Senior Director National Accounts - Pharmaceuticals

Germer International - Pharmaceutical Recruiting; Philadelphia (Philadelphia County); On-site; USD 180,000 - 240,000; Full time

Job summary

Germer International - Pharmaceutical Recruiting seeks a Senior Director National Accounts to lead the U.S. generics business, combining sales leadership with strategic pricing, contracting, and launch execution.

You will partner with senior leaders to build scalable processes, drive growth with wholesalers, retailers, buying groups and other channel partners, and shape portfolio strategy for sustainable profitability.

Qualifications

• 10+ years of progressive commercial experience in the U.S. pharmaceutical industry.
• Deep knowledge of the U.S. generic market, wholesalers, retailers, GPOs.
• Proven track record negotiating pricing, RFPs and contracts.
• Experience launching products in a multi-source generic environment.
• Strong forecasting and financial acumen, incl. gross-to-net principles.

Responsibilities

• Develop and execute the U.S. commercial strategy for generics.
• Identify growth opportunities across products, customers, channels, and partnerships.
• Lead or support customer negotiations, bids, pricing actions, and contracts.
• Forecast sales and monitor pricing, volume, market share, and profitability.
• Collaborate with Regulatory, Supply Chain, Finance, and Portfolio teams to drive commercialization.
• Establish scalable commercial processes as the U.S. organization grows.

Skills

Strategic leadership

Commercial acumen

Forecasting & pricing

Negotiations & contracts

Channel management

Relationship building

Job description

The Senior Director National Accounts must be able to operate in an entrepreneurial start up environement. Seeking a hands-on commercial leader responsible for helping build and scale company’s U.S. generics business. The role combines Sales and customer leadership, commercial strategy, pricing and contracting, portfolio input, launch execution, forecasting, business development support, and cross-functional problem solving.

The role requires a strong understanding of the U.S. generic pharmaceutical market, including wholesalers, retail and specialty customers, buying groups/GPOs, pricing dynamics, contracting, channel economics, product launches, competitive intelligence, and supply-demand management.

Ownership and Accountability of the Following:

• Partner with the Head of Commercial Operations to develop and execute the U.S. commercial strategy across a portfolio of generic and complex-generic products.
• Identify growth opportunities across products, customers, channels, partnerships, and new business opportunities.
• Provide market and commercial input into portfolio decisions, product launches, and growth priorities.
• Build and grow strategic relationships with key U.S. wholesalers, retailers, specialty pharmacies, buying groups/GPOs, distributors, and other channel partners.
• Lead or support customer negotiations, RFPs, bids, pricing actions, and commercial agreements.
• Develop account and channel strategies that balance growth, market share, profitability, and long-term customer value.
• Develop sales forecasts and monitor commercial performance across pricing, volume, market share, customer mix, and profitability.
• Recommend pricing and contracting actions based on market dynamics, competitive intelligence, customer economics, and business performance.
• Provide commercial insights to support planning, decision-making, and performance improvement.
• Lead the commercial readiness and execution of new U.S. product launches, including forecasting, pricing, contracting, customer targeting, and inventory readiness.
• Partner across Regulatory, Quality, Supply Chain, Finance, Portfolio, Business Development, and global teams to drive commercialization and resolve issues affecting business performance.
• Help establish scalable commercial processes and operating rhythms as the U.S. organization grows.
• Provide commercial input into portfolio strategy, lifecycle decisions, and the evaluation of new market opportunities.
• Support the assessment of licensing, partnerships, acquisitions, and new-product opportunities through market, customer, competitive, and financial analysis.
• Identify customer needs and market gaps to inform company’s growth and portfolio strategy.

Experience:

• 10+ years of progressive commercial experience in the U.S. pharmaceutical industry, with substantial experience in generic pharmaceuticals.
• Strong understanding of the U.S. generics market, including customers, channels, pricing, contracting, product economics, and competitive dynamics.
• Demonstrated experience managing strategic pharmaceutical customers and negotiating commercial agreements, pricing, RFPs, and/or bids.
• Experience supporting product launches and commercialization in a competitive, multi-source generic environment.
• Strong commercial and financial acumen, with the ability to work with forecasting, pricing, gross-to-net, margins, and product or customer economics.
• Experience supporting portfolio strategy, business development, licensing, or commercial assessments is highly desirable.
• Established relationships with key U.S. generic pharmaceutical customers and channel partners are strongly preferred.