[Hiring] National Account Director @Sun Pharmaceutical Industries Ltd

Role Description

As the US healthcare market continues to evolve at a rapid pace, the needs and demands of our customers grow more complex. Meeting these evolving demands requires sophisticated approaches to engage our customers in meaningful ways that allow us to demonstrate the role SUN and its medicines can play in this evolving landscape. The National Account Director ONC is a customer facing commercial colleague responsible for delivering customer solutions that result in an Oncology leadership presence across Organized Oncology Super-Groups, IDN’s, GPO’s and ASOCs where applicable.

This colleague must be able to possess & apply a thorough understanding of Oncology and reimbursement landscape, each customer's aligned business priorities and how both are being impacted by healthcare reform and other key market dynamics to develop and execute effective customer engagement strategies, projects, and tactics. As a matrix leader, this individual will align key internal stakeholders including Senior Sun Leaders, (VP level and field based personnel), Medical, Sales Leadership, Brand Marketers, Market Access, Field Reimbursement, and Commercial Operations to build effective engagement plans for each customer type.

As a subject matter expert in effective engagement, this colleague will also be called upon to gather and share meaningful market analytics/ insights, customer engagement approach, resources, and best practice applications. This position is responsible for supporting the utilization of Sun Branded products to in the marketplace. This role requires heavy travel and is a field based role in which applicants nationwide will be considered. This role reports to the Head of Strategic Customer Group.

Responsibilities

• Directly engage all assigned Oncology Super-Groups, IDN’s, GPO's, ASOCs and prioritized national key accounts to develop strategic relationships and mutually valued business engagements that deliver on Sun Brands Revenue Goals (Oncology).
• Accountable for the development and execution of the strategic plan for each assigned association.
• Act as core brand representative across the national congress plan (~10), bringing forth key actionable insights to the broader Oncology marketing teams.
• Partner with Market Access, Government Affairs, and the Commercial Team to best support national brand goals within the marketplace.
• Accountable for critical decision making for each stakeholder that will significantly impact Sun's relationship with each customer.
• Provide critical customer insights that inform strategic brand planning and resource development.
• Accountable for capturing and communicating insights from each national customer entity that will be relevant to Brand and cross functional HQ teams.
• Lead a cross functional integrated team representing National Accounts which will include Sales Leadership, Commercial Operations, Field Medical, Market Access and Legal to create a strategic plan for each assigned national account and third-party entity.
• Support complex business conversations around ASP, Buy and Bill process, Class of trade, and contracting where applicable.
• Partner with broader marketing leads to ensure strategic alignment and real-time incorporation of new, innovative approaches to optimize customer engagement and drive the uptake of Suns’ Specialty Brands.

Qualifications

• Brand marketing experience preferred.
• Strong knowledge of the pharmaceutical marketplace is essential.
• Bachelor's degree required.
• MBA preferred.
• Account Management experience required; 10-15 years preferred.
• Management experience preferred.
• Contracting experience required.
• Deep understanding of all U.S. healthcare system and IDN/Oncology key accounts.
• Experience leading professional associations and leading advisory boards preferred.
• Matrixed leadership experience required.

Skills & Knowledge

• Resource design capabilities and the ability to design scalable platforms for multiple customer types.
• Strong design, implementation, and execution skills for project development.
• Ability to generate deep, targeted customer insights and integrate into business decisions.
• Ability to align solutions to brand priorities to ensure focus on strategic execution of the operating plan.
• Demonstrated initiative, strong strategic and leadership skills.
• Solid analytical and strategic thinking; ability to translate strategy and analysis to a tactical, executable level.
• Ability to synthesize complex information and distill critical customer driven insights to drive performance.
• Ability to work effectively in a customer and brand team-based environment and partner with internal and external stakeholders, to include senior and executive leaders.
• Demonstrated problem-solving and decision-making capabilities.
• Strong project and process management skills.
• Excellent verbal and written communication skills. Ability to work on multiple projects and prioritize/multi-task effectively.
• Abide by all Sun compliance requirements.
• Strong coaching skills to provide guidance on best practices and relevant market strategies to account management/ the integrated account team.
• Ability to understand enterprise customer accounts and work across multiple customer segments and market issues.

Compensation & Benefits

The presently-anticipated base compensation pay range for this position is $200,000 to $260,000. 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
• 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.