National Account Director, Trade

National Account Director (Trade/GPO)

Company Overview

Sun Pharmaceuticals Industries Inc. is the fourth largest generic pharmaceutical company in the world, and rapidly building our brand presence. We manufacture, market and distribute pharmaceuticals to the nation’s largest wholesalers, distributors, warehousing and non-warehousing chain drugstores as well as managed care providers. Our goal is to continue to develop and market quality products that bring value to our customers and ultimately the patient. Current manufacturing capabilities allow Sun Pharma to develop products across most therapeutic categories.

At Sun Pharma, we believe our people are an invaluable asset. Our culturally diverse workforce is one of our biggest strengths, along with the rich experience they bring across varied skill-sets. We are proud that our global workforce is bound by our common values:

Job Overview

You will be responsible for leading, managing, and executing Sun Pharma Brands wholesaler, specialty distributor, and GPO (Group Purchasing Organization) Account Management activities for Sun Pharma Innovative Medicine’s to ensure the company efficiently and effectively maintains product availability for patients across all Trade Channels. Maintains and fosters long-term, strategic business relationships with various channel business partners to identify, enhance and implement strategic business opportunities via full-line wholesalers, specialty distributors, non-acute care GPO’s and acute care GPO’s.

Responsibilities

• Manage and lead Trade commercial activities for assigned accounts in Wholesale, Specialty Distribution and GPO accounts representing $900+ million in annual sales.
  Initiate and develop business relationships with key decision-makers within each assigned account.
• Lead negotiation and management of assigned wholesaler & specialty Distribution Services Agreements and GPO indirect purchase agreements.
• Build and manage strategic partnerships and cross-business unit synergies with multiple internal and external stakeholders to support Strategic Accounts, Medical Science Liaisons, Field Reimbursement Managers, Market Access Marketing, Legal, Contract Operations and field sales management. Play lead role creating GPO pre-launch and launch execution plans with major emphasis on Oncology GPO’s.
• Lead and manage account relationships with their operations and management personnel to monitor distributor operations, assure compliance with contract terms, and resolve data reporting and downstream customer issues.
• Lead and manage account relationships with their operations and management personnel to monitor GPO operations support contractual requirements to support Sun Pharma’s field teams with Integrated Delivery Networks (IDN’s), Health Maintenance Organizations (HMO’s) and acute care hospitals.
• Serve as a primary point of contact for Sun Pharma for all internal commercial and operational issues and inquiries with assigned accounts.
• Collaborate with Trade Customer Service and Analytic teams to effectively manage day-to-day trade channel operations, data integrity and agreement performance metrics outcomes.
• Collaborate with MSL’s, Strategic Customer Group, Field Reimbursement Managers and Market Access Marketing teams to identify, develop and lead efforts with oncology clinics, dermatology clinics, rheumatology clinics and acute care hospitals on brand/disease state awareness, education, marketing, and adherence for pre-launch and post launch for the Innovative Medicine’s portfolio.
• Participate in the development and implementation of distribution related policies and procedures including but not limited to orders, returns, and inventory.
  Act as the point of contact for assigned accounts to mitigate and resolve problems related to product inventory levels, product listings, data reporting, compliance and downstream customer issues.
• Works with internal stakeholders and assigned accounts to measure wholesaler and specialty distributor operations performance for compliance with contract terms and conditions to maintain optimal product availability to support product sales for assigned product portfolios.
• Develop launch planning process and trade strategies for pipeline products that ensure product supply to end customers.
• Complete Quarterly Business Reviews with assigned accounts to facilitate alignment with Distribution Services Agreements and trade policies (inventory levels, purchase controls, data, return goods,) and key performance metrics by working with Finance, legal, brand management and trade analytics.
• Evaluate competitive activity and identify key opportunities to develop account objectives to increase sales, margins, and market share.
• Effectively negotiate and manage day to day operations of Distribution Services Agreements and GPO indirect purchase agreements with assigned accounts
  Represent Sun’s interest at national trade association meetings and conventions
• Comply with all laws, regulations and policies that govern the conduct of distribution activities. Implement Pharma distribution policy and strategic plans with assigned accounts.

Requirements

• BS/BA Degree, relevant Master’s degree preferred
• 10 or more years of experience with a branded pharmaceutical company with increasing levels of responsibility, can include; field sales, market access, corporate accounts, calling on physician accounts to provide field reimbursement services in addition to at least 5 years of trade national account management experience or trade experience managing full-line and specialty distributors within the last 3 years or equivalent experience.
• Successfully negotiated distribution services agreements with full-line and/or specialty distributors.
• Successfully negotiated GPO indirect purchase agreements for both acute care and non-acute care GPO’s.
• Ability to analyze a wide variety of data including sales and financial data to make business decisions including the use of wholesaler EDI 867/852 data to identify and remedy wholesaler inventory issues.
• Trade experience launching new products with full-line wholesalers and/or specialty distributors, experience must include negotiating first time purchase quantities and one-time launch promotional terms and discounts.
• Working knowledge of the pharmaceutical industry and the prescription drug distribution process in a large healthcare organization or prescription drug vendor; understands the pharmaceutical supply chain distribution process 
• Understands the laws and regulations affecting contracting and pricing in the pharmaceutical industry
• Ability to communicate ideas and data both verbally and written in a persuasive and appropriate manner to field sales managers and sales representatives.
• Ability to implement and monitor the overall sales and trade relations strategy
• Ability to travel 50+%