National Account Executive

Job purpose

Manage direct relationship with major mid-size customers including wholesalers, distributors, retail chains, mail orders and GPOs for the purpose of increasing sales of generic drugs and managing all aspects of customer relationships while meeting all reporting, budgeting, and forecasting requirements for assigned accounts within retail, mail and specialty channel customers.

Duties and responsibilities

• Drive sales growth by leading forecasting, planning of future goals, and budgetary aspects of assigned accounts to maximize gross margin and net sales. ($20M+ Book of business)
• Develop and sustain trusted partnerships with key decision-makers across assigned accounts
• Meet Corporate and Individual sales and profit targets related to the company’s portfolio
• In-depth knowledge of Sun’s portfolio, competitive dynamics, customer landscape and strong understanding of relationships between wholesaler, retailers and direct/indirect sales channels
• Collaborate cross-functionally with Marketing, Customer Service, Pricing, Supply Chain and Operations to manage all aspects of sales
• Recognize market dynamics, communicate market insights to management, if necessary, develop and implement alternative plans to achieve account-specific goals
• Develop contracting strategies and lead contract negotiations with customers for existing and new products
• 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
• Implement approved promotional/marketing plans to obtain distribution for new products and maximize sales
• Own all aspects of the relationship from sales, customer service, inventory management, and resolution of any failure to supply claims with assigned account base
• 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
• Represent Sun at industry conferences and trade shows as necessary

Qualifications

• Bachelor's degree and minimum 7-10 years generic Rx sales or pricing / marketing experience, including direct contact with key industry buyers
• 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
• Proven track record of generic drug industry knowledge including gross to net, market share analytics, product launch management, etc.
• Adaptable and responsive, with the ability to manage competing priorities in a fast-paced environment
• Strong interpersonal and verbal/written communication, including presentation skills
• Strategic thinking with demonstrated contracting, forecasting and financial analytical experience
• Ability to take direction and work independently and in concert with Sales Support
• Ability to travel up to 4 days per week, including outside of normal business hours

The presently-anticipated base compensation pay range for this position is $190,000 to $215,500. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of the Annual Performance Bonus Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.

The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.