Director, Injectables Sales

Overview

Lupin is comprised of a fast growing, innovative and robust team of manufacturing, Research and Development and commercial divisions. Together these entities make up the generic and branded U.S. business. Lupin has a significant generic pipeline, and a branded focus on women’s health. Our first Research and Development facility in the US is located in Coral Springs, Florida which focuses on generic and branded orally inhaled and nasal drug products. Somerset, New Jersey is home to one of twelve commercial manufacturing sites globally and the only commercial manufacturing facility in the United States for Lupin, as well as additional Research and Development teams. Lupin is prided on being people-focused and centered around how impactful we are with our customers. Dollars are not a measure of success but rather the people we help along the way.

Responsibilities

The Director of Sales, Institutional and Specialty Generics will work closely with senior management to provide the vision, strategy and general management skills to develop lead and grow this part of the company. 

Responsible for developing, building key relationships at all GPO accounts and maintaining positive relationships with strategic hospital network accounts to drive compliance of existing GPO contracts and initiate new IDN contracting opportunities based on the company directive. This position will partner closely with VP, Marketing Pricing and Analytics to identify account specific targets and develop a comprehensive strategy to support Lupin’s growth in the Institutional market.   Additional focus will be on building out and managing the injectable commercial sales team. 

He/she will set the tone in the Sales organization for the company’s culture, inspire confidence with the medical community, and will play a critical role in maximizing the value of the company’s assets.  This position will play a critical role in developing the overall pipeline and organizations structure necessary to maximize Lupin’s entrance into this new market channel. 

JOB RESPONSIBILITIES

• Working with the Commercial team, determine sales forecasts and revenue goals. Meet overall net sales and gross margin goals for Lupin injectable portfolio.

• Work with customers to foster relationships into developing a portfolio of products customized to meet the current opportunities / needs of the marketplace.
• Create innovative sales strategies and pathways for implementation that set Lupin apart from the traditional sales approach used in the industry today.
• Ensure that Sales performance targets and compensation programs are aligned to drive growth in the business.
• Ensure sales strategies are aligned and can reasonably account for a changing marketplace.
• Foster a leadership culture, which attracts, develops and retains high caliber team members.  Working with HR partners, ensure developmental plans meet team member’s personal aspirations and the organization is suitably equipped for anticipated future growth, both organic and through business development opportunities.
• Through expertise and deep knowledge, ensure the team understands the mechanics and nuances of the Managed Care and Reimbursement environment, especially in the specialty pharmacy market.
• Ensure seamless and collaborative relationships with all other functions (Marketing, Compliance, Medical Affairs, and Human Resources) to maximize sales growth.
• Maintain Lupin’s outstanding track record of compliance and integrity.
• Prepare the business for future product launches, contributing to launch strategy through to successful execution.

• Develop IDN strategy to drive contract compliance and expand sales of existing GPO contracts.
• Negotiate individual contracts using Lupin guidelines and approved language
• Responsible for establishing and developing sustainable strategic relationships with healthcare executives at targeted IDNs to advance Lupin Advisory Board participation and outcomes
• Develop depth within assigned accounts beyond the buyer to fully understand the customers business strategy to assist Lupin with effective customer and product planning
• Work collaboratively with assigned marketing and contract/pricing team members within Lupin.
• Seek and document competitive market intelligence in compliance with Lupin business standards.
• Gather pertinent information to successfully launch new injectable or other institutional based products.
• Accurately forecast sales and provide sales input and market environment analysis to support the development of mid and long term planning
• Incorporate ad hoc requests from Lupin team members into daily workflow.
• Attend relevant customer and trade meeting representing Lupin and product portfolio.
• For all Individual Contributors (who are not People Leaders)
  • Performs all work in compliance with our Code of Conduct and Business Ethics, and related policies and with the legal and regulatory requirements that apply to our job activities;
  • Works as a member of a team to achieve all outcomes;
  • Operates in accordance with our Code of Conduct and Business Ethics, and all established regulatory, compliance and safety requirements;
  • Performs all work in support of our Values: Collaboration, Courage, Perseverance, and Passion and
  • All other relevant duties as assigned.

YEAR ONE CRITICAL SUCCESS FACTORS

• Set a Vision of Excellence in Sales performance.  Create a Sales execution strategy and ensure this is effectively communicated, to enable each member of the Sales team to fully understand their role for successful execution.
• Leverage existing customer relationships to encourage participation in portfolio development of high valued complex injectables, and Biosimilar products.
• Gain a deep understanding of Lupin’s position and products in the marketplace.
• Work with the marketing and R&D teams to evaluate and prioritize investment into assets that will have a long-term impact and sustainability in the market. Evaluate and assess the existing Sales organization and recommend and augment changes to ensure the organization is optimally effective.
• Build mutually respectful relationships with colleagues across the organization.
• Gain a comprehensive understanding of the products, pipeline and nuances in each therapeutic area.
• Help establish Lupin’s track record of success in these new market channels.

Qualifications

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

The candidate must be “forward thinking,” while equally operationally engaged in a way that helps the team build and accomplish its goals into this new market channel for Lupin. 

Therefore, he/she should ideally possess:

• 15 years of Pharmaceutical experience with ten years of increasing managerial and cross-functional experience in Sales and Marketing roles, ideally in a large organization where he/she has received outstanding training, coupled with time spent in a more entrepreneurial environment.
• Breadth of knowledge and experience outside of Sales, either in Portfolio development, Marketing or Market Access or another related discipline, is essential.
• Someone who has had demonstrated change management experience, helping an organization refocus or stay focused on goals.
• Should be able to demonstrate the successful launch of products, from strategy through to execution.
• Have led, managed and have the ability inspire a large diverse team, establishing clear expectations, providing coaching, feedback and evaluation of performance.
• Demonstrated the ability to turn strategic vision into tactical, deliverable actions.
• Sophisticated understanding of the US Pharmaceutical market, including market mechanisms and regulatory requirements, reimbursement policies, relationship management with key organizations and authorities.  Knowledge of the Generic institutional and Specialty Generic space is essential.
•  Creativity in problem identification and resolution, and a relentless drive to accomplish sales goals and objectives.  A “can do” attitude coupled with creative thinking.
• Understands the benefits of different business models and how to drive innovation into a sales strategy.
• Highly developed analytical skills and is data savvy.
• Outstanding communication skills at all levels. High degree of charisma that engages and inspires others.
• Travel required – could be wide ranging within the US – anticipate up to 70% including periodic travel to Lupin offices in FL
• Education: BS/BA – focus in Science, Accounting / Business or Psychology preferred. Master’s degree a plus
• Experience selling generic injectable pharmaceuticals to Group Purchasing Organizations and IDNs
• Capable of negotiating contracts and pricing within Lupin provided guidelines.
• Analytical Capability – make use of all internal tools to track account activity, identify areas of non-compliance and develop plans for increasing Lupin contract compliance and sales.
• Business Acumen – highly skilled at uncovering key business issues and providing insightful actionable recommendations for improvement.
• Communication – advanced verbal and written communication skills
• Presentation – comfortable presenting in a small group setting, via on-line meeting format or in a semi-formal situation of more than 15 individuals
• Intermediate computer skills in Microsoft Office including Word, Excel and PowerPoint; familiarity with Salesforce or other CRM
• Comfortable working independently as well as in a team environment
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