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LTC and GPO Account Executive II

2 months ago

Miami, United States Sun Pharmaceutical Industries, Inc. Full time
This position will be responsible for FL, TX, GA, AR, AL, LA, OK, and the incumbent must reside in one of these locations to support the business unit.

This position will support an identified customer group in Sun Pharmaceuticals Long Term Care team and will be responsible for report analysis and direct contact with customers for the purpose of increasing sales and managing all aspects of customer relationships while meeting all reporting, budgeting, and forecasting requirements for assigned customer group.

Lead the marketing, product launch and forecasting efforts for select accounts and GPOs with our generic portfolio . This position will generate sales analytics, product management and portfolio analysis. Role will be responsible for working with supply chain, manufacturing, sales team and internal pricing and contracts teams.

Responsibilities
  • Long Term Care (LTC) contracting focus as assigned by LTC leadership team
  • Drive demand of products at regional LTCPPs, chain SNFs, and large provider practices through contracting and/or clinical initiatives
  • Provide targeted sales plan with measurable steps for each LTC account and goals on a quarterly basis
  • Create demand for all Sun products in your accounts - generic and brand
  • Update the customer contact Excel spreadsheet on a monthly basis so information is current
  • Participate in the development of sales strategies by product by customer
  • Routinely review and conduct account analysis using tools provided
  • 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 portfolio
  • Execute trade sales and marketing initiatives within assigned accounts to achieve market growth targets
  • 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 dialogue with all targeted 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
  • Attend regional and national conventions as assigned
  • Analyze complex data of generic pharmaceutical product supplies, demand, customer demographics, and pricing to evaluate market dynamics
  • Develop marketing strategy, analyze internal and external environment, market and product level trends, customer behavior to product forecast for commercial products; Provide input to supply chain for sales planning and lead product growth with sales team to drive business and achieve revenue, profit and market share goals
  • Set marketing objectives, strategies, and performance targets for product; track performance metrics and recommend remediating actions
  • Manage a portfolio of 100+ molecules, 400+ SKUs at customer level, product level forecasting, track new awards and manage wins and losses
  • Develop and maintain all necessary reporting to support product and customer level forecasting and allocation
  • Assist in development of sales budgets and forecasts
  • Analyze internal supply schedule vs forecast and ensure supply team is providing requested products on time and volumes to support the business
  • Provide proactive and in-depth financial analysis of product or market-specific business activity for new product launches
  • Monitor market share at product level based on competition, pricing utilization, costs and work with pricing team to evaluate recommendations for forecast adjustments
  • Prepare, deliver and present in PowerPoint and excel to summarize complex data analysis - Sun and competitor's market share, position, sales, and other key metrics - where Sun competes

Qualifications
  • Bachelor's degree
  • Experience in the Sales function in LTC
  • Proven experience with direct contracting with IDN's
  • Analytical, critical thinking and problem solving skills
  • Strong presentation and communication skills, both verbal and written
  • Intermediate Computer skills in MS Office
  • High-energy self-starter as well as collaborative team player
  • Ability to effectively communicate within company and with the customer

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 the Annual Performance Bonus Plan. 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.