Manager, Government Accounts

Jubilant Life Sciences Ltd.; Salisbury (MD); On-site; USD 90,000 - 120,000; Full time

Job summary

Jubilant Cadista Pharmaceuticals seeks a Manager, Government Accounts to oversee daily account management for military facilities, Tri-Care Mail Order Pharmacies and the Defense Logistics Agency. You will implement strategies to obtain, maintain and expand utilization of our generic products and lead in-person calls to maximize access and customer satisfaction.

The role requires strong relationship building, deep knowledge of DoD contracting, and the ability to collaborate across internal teams

Qualifications

• Bachelor’s degree in business or life sciences; government or military experience preferred.
• 3+ years contracting with government or 5+ years government sales experience; DoD/DLA knowledge is a plus.
• Experience with pharmaceutical government contracting for generics.

Responsibilities

• Provide written and oral summaries for assigned accounts.
• Maximize sales and profitability within accounts via demand creation.
• Create pull-through for contracted products to ensure availability at prime vendor centers.
• Coordinate with accounts to build strong relationships and input on business plans.
• Provide market intelligence and develop account plans.
• Analyze value, potential and priority of accounts; report on customer accounts.
• Gather information to meet customer and Jubilant Cadista’s needs.
• Represent the company professionally.

Skills

Budgeting

Analytical thinking

Communication

Self-management

Relationship building

Education

Bachelor's degree

Tools

SAP

CRM

MRP

Excel

PowerPoint

Job description

Jubilant Cadista Pharmaceuticals is a multifaceted global generic pharmaceutical company that embraces a virtual model, leveraging technology and remote collaboration. Our agile teams work seamlessly across geographies, allowing us to adapt swiftly to market dynamics and customer needs. Recognizing industry trends, we strategically shifted our focus toward contract manufacturing (CMO) to diversify product sourcing. Beyond our own product lines, we collaborate with other pharmaceutical companies to manufacture products under contract, enhancing efficiency and fostering innovation.

Position Summary

The Manager, Government Accounts is responsible for the daily account management of the assigned customers, including but not limited to military facilities, Tri-Care Mail Order Pharmacies and the Defense Logistics Agency. They must carry out strategies and tactics for obtaining, maintaining and expanding the utilization of the company's products in an effort to achieve annual sales objectives. The incumbent is responsible for making in-person calls to gain and maximize access for all Jubilant Cadista products and address any and all customer needs. He or she must direct a best in class persona for our company.

Essential Functions:

(Essential functions, as defined under the Americans with Disabilities Act, may include the following tasks, knowledge, skills and other characteristics. This list of tasks is illustrativeONLY and is not a comprehensive listing of all functions and tasks performed by positions in this class. It does not imply that all positions within the class perform all of the duties listed, nor does it necessarily list all possible duties that may be assigned.)

• Provides management with written and oral summaries for all assigned accounts.
• Maximize sales and profitability within assigned accounts via demand creation. Ensures that customers are fully aware of what TAA and BAA compliant products are available.
• For contracted products, the Manager, Government Accounts, creates the “pull through” necessary to ensure compliance with awarded products and that product is consistently available at the prime vendor’s forward distribution centers.
• Coordinates efforts with all accounts to facilitate and insure we are building strong working relationships including obtaining input on business plans for driving revenues.
• Maximizes performance by providing value added services and market intelligence.
• Analyze and suggest account plans by determining the current value, future potential and priority of assigned accounts with reference to sales and profit, market influence and impact. Provide comprehensive information on all customer accounts.
• Obtains and maintains all the necessary information necessary for meeting the needs of both the customer and Jubilant Cadista Pharmaceuticals.
• Represents Jubilant Cadista Pharmaceuticals in a professional manner and continue to build the image of our company.

Experience and Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the experience and qualifications required:

• Education:
  • Bachelor’s Degree in business or life sciences. Prior government or military experience is preferred.
• Industry Experience Preferred:
  • Three (3+) years in a contracting role, either as a contracting officer for the government or a buyer at a government facility or contractor responsible for fulfilling prescriptions for government employees such as Express Scripts or any Tri-Care Mail Order Pharmacy (TMOP).
  • Alternatively, five (5+) years of experience selling into the government is acceptable, DLA/DoD experience preferred.
  • Comprehensive knowledge of pharmaceutical government contracting for generics, especially with respect to the Department of Defense (DoD) and their contracting arm, the Defense Logistics Agency (DLA).
  • Well qualified candidate will have a comprehensive understanding of the prime vendors servicing the government and the process for loading products so qualified members can access JCP products.

Knowledge, Skills and Abilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and abilities required :

• Budgetary Skills:
  • Provide business reviews for account responsibilities.
• Computer Skills:
  • Knowledge of computers with proficiency in using MS Office, MS Outlook and business software systems commonly used in the pharmaceutical industry such as SAP, CRM or MRP.
  • Must be able to navigate through Excel and PowerPoint.
  • Can navigate government websites (including those managed by the FDA, DoD, VA, etc.) to obtain publicly available pricing, volume and dates of National Contracts.
• Analytical /Problem Solving Skills:
  • Mastery of concepts, principles and methods to secure successful customer outcomes. Formulates logical and objective suggestions while recognizing alternatives and their implications.
  • Strong strategic management skills and abilities. Ability to develop new ways of administering business and lead unprecedented projects.
  • Provide cost-benefit analyses to substantiate decisions in product placement/selection.
• Communication Skills:
  • Ability to speak on a one-to-one basis using appropriate vocabulary and grammar to obtain information, explain policies, procedures, and persuade others to accept or adopt a specific opinion or action.
  • Ability to make presentations to various groups and customers.
  • Skills in writing concise, logical, grammatically correct analytical reports, policies and procedures as well as general office communications.
  • Must demonstrate a collaborative work style, with a strong ability to build relationships, gain credibility and partner with internal customers and co-workers. Strong organizational, communication and project management skills
• Self-Management Skills:
  • Ability to perform a variety of duties often changing from one task to another of a different nature under the stress of frequent interruptions and/or distractions.
  • Skills in setting priorities accurately to reflect the relative importance of the job in a timely manner.
  • Innovative skills in organizing materials, information, people in a systematic way to optimize efficiently and minimize duplication of efforts.
  • Ability to travel. Depending on accounts assigned and the location of the candidate, this position could require as much as 50% travel.
• Human Relations Skills:
  • Demonstrated skills and abilities in establishing rapport and gaining the trust of others.
  • Ability to establish and maintain cooperative working relationships.
  • Aptitude to organize objectives and delegate responsibilities where applicable.

Working Environment:

The working environment demands of this job are physically and environmentally centered on characteristics and abilities involved in this work. The work environment considers the risks and discomforts in the physical surroundings and the nature of the work assigned to ensure that all safety regulations and techniques required to perform the job are precautions practical to eliminate all risks.

• Physical:
• Work is sedentary. No special physical demands required to perform this work.
• Work is regularly performed inside in an office and manufacturing environment. Requires use of personal protective equipment in designated areas.
• The work area involves everyday risks or discomforts requiring normal safety precautions typical of such places as offices, meeting and training rooms, etc. Use of safe work practices with office equipment required.
• Work area is adequately lighted, heated and ventilated.
• Must exercise extreme safety and precaution at all times in all designated cGMP areas in the facility.

It is the policy of Jubilant Cadista Pharmaceuticals, Inc. (herein “Cadista”) to provide equal employment opportunity to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sexual orientation, gender identity and/or expression, marital status, status as a disabled veteran and/or veteran of the Vietnam Era or any other characteristic protected by federal, state or local law. In addition, Cadista will provide reasonable accommodations for otherwise qualified disabled individuals.