Institutional Access Executive, West

Sun Pharma; California; On-site; USD 181,000 - 216,000; Full time

Benefits offered by this job

Company vehicle

Medical insurance

Dental insurance

Vision insurance

401(k) retirement plan

Flexible spending accounts

Employee assistance program

Paid time off

Job summary

Sun Pharmaceuticals seeks an Institutional Sales Leader for the West Coast, preferably California, with travel as needed. You will drive strategic account planning, coordinate across Sun’s sales teams to access IDN customers, and implement initiatives for generics and brands within key accounts.

You’ll lead contract negotiations with IDNs, analyze performance, and build relationships to exceed sales targets while leveraging the company vehicle and benefits package.

Qualifications

• Bachelor’s degree.
• 7 to 10 years of experience in the Sales function in a generic pharmaceutical company.
• Minimum of 4 years’ experience focused selling hospital/GPO/340b sales.
• Proven experience with direct contracting with IDN’s.
• Analytical, critical thinking and problem-solving skills.
• Strong presentation and communication skills, both verbal and written.
• Intermediate Computer skills in MS Office.
• High-energy self-starter as well as collaborative team player.
• Ability to effectively communicate within company and with the customer.

Responsibilities

• In-depth Account planning strategic direction for growing sales with key customers.
• Work across the Sun sales organization to access IDN customers for Sun Brands and Generics.
• Implement sales and marketing initiatives for SUN’s generics within accounts.
• Lead pull through efforts within assigned accounts.
• Manage portfolio of products into assigned accounts.
• Gather information to successfully launch new products.
• Develop sales strategies by product and customer.
• Review and conduct account analysis using BW tools and reports.
• Gather market intelligence on competitive developments and products.
• Assist in development of sales and promotional programs/customer service to hit targets.
• Execute trade sales and marketing initiatives within accounts to achieve growth and Sales/EBT.
• Build relationships with assigned customer base and key customers.
• Develop depth beyond buyer to understand customer business strategy.

Skills

Analytical thinking

Presentation skills

Communication skills

Team player

Education

Bachelor’s degree

Tools

MS Office

Job description

The role will have responsibility for managing Institutional sales for the Sun Family of generics as well as brands across defined targeted territory. This role is based on the West Coast, ideally in California, but with the ability to travel as determined by business needs.

Responsibilities

• -In-depth Account planning strategic direction for growing sales with key customers
• Work across the entire Sun sales organization to help facilitate access to IDN customers for Sun Brands and Generics within assigned IDNs and top Accounts.
• Implement sales and marketing initiatives for SUN’s generics within assigned accounts.
• -Lead pull through efforts within assigned accounts
• -Manage existing portfolio of products into assigned accounts
• Gather pertinent information to successfully launch new products
• -Participate in the development of sales strategies by product by customer
• -Routinely review and conduct account analysis using tools provided through BW and report generation
• -Gather market intelligence on competitive developments and products
• -Assist in the development of sales and promotional programs/customer service activities in order to achieve sales targets and maximize SUN’s generics
• Execute trade sales and marketing initiatives within assigned accounts to achieve market growth targets as well as Sales/EBT
• Build relationships with assigned customer base – focus on key customers
• -Develop depth within account beyond buyer to fully understand customer business strategy and how we can profitably participate in same
• -Establish face to face reviews with key customers on a quarterly basis
• -Maintain a minimum weekly dialogue with all assigned customers
• -Provide targeted sales plan by product/customer and realistic timelines on a quarterly basis
• -Work with the Business Development team by gathering sales information as requested
• -Work with demand planning prior to making an offer and post award on promoted products

Qualifications

• -Bachelor’s degree
• 7 to 10 years of experience in the Sales function in a generic pharmaceutical company
• -Minimum of 4 years’ experience focused selling hospital/GPO/340b sales.
• Proven experience with direct contracting with IDN’s
• -Analytical, critical thinking and problem-solving skills
• Strong presentation and communication skills, both verbal and written
• Intermediate Computer skills in MS Office
• High-energy self-starter as well as collaborative team player
• Ability to effectively communicate within company and with the customer

The presently-anticipated base compensation pay range for this position is $180,500 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 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.