Title:  Key Account Director, North Central- Oncology

Date:  Sep 23, 2022
Location:  FS - Sun
Company:  Sun Pharmaceutical Industries, Inc (USA)

Description Overview:  Key Account Director (KAD) - Oncology

Sun Pharmaceuticals seeks a results driven, customer focused, and collaborative individual to join our Oncology Business Unit.  The Oncology Key Account Director is responsible for developing opportunities within the IDN, institutional and community practice markets for Sun Pharma’s portfolio of branded oral and injectable oncology products. The KAD will work with the field leadership team and Managed Markets teams to develop contract solutions for large oncology and urology practices, IDNs and institutions.  The KAD will also ensure contract compliance with those IDNs and GPO accounts to increase pull through sales for Sun Pharma.  This is a field-based role. 


KADs are responsible for executing the strategy to attain the goals and quotas of the Sun Pharma within their individual assigned territories.

Responsible for building, developing and cultivating relationships with Oncology Integrated Customers

Develop and leverage relationships to generate increased demand and access for the Oncology portfolio by targeting appropriate influencers and decision-makers within the integrated customer environment.

Align strategies with other commercial operational functions (Sales and Marketing) to support a combined customer engagement strategy as well as appropriate product access and coverage for our portfolio

Understand buy and bill, contracting, distribution/wholesaler channels, pricing structures, chargeback programs, institutional sales, Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs).

Understand formulary and P&T processes for assigned IDN’s and key institutions.

Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as Key Opinion Leaders, Oncology department supervisors, and members of Medical/P&T Evaluation Committees

Employ in-person tactics to execute against account plans, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within these high control accounts.

Responsible for creating plans specific to key accounts that consider Sun Pharma’s long-term Oncology portfolio goals

Identify account key players and develop long-term relationships with them in order to achieve win-win outcomes

Build and present content for business reviews

Develop strategies that increase customer growth and retention

Work collaboratively with marketing, managed markets and management in order to achieve sales objectives

Represent and promote Sun Pharma’s products and image in a professional, productive manner while adhering to Sun Pharma compliance guidelines

Record call activity, account information and competitive intelligence


Minimal Qualifications:

Bachelor's Degree and 10 Years' Experience

Documented record of successful goal attainment: minimum of 10 years in pharmaceutical sales or account management required, experience in institutional and/or IDN sales highly preferred

Experience 2+ years in oncology

Excellent written and oral communication skills

Superior negotiation skills, business acumen, and analytical ability

Ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines

Self-motivated, with excellent organizational skills, with the ability to work both independently and as a member of a cross-functional team

Ability to Inspire, Influence and Lead without authority

Ability to accommodate 50%+ travel (including overnight travel)


Preferred Qualifications:

Advanced degree preferred (MBA, PharmD, etc.)

5+ years related oncology experience in the pharmaceutical industry/sales/sales management - prefer current/recent oncology experience in prior 2 years strongly preferred

Experience in “buy and bill” selling to healthcare providers

Direct experience in a corporate/region/national/key account role.  Direct Access, Payer or health system experience a plus

Experience within the Market Access space

Experience executing physician network, contracting, and key account management strategic plans

US marketplace oncology launch experience



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 Industries, Inc. (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. Thank you.