What are the responsibilities and job description for the Director, Institutional Sales position at Glenmark Pharmaceuticals?
About The Job
Reporting to: Vice President, Institutional Sales - North America
The primary responsibility of the Director, Institutional Sales is to lead the execution of Glenmark’s institutional sales strategy across assigned accounts, primarily through the negotiation and management of IDN agreements, while driving achievement of sales objectives across existing and new business.
This role is accountable for managing a portfolio of key institutional customers through an IDN-focused sales team, ensuring effective execution of account strategies, customer engagement, and contract performance. Responsibilities include oversight of sales presentations, pricing considerations, customer communications, and participation in competitive bid processes where applicable.
The Director, Institutional Sales is responsible for performing ongoing sales analysis to assess customer performance, identify growth opportunities, and ensure alignment with financial targets. This includes understanding GPO contracting dynamics, monitoring direct purchasing patterns with hospital customers, and maintaining visibility into wholesaler inventory levels and broader supply chain conditions to support effective sales execution.
In addition, this role plays a critical part in ensuring the successful launch of new products into the institutional market by aligning customer access, inventory readiness, and internal execution to maximize uptake and performance.
The Director, Institutional Sales will collaborate cross-functionally and provide market insights to support strategic decision-making, while ensuring compliance with all Glenmark policies and maintaining a high standard of customer service.
Job Responsibilities
Note: These statements are not intended to be an exhaustive list of all responsibilities and duties.
Education
BA/BS or equivalent work experience.
Salary Range - $205,000 – $225,000
The compensation range provided reflects the expected base compensation only and does not include potential bonuses, incentive plans, or benefits. An individual’s final compensation offer will be based on a variety of factors, including but not limited to education level, relevant experience, training, and geographic location.
Benefits Include
Glenmark is a global leader in the development and commercialization of generic drugs of the highest quality and value. We help to improve people’s lives every day by helping to reduce their healthcare costs while delivering high-quality medicines.
Established in 2003 as a North American subsidiary of Glenmark Pharmaceuticals, we launched our first generic product in January 2005 and quickly emerged as one of the leading generic organizations in the United States.
Today we have a diverse business. As a global leader in generics, we are leveraging our industry expertise and success to fuel extensive research to expand development in specialty branded products innovative products that are intended to have a major impact on how people live.
This job description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company’s discretion. Nothing in this position description changes or is intended to change the employment at-will relationship with the Company. Employment at-will means that an employee or the Company may terminate the employment relationship at any time, for any reason or no reason at all, with or without notice.
Glenmark Pharmaceuticals is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
Reporting to: Vice President, Institutional Sales - North America
The primary responsibility of the Director, Institutional Sales is to lead the execution of Glenmark’s institutional sales strategy across assigned accounts, primarily through the negotiation and management of IDN agreements, while driving achievement of sales objectives across existing and new business.
This role is accountable for managing a portfolio of key institutional customers through an IDN-focused sales team, ensuring effective execution of account strategies, customer engagement, and contract performance. Responsibilities include oversight of sales presentations, pricing considerations, customer communications, and participation in competitive bid processes where applicable.
The Director, Institutional Sales is responsible for performing ongoing sales analysis to assess customer performance, identify growth opportunities, and ensure alignment with financial targets. This includes understanding GPO contracting dynamics, monitoring direct purchasing patterns with hospital customers, and maintaining visibility into wholesaler inventory levels and broader supply chain conditions to support effective sales execution.
In addition, this role plays a critical part in ensuring the successful launch of new products into the institutional market by aligning customer access, inventory readiness, and internal execution to maximize uptake and performance.
The Director, Institutional Sales will collaborate cross-functionally and provide market insights to support strategic decision-making, while ensuring compliance with all Glenmark policies and maintaining a high standard of customer service.
Job Responsibilities
Note: These statements are not intended to be an exhaustive list of all responsibilities and duties.
- Meet or exceed budgeted sales goals for the U.S. market.
- Meet or exceed budgeted gross margin goals for the U.S. market.
- Maintain contacts at all major accounts in the U.S.
- Review sales proposals for profitability and consistency before presentation to key customers.
- Implement account strategy with all key customers.
- Perform any additional tasks assigned by senior management.
- Integrated Delivery Networks (IDNs).
- Hospital systems and institutional customers.
- Group Purchasing Organizations (GPOs).
- Industry networks.
- Contracts & Pricing.
- Supply Chain & Demand Planning.
- Marketing.
- Government Pricing.
- Legal.
- Regulatory.
Education
BA/BS or equivalent work experience.
- Experience
- Must have at least 7–10 years Institutional Sales experience.
- Strong understanding of the institutional market.
- Understanding of the hospital GPO landscape and distribution channels.
- Strong verbal and written communication skills.
- Strong working knowledge of Microsoft Office and other PC-related applications (SAP preferred but not required).
- Detail-oriented, organized, and strong customer orientation.
- Ability to take initiative and work independently and as part of a team.
- The incumbent typically works in an office environment and uses a computer, telephone and other office equipment as needed to perform duties.
- The noise level in the work environment is typical of that of an office.
- Incumbent may encounter frequent interruptions throughout the workday.
- The incumbent is regularly required to sit, talk, or hear; frequently required to use repetitive hand motion, handle or feel, and to stand, walk, reach, bend or lift up to 20 pounds.
Salary Range - $205,000 – $225,000
The compensation range provided reflects the expected base compensation only and does not include potential bonuses, incentive plans, or benefits. An individual’s final compensation offer will be based on a variety of factors, including but not limited to education level, relevant experience, training, and geographic location.
Benefits Include
- Paid time off
- 401k plus company match
- Company paid health benefits
- Dental
- Vision
- Onsite access to company gym
- Paid Employee Referral Program
- EAP – Employee Assistance Program
- Accident Insurance
- Critical Illness Insurance
- Short-Term Disability
- Life and AD & D Insurance
- Whole Life Insurance
- Pet Insurance and so much more!
Glenmark is a global leader in the development and commercialization of generic drugs of the highest quality and value. We help to improve people’s lives every day by helping to reduce their healthcare costs while delivering high-quality medicines.
Established in 2003 as a North American subsidiary of Glenmark Pharmaceuticals, we launched our first generic product in January 2005 and quickly emerged as one of the leading generic organizations in the United States.
Today we have a diverse business. As a global leader in generics, we are leveraging our industry expertise and success to fuel extensive research to expand development in specialty branded products innovative products that are intended to have a major impact on how people live.
This job description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company’s discretion. Nothing in this position description changes or is intended to change the employment at-will relationship with the Company. Employment at-will means that an employee or the Company may terminate the employment relationship at any time, for any reason or no reason at all, with or without notice.
Glenmark Pharmaceuticals is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
Salary : $205,000 - $225,000