Major Account Executive

Description

Summary

The Major Account Executive will be responsible for developing long term business partnerships within an assigned territory that include(s) Integrated Delivery Networks (IDN’s) and Regional Key Customer(s) across both acute and non-acute markets for generic pharmaceuticals. This role reports to the Senior Director of Sales and will work closely with the Company’s internal departments including National Accounts and Marketing to meet agreed upon goals. This is a field-based position and candidates will need to be located within the assigned geographical territory (West Area).

Requirements

Essential Duties and Responsibilities

• Responsible for gaining access at the highest level within the assigned IDN and Regional Key Customers to deliver the Company’s story and vision of partnership.

• Establishes and deepens relationships of key decision makers within assigned organizations.

• Identifies and drives opportunities with assigned customers and develops strategies to gain and increase product share through GPO or individual agreements. 

• Provides market intelligence to internal teams as requested.

• Conducts quarterly business reviews with customers to drive contract compliance, discover unmet opportunities and position the Company’s future products

• Travel as required, to the Company’s corporate office in Chicago for meetings with commercial team.

• Other duties may be assigned.

Competencies

• Business Acumen

• Critical Thinking Skills

• Analytical Skills

• Communication

• Negotiating Skills

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• High level of business acumen, analysis and judgement.

• Strong analytical skills and attention to detail.

• Must have prior experience selling and working with major IDN’s or Regional Key Customers.

• Knowledge of Generic Injectable Drugs and history of drug shortages required.

• Must understand relationship dynamics the assigned customer has with Group Purchase Organizations (GPO’s) and Wholesaler/Distributors and the types of contracts offered by both.

• Ability to effectively communicate and negotiate on behalf of the Company at all levels within assigned IDN’s and Regional Key Customer(s).

• Ideal candidate must have experience in selling and contracting current and future products at the health system level. 

• This role requires up to 50% travel domestically.  

Education and/or Experience Required

• Bachelor’s Degree in a business-related discipline.

• A minimum of 10 years of experience in pharmaceutical sales (generic injectables preferred).

• Experience in new molecule launches and pipeline analysis.

Computer Skills

Microsoft Word, PowerPoint, Excel.

Work Environment

This role is field-based role.

AAP/EEO Statement

Equal Opportunity Employer Minorities/Women/Veterans/Disabled.