Senior Director National Accounts

Biocon Biologics; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Biocon Biologics seeks a Senior Director, National Accounts to lead the U.S. Generics national account strategy and manage top customer relationships across national retail chains, wholesalers, distributors, institutional buyers, and GPOs.

Reporting to the Head of Generics, this leader delivers annual revenue, volume, margin, market share, and launch execution; partners with Pricing, Finance, Supply Chain, and Compliance to ensure executable agreements and reliable demand signals.

Qualifications

• Bachelor's degree in business, marketing, finance, life sciences, or a related discipline; advanced degree preferred.
• Ten or more years of pharmaceutical commercial, sales, trade, or national-account experience, including significant experience in the U.S. generic pharmaceutical industry.
• Proven track record delivering revenue, market-share, margin, launch, and forecast objectives through strategic account management.
• Strong knowledge of generic pharmaceutical pricing, contracting, chargebacks, rebates, administrative fees, distribution economics, and customer profitability.
• Proven experience leading RFPs, bids, customer negotiations, contract renewals, product awards, price changes, and new-product launches.
• Strong understanding of pharmaceutical distribution, supply-chain operations, demand forecasting, allocation management, customer service, and launch execution.
• Ability to operate effectively in a field-based role with regular customer travel and strong connectivity to internal cross-functional teams.

Responsibilities

• Own and expand strategic relationships with national retail chains, wholesalers, distributors, institutional customers, GPOs, and other priority accounts.
• Develop and execute annual customer account plans defining revenue, volume, market-share, profitability, pipeline, launch, and relationship objectives.
• Represent Biocon with senior customer executives and procurement teams to advance agreements and demand signals.
• Deliver assigned customer and portfolio forecasts and monitor performance against forecast, contracts, and commitments.
• Lead customer negotiations including RFPs, bids, contract renewals, and price adjustments.
• Coordinate with cross-functional teams to support product launches and portfolio expansions.
• Provide customer insights to support product selection and launch sequencing.

Education

Bachelor's degree or higher

Job description

Job Title: Senior Director, National Accounts

Reports to: Head of Generics

Location: Field-Based, U.S.

Position Summary

The Senior Director, National Accounts is a field-based commercial leadership role responsible for leading Biocon's U.S. Generics national account strategy and managing the company's most important customer relationships across retail, wholesale, distribution, institutional, GPO, and alternative-channel accounts.

Reporting to the Head of Generics, this leader is directly accountable for delivering the agreed customer-level and portfolio forecast for the U.S. Generics business, including revenue, unit volume, gross margin, market share, profitability, contract performance, forecast accuracy, and launch execution. The role serves as the primary commercial owner for assigned customers and is expected to convert account strategy into executable agreements, reliable demand signals, and measurable business results.

The Senior Director will work closely with Pricing and Contracts, Supply Chain, Distribution, Finance, Business Development, Portfolio Management, Sales Operations, Regulatory, Quality, Manufacturing, and Customer Service to ensure customer commitments are commercially sound, operationally executable, compliant, and aligned with Biocon's broader U.S. Generics priorities.

Key Responsibilities

National Account Leadership

• Own and expand strategic relationships with national retail chains, wholesalers, distributors, institutional customers, GPOs, healthcare systems, and other priority accounts.
• Serve as the primary field-based commercial contact and strategic business partner for assigned customers.
• Develop and execute annual customer account plans that define revenue, volume, market-share, profitability, pipeline, launch, and relationship objectives.
• Represent Biocon with senior customer executives, sourcing leaders, category managers, procurement teams, and key decision-makers.
• Identify opportunities to expand Biocon's presence across existing, adjacent, and emerging customer channels.

Forecast Delivery, Revenue and Profitability Management

• Take direct accountability for delivering assigned customer and portfolio forecasts for the U.S. Generics business.
• Deliver revenue, unit-volume, gross-margin, market-share, profitability, and customer-retention objectives.
• Translate customer awards, contract commitments, purchasing trends, launch assumptions, and market dynamics into accurate demand forecasts.
• Monitor performance against forecast, contracts, customer commitments, and commercial plans; quickly identify gaps and lead corrective actions.
• Evaluate customer and product opportunities based on volume potential, competitive dynamics, pricing, supply requirements, and long-term profitability.
• Partner with Finance and Pricing to assess customer profitability, contract performance, administrative fees, rebates, chargebacks, and other commercial considerations.

Contracting and Negotiations

• Lead customer negotiations involving RFPs, bids, contract renewals, product awards, pricing adjustments, supply commitments, and new business opportunities.
• Develop negotiation strategies grounded in customer needs, market intelligence, competitive activity, supply position, margin expectations, and Biocon's commercial objectives.
• Ensure new commercial opportunities are reviewed, documented, and advanced in accordance with North America governance requirements, approval processes, and compliance standards.
• Ensure customer agreements are clearly documented, financially disciplined, operationally executable, and aligned with legal, financial, and compliance requirements.
• Partner with Pricing and Contracts to maintain accurate contract terms, customer eligibility, pricing implementation, and contract performance tracking.
• Manage customer requests for price reductions, service-level commitments, supply protections, and other commercial concessions.

Portfolio and Product Launch Execution

• Lead account-level commercialization plans for new product launches and portfolio expansions.
• Secure customer commitments, product listings, launch forecasts, purchase orders, allocation assumptions, and launch-readiness requirements.
• Coordinate with Supply Chain, Distribution, Program Management, Sales Operations, Regulatory, Quality, and Customer Service to support product availability and customer implementation.
• Develop customer-specific launch strategies that reflect market size, competitive conditions, supply availability, channel economics, and expected profitability.
• Monitor launch performance versus forecast and recommend corrective actions when revenue, volume, margin, service, or market-share expectations are not achieved.
• Provide customer insight to support product selection, launch sequencing, demand planning, and portfolio investment decisions.

Retail, Wholesaler, Institutional and Alternative-Channel Strategy

• Help define differentiated commercial strategies for retail, wholesaler, institutional, GPO, healthcare-system, and alternative-channel segments.
• Manage relationships with large retail and wholesale buying groups, regional distributors, specialty distributors, and strategically important institutional customers.
• Identify opportunities to improve institutional penetration and expand beyond traditional retail-generic channels.
• Ensure customer strategies account for channel economics, administrative fees, distribution costs, chargebacks, service expectations, quality requirements, and contract compliance.

Forecasting, Supply Coordination and Customer Service

• Provide accurate customer-level demand forecasts based on contracts, awards, order patterns, purchases, market conditions, launch plans, and supply realities.
• Partner with Supply Chain and Distribution to align inventory, production, allocation, and fulfillment decisions with customer demand and forecast commitments.
• Communicate supply risks, demand changes, product constraints, and customer-service concerns in a timely and transparent manner.
• Develop customer-specific inventory, allocation, and safety-stock recommendations for strategically important products.
• Support inventory burn-down, product discontinuation, customer-transition, and demand-shaping plans when required.
• Help minimize failure-to-supply exposure, backorders, excess inventory, customer-service penalties, and reputational risk.

Customer Business Reviews and Performance Management

• Lead regular customer business reviews covering sales performance, forecast delivery, service levels, supply, contracts, pipeline opportunities, launch readiness, and strategic priorities.
• Maintain customer-level dashboards and performance metrics that track revenue, units, market share, forecast accuracy, margin, service levels, customer commitments, and contract compliance.
• Develop and execute corrective-action plans when customer, product, launch, or forecast performance falls below expectations.
• Provide clear, timely updates to the Head of Generics and senior leadership regarding customer risks, forecast variances, growth opportunities, and commercial developments.
• Cross-Functional Leadership
• Partner with Manufacturing, Operations, Supply Chain, Quality, Regulatory, Portfolio Management, Finance, Pricing, Legal, and Customer Service to ensure customer requirements are understood and fulfilled.
• Ensure customer orders, product specifications, quality expectations, service requirements, delivery commitments, and forecast assumptions are communicated internally and executed in a timely and compliant manner.
• Promote disciplined decision-making, transparency, urgency, accountability, and enterprise-level collaboration across the U.S. Generics organization.
• Support development and mentoring of account-management, sales-operations, and commercial team members as needed.

Required Qualifications

• Bachelor's degree in business, marketing, finance, life sciences, or a related discipline; advanced degree preferred.
• Ten or more years of pharmaceutical commercial, sales, trade, or national-account experience, including significant experience in the U.S. generic pharmaceutical industry.
• Demonstrated experience managing major retail, wholesale, distribution, institutional, GPO, or healthcare-system customers.
• Proven track record delivering revenue, market-share, margin, launch, and forecast objectives through strategic account management.
• Strong knowledge of generic pharmaceutical pricing, contracting, chargebacks, rebates, administrative fees, distribution economics, and customer profitability.
• Proven experience leading RFPs, bids, customer negotiations, contract renewals, product awards, price changes, and new-product launches.
• Strong understanding of pharmaceutical distribution, supply-chain operations, demand forecasting, allocation management, customer service, and launch execution.
• Ability to operate effectively in a field-based role with regular customer travel and strong connectivity to internal cross-functional teams.

Travel and Field-Based Expectations

This is a field-based role in the United States. Regular travel is required for customer meetings, business reviews, industry conferences, product launch activities, and internal meetings. Travel is expected to range from approximately 30% to 50%, depending on business priorities, customer needs, and launch activity.

Biocon Biologics is an Equal Opportunity, EEO / Aff... All qualified applicants will receive consideration for employment without regard to, and no employee shall be discriminated against because of their race, color, religion, age, sex (including pregnancy), national origin, disability, genetic information, status as a protected veteran or any other characteristic protected by applicable federal, state or local law.