What are the responsibilities and job description for the Director, Specialty Sales position at Glenmark Pharmaceuticals?
About The Company
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 and continue to leverage our industry expertise and success to fuel extensive research. Our goal is to expand development in innovative products that are intended to have a major impact on how people live.
About The Job
The Director, Commercial DTP Programs will lead the strategic development, execution, and optimization of Direct-to-Patient (DTP) commercial programs in the U.S. market.
This role is responsible for driving commercialization excellence across DTP initiatives, including product launches, Specialty Pharmacy partnerships, contract sales organizations (CSO), digital marketing initiatives, and performance optimization programs.
The position requires strong cross-functional leadership, data-driven decision-making, and deep pharmaceutical commercialization expertise to ensure revenue growth, patient access expansion, and sustainable brand performance.
Job Responsibilities
Note: These statements are not intended to be an exhaustive list of all responsibilities and duties.
Commercial Project Leadership
Lead the U.S. product launch and ongoing commercialization of the Ryaltris Direct-to-Patient (DTP) program. Oversee Contract Sales Organization (CSO) initiatives, including management of the inside sales team, to ensure achievement of sales objectives and revenue targets.
Strategic Program Management
Develop and execute comprehensive project plans, timelines, and cross-functional milestones from strategy development through full commercialization. Oversee Specialty Pharmacy partnerships, sample distribution programs, and key marketing initiatives, including social media and direct-to-consumer campaigns. Leverage qualitative and quantitative insights to inform strategic direction and drive data-based tactical decision-making.
Performance Optimization & Strategic Direction
Continuously evaluate consumer engagement, conversion metrics, and channel performance to optimize commercial outcomes. Conduct in-depth analyses to identify revenue growth opportunities and operational efficiencies. Define and articulate the long-term strategic vision for Ryaltris DTP, collaborating closely with Commercialization and Marketing teams to ensure effective market positioning and execution.
Cross-Functional & External Stakeholder Alignment
Serve as the primary liaison between internal stakeholders—including Supply Chain, Legal/Compliance, Marketing, Finance, and Senior Leadership—and external partners to ensure strategic alignment, operational excellence, and timely issue resolution.
Sales & Trade Operations Management
Oversee commercial product supply coordination and data-driven initiatives to support market strategy execution. Provide leadership and mentorship to the inside sales team to drive performance and accountability. Develop and deliver educational materials, training programs, and user guides to enhance stakeholder understanding and program effectiveness. Manage Specialty Pharmacy relationships through defined KPIs and structured quarterly business reviews to ensure alignment with commercial objectives.
Performance Monitoring & Compliance Oversight
Establish and track key performance indicators (KPIs), provide regular performance updates to senior leadership, and manage budget forecasting to support brand and revenue goals. Ensure all promotional materials and sales activities comply with FDA regulations and internal governance processes (e.g., MLR/PRC review). Monitor competitive activity, analyze NRx/TRx performance data, and conduct market research to identify trends and unmet patient needs.
Qualifications
Education
Salary Range – USD $165,000 – $185,000
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 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.
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 and continue to leverage our industry expertise and success to fuel extensive research. Our goal is to expand development in innovative products that are intended to have a major impact on how people live.
About The Job
The Director, Commercial DTP Programs will lead the strategic development, execution, and optimization of Direct-to-Patient (DTP) commercial programs in the U.S. market.
This role is responsible for driving commercialization excellence across DTP initiatives, including product launches, Specialty Pharmacy partnerships, contract sales organizations (CSO), digital marketing initiatives, and performance optimization programs.
The position requires strong cross-functional leadership, data-driven decision-making, and deep pharmaceutical commercialization expertise to ensure revenue growth, patient access expansion, and sustainable brand performance.
Job Responsibilities
Note: These statements are not intended to be an exhaustive list of all responsibilities and duties.
Commercial Project Leadership
Lead the U.S. product launch and ongoing commercialization of the Ryaltris Direct-to-Patient (DTP) program. Oversee Contract Sales Organization (CSO) initiatives, including management of the inside sales team, to ensure achievement of sales objectives and revenue targets.
Strategic Program Management
Develop and execute comprehensive project plans, timelines, and cross-functional milestones from strategy development through full commercialization. Oversee Specialty Pharmacy partnerships, sample distribution programs, and key marketing initiatives, including social media and direct-to-consumer campaigns. Leverage qualitative and quantitative insights to inform strategic direction and drive data-based tactical decision-making.
Performance Optimization & Strategic Direction
Continuously evaluate consumer engagement, conversion metrics, and channel performance to optimize commercial outcomes. Conduct in-depth analyses to identify revenue growth opportunities and operational efficiencies. Define and articulate the long-term strategic vision for Ryaltris DTP, collaborating closely with Commercialization and Marketing teams to ensure effective market positioning and execution.
Cross-Functional & External Stakeholder Alignment
Serve as the primary liaison between internal stakeholders—including Supply Chain, Legal/Compliance, Marketing, Finance, and Senior Leadership—and external partners to ensure strategic alignment, operational excellence, and timely issue resolution.
Sales & Trade Operations Management
Oversee commercial product supply coordination and data-driven initiatives to support market strategy execution. Provide leadership and mentorship to the inside sales team to drive performance and accountability. Develop and deliver educational materials, training programs, and user guides to enhance stakeholder understanding and program effectiveness. Manage Specialty Pharmacy relationships through defined KPIs and structured quarterly business reviews to ensure alignment with commercial objectives.
Performance Monitoring & Compliance Oversight
Establish and track key performance indicators (KPIs), provide regular performance updates to senior leadership, and manage budget forecasting to support brand and revenue goals. Ensure all promotional materials and sales activities comply with FDA regulations and internal governance processes (e.g., MLR/PRC review). Monitor competitive activity, analyze NRx/TRx performance data, and conduct market research to identify trends and unmet patient needs.
Qualifications
Education
- Bachelor’s degree in business, Life Sciences, or related field required
- MBA or advanced degree preferred
- 8–12 years of pharmaceutical industry experience
- Proven experience in Direct-to-Patient (DTP), OTC, or branded pharmaceutical commercialization
- Experience in product launches and lifecycle management
- Background in sales, marketing, trade, or market access roles
- Demonstrated leadership of cross-functional teams and external partners
- Experience managing Specialty Pharmacy relationships preferred
- Deep understanding of pharmaceutical commercialization and product launch strategy
- Strong knowledge of regulatory, trade compliance, and promotional review processes
- Advanced analytical capabilities with experience interpreting prescription and sales data
- Strong financial acumen (budgeting, forecasting, ROI analysis)
- Expertise in managing CSO and inside sales teams
- Experience in digital marketing and direct-to-consumer engagement strategies
- 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 – USD $165,000 – $185,000
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 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 : $165,000 - $185,000