National Accounts Director-Immunology - West

Integrated Delivery Networks (IDN)

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.

Summary

As the US healthcare market continues to evolve at a rapid pace, the needs and demands of our customers grow more complex. Meeting these evolving demands requires sophisticated approaches to engage our customers in meaningful ways that allow us to demonstrate the role SUN and its medicines can play in this evolving landscape. The National Account Director is a customer facing commercial colleague responsible for delivering customer solutions that result in an Immunology / Dermatology leadership presence across IDN’s, professional associations, ASOC’s, Private Equity Groups, Community Based GPO’s, and large organized customer groups in other therapeutic areas if additional indications for Brands are secured. This colleague must be able to possess & apply a thorough understanding of Immunology, and Dermatology landscape, each customer's aligned business priorities and how both are being impacted by healthcare reform and other key market dynamics to develop and execute effective customer engagement strategies, projects, and tactics. As a matrix leader, this individual will align key internal stakeholders including Senior Sun Leaders, (VP level and field based personnel), Medical, Sales Leadership, Brand Marketers, Market Access, Field Reimbursement, and Commercial Operations to build effective engagement plans for each customer type. As a subject matter expert in effective engagement, this colleague will also be called upon to gather and share meaningful market analytics/ insights, customer engagement approach, resources, and best practice applications.  This position is responsible for supporting the utilization of Sun Branded products to in the marketplace.

KEY RESPONSIBILITIES

• Directly engage all assigned Private Equity Groups, ASOCs, identified Organized Customer Groups, GPO's, and prioritized national key accounts to develop strategic relationships and mutually valued business engagements that deliver on Sun Brands Revenue Goals (Immunology, DERM).
• Colleague will be accountable for the development and execution of the strategic plan for each assigned association
• Act as core brand representative across the national congress plan (~10), bringing forth key actionable insights to the broader Immunology, and Dermatology marketing team
• Partner with Market Access, Government Affairs, and the Commercial Team to best support national brand goals within the marketplace.
• Colleague will be accountable for critical decision making for each stakeholder that will significantly impact Sun's relationship with each customer
• Provide critical customer insights that inform strategic brand planning and resource development
• Colleague will be accountable for capturing and communicating insights from each national customer entity that will be relevant to Brand and cross functional HQ teams
• Lead a cross functional integrated team representing National Accounts which will include Sales Leadership, Commercial Operations, Field Medical, Market Access and Legal to create a strategic plan for each assigned national account and third-party entity
• Position will appropriately support complex business conversations around ASP, Buy and Bill process, Class of trade, and contracting where applicable.
• Partner with broader marketing leads to ensure strategic alignment and real-time incorporation of new, innovative approaches to optimize customer engagement and drive the uptake of Suns’ Specialty Brands.
• Travel up to 80% time Nationally

Education & Qualifications:

Bachelor's degree required. MBA preferred.

• Brand marketing experience preferred.
• Strong knowledge of the pharmaceutical marketplace is essential.
• Account Management experience required; 10-15 years preferred
• Management experience preferred
• Contracting experience required
• Deep understanding of all U.S. healthcare system and IDN/key accounts
• Experience leading professional associations and leading advisory boards preferred
• Matrixed leadership experience required
• Resource design capabilities and the ability to design scalable platforms for multiple customer types
• Strong design, implementation, and execution skills for project development
• Ability to generate deep, targeted customer insights and integrate into business decisions
• Ability to align solutions to brand priorities to ensure focus on strategic execution of the operating plan
• Demonstrated initiative, strong strategic and leadership skills
• Solid analytical and strategic thinking; ability to translate strategy and analysis to a tactical, executable level
• Ability to synthesize complex information and distill critical customer driven insights to drive performance.
• Ability to work effectively in a customer and brand team-based environment and partner with internal and external stakeholders, to include senior and executive leaders.
• Demonstrated problem-solving and decision-making capabilities
• Strong project and process management skills
• Excellent verbal and written communication skills. Ability to work on multiple projects and prioritize/multi-task effectively
• Abide by all Sun compliance requirements
• Strong design, implementation, and execution skills for resource development
• Strong coaching skills to provide guidance on best practices and relevant market strategies to account management/ the integrated account team
• Ability to understand enterprise customer accounts and work across multiple customer segments and market issues

The presently-anticipated base compensation pay range for this position is $161,000 to $291,000. 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 IC Commission Plan and is eligible for the Receipt of Company Vehicle. 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.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of the incumbent(s).

We provide equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, military or veteran status, generic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives:

Sun Pharmaceuticals (Sun) is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Sun employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Sun. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral.