Job Description Summary
The Senior National Accounts Director develops, evaluates and maintains business within complex and high-profile national accounts. Focuses on building customer alliances, establishing and maintaining product market leadership, and achieving short and long term sales objectives by identifying customer needs and providing solutions to create a professional relationship between the customer and the organization. Directs both internal and external resources in the effort to accomplish goals and objectives consistent with corporate initiatives. Focuses collaborative efforts both internally and externally, in effort to accomplish tactics designed to meet corporate objectives.
Job Description
Scope of Authority
Directs Par Sterile & Generic Sales for complex and high profile national accounts.
Key Accountabilities
Responsibilities
Strategy
- Participates in sales planning/strategy; identifies opportunities and/or problems in assigned accounts that may impact the organization’s sales plan
- Influences pricing strategies and practices to ensure competitive standards are maintained
30%
Selling
- Plans, organizes, leads, and controls balanced sales growth, customer satisfaction, continued account penetration (especially within under penetrated accounts) on a long-term, multi-year focus
- Manages customer orders, engaging in effective communication and collaboration with Customer Service, Pricing, Contracts and other departments as needed
- Negotiates complex contracts with assigned accounts
30%
Product Knowledge
- Maintains detailed knowledge of both Par and competitive products and services and have in-depth understanding of customer’s strategy
- Assists customers to make future solution decisions based on product roadmaps
10%
Relationship Development
- Develops and maintains strong working relationships with the healthcare community, focusing on identifying needs and providing solutions
- Creates valued business partnerships with customers, proactively identifying business opportunities for the customer, and conveying a firm understanding of the customer’s business and political drivers
- Effectively and tactfully communicates corporate priorities first in effort to meet and exceed corporate objectives while maintaining a position that demonstrates partnership and collaboration.
30%
Qualifications
Education & Experience
- Bachelor’s degree; MBA preferred
- 15 years progressive pharmaceutical industry account management experience
- 2 years successful sales management experience preferred
- Experience selling to hospital pharmacies/IDNs/health systems/wholesalers
- Demonstrated experience in retaining and growing business through a strategic and consultative approach that includes value based selling, proactive, quality customer service and the constant pursuit of up-sell opportunities
- Proficient in the use of Microsoft applications
- Strong ability to both analyze and summarize data consistently as well as ability to extrapolate data when needed with limited resources
- Demonstrated experience in negotiating favorable contracts (wholesaler, distributor, GPO, VIR, Retail and CDA’s)
Knowledge
- Superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge
- Expert knowledge of the generic and/or sterile pharmaceutical industry
- Exceptional knowledge of Regulatory, Compliance and Legal realities of the healthcare environment (external & internal)
Skills & Abilities
- Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
- Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
- Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
- Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
- Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
- Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Must be results-oriented with excellent planning, process, and execution skills
- Written Communication – Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
- Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
- Analytics: Demonstrates both Qualitative and Quantitative analytical skills with limited resources
Working Conditions
- Travel up to 60%; overnight required.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
