strong federal and political acumen with demonstrated experience navigating complex, multi-stakeholder government environments.
Experience with vaccines, biologics, or specialty pharmaceutical products strongly preferred.
Ability to travel up to 60% nationally.
Preferred
Direct experience with VA, DHA procurement processes, formulary management, and contract vehicles.
Experience leading cross-functional teams and executing complex strategies within a matrixed organizational structure.
Familiarity with vaccine portfolios and the federal public health immunization landscape.
Why Choose Us
Bring the miracles of science to life alongside a supportive, future-focused team.
Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.
Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness program
Work at the forefront of AI-driven research, smart manufacturing, and groundbreaking mRNA platforms that are redefining the future of immunology.
Help protect half a billion people every year, contributing to one of the largest global vaccination efforts in healthcare.
Develop your career with access to mentoring, international mobility programs, and opportunities to grow across four continents.
Sanofi US Services and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
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Pursue progress, discover extraordinary
Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.
Sanofi US endeavours to make our career center accessible to any and all users. If you are experiencing difficulty and need assistance applying online, please call 1-866-SANOFI2 (1-866-726-6342) or click here
US and Puerto Rico Residents Only
Sanofi Inc. and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
North America Applicants Only
The salary range for this position is:
$178,500.00 - $257,833.33
All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.