Title:  National Account Director, Trade

National Account Director (Trade)

Job Overview

You will be responsible for leading, managing, and executing Sun Pharma Brands wholesaler, specialty distributor, and retail pharmacy Account Management activities for full-line wholesale and specialty brands to ensure the company efficiently and effectively provides product availability to all patients across the Trade Channel. 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, national/regional chain pharmacies and independent retail pharmacies.

Responsibilities

• Manage and lead Trade commercial activities for assigned accounts in Wholesale, Specialty Distribution and Retail Pharmacy accounts representing $500+ million in 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.
• Build and manage strategic partnerships and cross-business unit synergies with multiple internal and external stakeholders to support Brand Marketing, Field Sales, Managed Markets, Dermatology, Ophthalmology, Oncology, Finance and Legal to help maximize pre-launch and launch execution, maintain optimal post-launch product availability with all assigned accounts.
• 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.
• Serve as a primary point of contact for Sun Pharma for all internal commercial and operational issues and inquiries.
• 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 Field Sales, Marketing, and Market Access teams to identify, develop and lead efforts with Retail Pharmacy customers on brand/disease state awareness, education, marketing, and adherence for pre-launch, launch, and mature brands.
• 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 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.
• Successfully negotiated distribution services agreements with full-line and/or specialty distributors.
• 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%