LTC and GPO Account Executive II

3 days ago

Miami, Florida, United States Sun Pharmaceutical Industries, Inc. Full time
Job Summary

This role will be responsible for supporting the Sun Pharmaceuticals Long Term Care team in the southeastern United States. The incumbent will be responsible for analyzing sales data and developing targeted sales plans to increase sales and manage customer relationships.

Key Responsibilities
  • Lead the marketing and product launch efforts for select accounts and GPOs with our generic portfolio.
  • Generate sales analytics, product management, and portfolio analysis.
  • Work with supply chain, manufacturing, sales team, and internal pricing and contracts teams.
  • Drive demand of products at regional LTCPPs, chain SNFs, and large provider practices through contracting and/or clinical initiatives.
  • Provide targeted sales plans 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 plans 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 remediation 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 IDNs.
  • 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.

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