Senior National Account Manager, Trade (Field Based)

Insulet Corporation; Philadelphia (Philadelphia County); Remote; USD 150,000 - 230,000; Full time

Job summary

An innovative medical device company is seeking a Trade National Account Manager to develop and implement strategic channel initiatives, manage relationships with retail pharmacies, and oversee product distribution. The ideal candidate will have extensive experience in field sales and account management within the trade channel. This role requires 60% travel and offers a competitive salary range between $150,000 and $230,000, along with comprehensive benefits and growth opportunities.

Benefits

Comprehensive benefits package

Generous paid time-off

Career growth opportunities

Qualifications

• 8+ years of field sales experience.
• 3+ years of account management in the Trade Channel.
• Trade experience with Drug Wholesalers and Retail Chain Pharmacies preferred.

Responsibilities

• Establish relationships with retail pharmacy corporations for promotional campaigns.
• Manage the Trade Channel to resolve inventory and product issues.
• Conduct semi-annual business reviews with Trade customers.

Skills

Industry Knowledge

Pharmaceutical Sales Knowledge

Negotiation Skills

Relationship Building Skills

Analytical Skills

Communication

Education

BS / BA Degree in Business Admin or Marketing

Job description

Position Overview :

The Trade National Account Manager will develop and implement Insulet’s strategic Channel initiatives with Trade Customers to include; traditional wholesalers, specialty distributors / mail pharmacies, and a primary focus on retail pharmacy chains / Community Specialty Pharmacies. This position is responsible for providing key strategic channel management recommendations and works cross functionally with Managed Markets, Brand Marketing, Contracts & Pricing, Finance and Manufacturing Operations. This person will develop and initiate long term strategic business opportunities with key decision makers within Traditional and Specialty Trade. Additionally, the Trade National Account Manager will act as the point of contact for Trade issues regarding product inventory and managing appropriate levels of stock. The Trade National Account Manager must be able to execute against Insulet’s financial plan. This person will also be responsible for professionally representing Insulet at national and regional trade association meetings and events.

Responsibilities :

• Establish a mutually beneficial relationship with retail pharmacy corporations to execute Omnipod promotional campaigns. Campaign / marketing initiative(s) will establish meaningful Omnipod presence awareness in retail pharmacies, leading to enhanced Omnipod SOV.
• Initiate and develop business relationships with key decision-makers and thought leaders among the top trade accounts.
• Evaluate key opportunities to develop account objectives to achieve sales, margins, and market penetration.
• Recommend and implement strategies and tactics that contribute to the development and successful execution of Trade Channel adoption of Insulet products.
• Identify opportunities with third party vendors (e.g. data analysis, data platforms, telemarketing organizations, and technology solutions) to assist department’s efforts to launch Omnipod and implement marketing initiatives.
• Coordinate with brand teams to align marketing strategies relative to trade customer opportunities.
• Effectively negotiate and execute fee for service agreements with traditional wholesalers and specialty distributors.
• Directly manage the Trade Channel to resolve any issues to include inventory control, return goods, chargebacks, EDI, product security and product recalls.
• Conduct semi-annual business reviews with Trade customers to align business objectives.
• Analyze customer inventory levels and effectively communicate & collaborate internally and externally to manage any stocking issues.
• Effectively communicate with key internal stakeholders on Trade business opportunities and competitive information that could impact Insulet’s market position.
• Represent Insulet’s interest at national trade association meetings and conventions.
• Perform other duties as required.

Education and Experience :

Minimum Requirements :

BS / BA Degree (Preferred field of study Business Admin or Marketing)

8+ years of field sales experience

3+ years of account management in the Trade Channel

Preferred

Trade experience working with Drug Wholesalers and Retail Chain Pharmacies

Preferred Skills and Competencies :

Industry Knowledge – understands the Trade industry and the medical product distribution process in a large healthcare organization or prescription drug vendor.

Pharmaceutical Sales Knowledge – displays a broad understanding of sales techniques and the strategic objectives of the pharmaceutical sales marketplace

Legal Systems – understands the laws and regulations affecting contracting and pricing in the pharmaceutical industry

Product Knowledge – understands the medical / therapeutic usage of Insulet’s products and can communicate these features and benefits accordingly

Supply Chain Knowledge – understands the Trade supply chain distribution process and the evolving regulatory environment

Business Delivery – understands Insulet’s Trade Business Development strategy and manages performance to meet customer expectations

Communication – ability to communicate ideas and data both verbally and written in a persuasive and appropriate manner

Strategic Implementation – ability to implement and monitor the overall sales and Trade Relations strategy

Analytical Skills – ability to analyze a wide variety of data including sales and financial data to make business decisions

Resource Management – ability to manage internal and external resources effectively to enhance service delivery

Business Planning – ability to develop business forecasts and plans

Negotiation Skills – ability to construct successful negotiating strategies and evaluate options to achieve beneficial outcomes

Forecasting Skills – ability to use current information and expected future trends to establish detailed analytically derived forecasts of demand, sales volume, etc.

Relationship Building Skills – ability to develop and maintain strategic relationships with key Trade customers in order to build trust and increase Insulet’s competitive advantage

Project Management Skills – ability to manage and complete diverse projects related to Trade customers and Insulet business initiatives

Independent Judgment – ability to exercise sound judgment in managing customers who have a large and dynamic influence on Insulet’s bottom line

Physical Requirements :

Travel Requirements : 60% travel necessary to meet business needs

Field : This position requires field-based working arrangements (travel within assigned territory required).

The total compensation, which includes base salary and uncapped target incentive, annually based on the achievement of goals, for this position is $150,000-230,000.Base pay will vary based on job-related knowledge, skills, and experience. Insulet offers a comprehensive benefits package, generous paid time-off, and career growth opportunities.

Insulet Corporation (NASDAQ : PODD), headquartered in Massachusetts, is an innovative medical device company dedicated to simplifying life for people with diabetes and other conditions through its Omnipod product platform. The Omnipod Insulin Management System provides a unique alternative to traditional insulin delivery methods. With its simple, wearable design, the tubeless disposable Pod provides up to three days of non-stop insulin delivery, without the need to see or handle a needle. Insulet’s flagship innovation, the Omnipod 5 Automated Insulin Delivery System, integrates with a continuous glucose monitor to manage blood sugar with no multiple daily injections, zero fingersticks, and can be controlled by a compatible personal smartphone in the U.S. or by the Omnipod 5 Controller. Insulet also leverages the unique design of its Pod by tailoring its Omnipod technology platform for the delivery of non-insulin subcutaneous drugs across other therapeutic areas. For more information, please visit insulet.com and omnipod.com.

We are looking for highly motivated, performance-driven individuals to be a part of our expanding team. We do this by hiring amazing people guided by shared values who exceed customer expectations. Our continued success depends on it!

At Insulet Corporation all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.