Director, Specialty Generics and National Accounts

Responsible for managing business and revenue with large National and Specialty Accounts Customers for the purpose of managing and increasing sales of generic drugs and managing all aspects of customer relationships while meeting all reporting, budgeting, and forecasting requirements for assigned accounts.  Manage business with overall revenues in excess of $100 million per year.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Establish Sun’s marketing and sales in specialty channel including opening up new specialty accounts for Sun’s current and future portfolio
• Responsible for all sales, forecasting, planning of future goals, and budgetary aspects by managing business to business relationships with large global pharmaceutical buyers to maximize gross margin and net revenues
• Help successfully co-lead launching specialty generics; Includes marketing the product while navigating the specialty channel nuances like co-pay cards, HUB programs, patience assistance, REMS, registration, etc.
• Manage assigned accounts, Sales planning/ customer forecasting, contract analysis and bid requisitions, customer terms negotiations and the measurement of customer contract compliance and overall performance.
• Meet Corporate and Individual sales and profit targets related to the company’s portfolio
• In-depth knowledge of Sun’s generics portfolio, competitive dynamics, customer landscape and strong understanding of relationships between wholesaler, retailers and direct/indirect sales channels
• Interact with Marketing, Customer Service, Pricing, supply chain and Operations to manage all aspect of sales and specialty products.
• Recognize market dynamics, communicate market insights to management, if necessary, develop and implement alternative plans to achieve account-specific goals
• Own all aspects of the relationship from sales, customer service, inventory management, and resolution of any failure to supply claims with assigned account base
• Develop contracting strategies and lead contract negotiations with customers, existing and for new products
• Analyze marketplace and competition and develop and execute plans to promote future sales growth of generic Rx products.
• Create and approve promotional/marketing plans to obtain distribution for new products and maximize revenue for the organization
• Demonstrate high level financial acumen and contract negotiating skills to achieve account-specific objectives
• Provide market feedback on competitive activity, possible threats in the market and develop possible counter strategies to maintain and grow business
• Monitor account/product sales to ensure inventory is sold through before it becomes short dated.
• Responsible for working conventions and trade shows as necessary.

KNOWLEDGE, SKILLS/ABILITIES & EXPERIENCE TO DO THE JOB:

1. Bachelor's degree and minimum 10 years generic Rx Pricing or Marketing and sales experience with direct contacts to key industry buyers.
2. Working knowledge of generic drug distribution channels and all classes of trade (wholesalers, retailers, mail, distributors, chain stores, food stores, etc.) Must know relevant industry trends and terminology
3. Proven track record of generic drug sales, especially with the big ‘4’ Generic accounts
4. Strong interpersonal and verbal/written communication skills.
5. Demonstrated contracting, forecasting and financial analytical experience
6. Ability to take direction and work independently and in concert with Sales Support.
7. Ability to travel up to 2 days per week.