Senior Director National Accounts
Senior Director, National Accounts
Role Overview
A global pharmaceutical manufacturer is seeking an experienced Senior Director, National Accounts to lead strategic customer relationships across major retail, wholesale, distribution, institutional, healthcare system, and group purchasing organization (GPO) accounts for their generics portfolio. This role is responsible for driving revenue growth, maximizing portfolio performance, leading contract negotiations, and developing long-term customer strategies across the U.S. market with a focus in joint venture wholesalers.
Key Responsibilities
- National Account Leadership: Develop and manage strategic relationships with retail chains, wholesalers, distributors, healthcare systems, GPOs, and other large national accounts.
- Revenue Growth: Drive achievement of revenue, market share, profitability, and forecast objectives through strategic account planning and execution.
- Contract Negotiations: Lead customer negotiations involving RFPs, bids, pricing agreements, contract renewals, product awards, and supply commitments.
- Business Planning: Develop and execute annual account plans focused on growth opportunities, portfolio expansion, launch readiness, and customer retention.
- Forecast Management: Partner with internal teams to develop accurate customer demand forecasts and support effective inventory and supply planning.
- Portfolio Commercialization: Support successful new product launches, customer adoption strategies, and portfolio optimization initiatives.
- Market Intelligence: Monitor market trends, customer purchasing behaviors, competitive activity, and channel dynamics to identify growth opportunities and risks.
- Customer Business Reviews: Lead executive business reviews, providing data-driven insights on performance, forecasts, service levels, and strategic priorities.
- Cross-Functional Collaboration: Work closely with Commercial, Finance, Supply Chain, Operations, Regulatory, Legal, and Customer Service teams to ensure customer commitments are successfully executed.
- Compliance: Ensure all customer interactions and business activities comply with company policies, industry standards, and applicable regulations.
Experience and Skills
- Education: Bachelor's degree in Business, Marketing, Finance, Life Sciences, or a related field required. Advanced degree preferred.
- Industry Experience: Minimum of 10 years of pharmaceutical, healthcare, trade, national account, or commercial leadership experience. Preferably within generics.
- National Accounts Expertise: Significant experience managing retail, wholesale, distribution, institutional, GPO, healthcare system, or other strategic customer accounts.
- Commercial Acumen: Strong understanding of pharmaceutical pricing, contracting, rebates, chargebacks, distribution economics, and customer profitability.
- Negotiation Skills: Demonstrated success leading contract negotiations, customer bids, product awards, pricing discussions, and long-term agreements.
- Forecasting & Analytics: Experience managing demand forecasts, business planning, inventory strategies, and commercial performance metrics.
- Leadership: Proven ability to influence cross-functional teams and drive results within a complex matrix environment.
- Communication Skills: Strong executive presence with excellent presentation, negotiation, organizational, and relationship-building skills.
- Results Orientation: Demonstrated track record of delivering revenue growth, profitability improvements, customer retention, and successful product launches.
- Travel Requirements: Ability to travel approximately 30-50% for customer meetings, business reviews, industry conferences, and internal meetings.
Salary and Benefits
- Compensation: Base salary range of $190,000-$220,000 and corporate bonus. Exact compensation range may vary as it will be commensurate with experience and qualifications.
- Incentives: Eligible for performance-based bonus and long-term incentive opportunities.
- Benefits: Comprehensive benefits package including medical, dental, vision, retirement savings, and additional employee support programs.
Application Process
Qualified candidates with a proven record of success in generics, national accounts, and strategic customer management are encouraged to apply. Please submit a resume highlighting your experience managing large-scale customer relationships, joint venture wholesalers, generics, negotiating complex agreements, and delivering measurable business results.
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