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Director of Institutional Sales

1 month ago

Berkeley Heights, United States Breckenridge Pharmaceutical Inc Full time
Job DescriptionJob Description

Breckenridge Pharmaceutical develops and markets high-quality, added-value and cost-effective generic drugs in the United States. Our products are developed in the group’s own R&D facilities and through strategic partnerships with manufactures from around the world.


JOB SUMMARY:

The Director of Institutional Sales will report to the Vice President of Sales. The position will lead and oversee the sales operations targeting institutional clients, including hospitals, healthcare systems, and large healthcare facilities. This role involves developing and implementing tactical sales plans, go-to-market strategies, managing a team of sales professionals, fostering strong relationships with key institutional clients to drive sales growth and achieve company objectives.


DUTIES AND RESPONSIBILITIES:

  • Develop and implement comprehensive sales strategies for the institutional portfolio to meet organizational goals.
  • Identify market opportunities, set sales targets, and establish performance metrics.
  • Manage and co-lead monthly portfolio review meetings to identify opportunities to grow the base business.
  • Generate go-to-market strategies for new launches inclusive customer segmentation and target pricing.
  • Ability to obtain market pricing insights to understand competitor products, strategies, and market positioning.
  • Provide the Vice President of Sales weekly activity reports inclusive of product score cards tracking sales effectiveness.
  • Recruit, train, and manage a team of field level institutional sales representatives.
  • Provide leadership, coaching, and performance feedback to ensure the team meets or exceeds sales targets.
  • Manage trade show and industry conference commitments.
  • Attend industry events as required.
  • Establish and maintain effective working relationships with all company departments.
  • Maintain a working knowledge of current product portfolio and R&D pipeline.
  • Conduct in person or virtual business reviews with assigned accounts on a quarterly basis.


ESSENTIAL SKILLS, QUALIFICATIONS, EDUCATION AND EXPERIENCE


  • Minimum of 8-10 years of experience in pharmaceutical sales, with at least 5 years in a leadership role within the generic injectables market.
  • Possess a broad commercial perspective and actionable knowledge of Wholesale, Distributor, Ambulatory, GPO, Hospital, Government, Online, HMO, LTC, Specialty and IDN classes of trade.
  • Related industry pricing experience with a large customer base and diverse product portfolio
  • Pricing, financial, and analytical skills in Health Care Life Sciences
  • Strong problem solving and issue resolution capabilities, strong program management capabilities, and business case analysis skills are also required.
  • The ability to influence others and create alignment in a multi-stakeholder environment is critical to success.
  • Self-starter and strategic thinker with demonstrated ability to implement strategies based on competitive dynamics, economic goals, and customer needs.
  • Bachelor's degree in life sciences, business, marketing, or a related field. MBA or advanced degree preferred.