Strategic Institutional Access Lead – West Coast (Generics)

Sun Pharmaceutical Industries, Inc.; California; Hybrid; USD 181,000 - 216,000; Full time

Benefits offered by this job

Medical, dental and vision coverage

Company vehicle

401(k) savings plan

Paid vacation and sick time

Job summary

Sun Pharmaceutical Industries, Inc (USA) seeks an Institutional Access Executive, West to lead institutional sales for Sun’s generics and brands across the defined West region. Ideally based in California with travel as needed.

You will develop strategic account plans, secure direct contracting with IDNs, and collaborate across the Sun sales organization to grow Sun’s market share within top accounts. A results‑driven, analytical communicator is essential to succeed.

Qualifications

• 7–10 years in pharma sales preferred.
• Experience with hospital/GPO/340b sales.
• Proven contracting with IDNs and value-based discussions.
• Strong analytical, presentation and written communication.

Responsibilities

• Develop strategic account plans for growth with key customers.
• Collaborate across the Sun sales organization to access IDN customers.
• Implement sales and marketing initiatives for Sun’s generics and brands.
• Lead pull-through efforts and manage portfolio within accounts.
• Analyze account performance and provide quarterly business reviews.
• Support new product launches and market intelligence gathering.

Skills

Sales experience

GPO/340b sales

IDN contracting

Analytical skills

Communication

Job description

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Title: Institutional Access Executive, West

Date: Oct 13, 2026

Location: FS - Sun

Company: Sun Pharmaceutical Industries, Inc (USA)

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

• 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
• 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.