National Account Director, Specialty Pharmacies

Job Title: National Account Director, Specialty Pharmacies

Job Summary

Sun Pharmaceuticals is seeking a results driven, customer focused, and collaborative individual to join our Market Access department to manage our Specialty Pharmacy Accounts. The National Account Director, Specialty Pharmacies is responsible for developing strategies and identifying opportunities within the specialty pharmacy channel, for Sun Pharma’s portfolio of branded injectable biologic, oncology and select oral products. The National Account Director, Specialty Pharmacies is responsible for the managing the largest PBM owned specialty pharmacies with a national footprint and leads the specialty pharmacy team working with Field Leadership, Managed Markets, Pricing and Contracts and Finance to develop contract solutions for large national and regional URAC, ACHC accredited specialty pharmacies (with multi-million dollar impact on sun pharma brands). The National Account Director, Specialty Pharmacies works with internal and external Contract Administration teams to ensure contract compliance with specialty pharmacies. This is a field-based national role.

Reporting Relationship: Reports to Associate Vice President, Managed Markets

Job Responsibilities

• Responsible for the field team executing the strategy to attain goals and quotas of Sun Pharma products within their individual assigned territories, in addition to managing several of the largest national specialty pharmacy accounts.
• Responsible for building, developing and cultivating relationships with assigned specialty pharmacies with expertise in Dermatology, Oncology and other therapeutic areas aligned with Sun Pharma product portfolio, and coaching direct reports to do the same.
• Develop and leverage relationships to generate increased sales and access for the Biologics and Oncology portfolio via specialty pharmacies by collaborating with Market Access, Key Account Directors and others to target appropriate influencers and decision-makers within the integrated customer environment, and provides direction for direct reports to do the same.
• Works with Sales, Marketing and Market Access to align specialty pharmacy strategies with other commercial operational functions to support the overall holistic specialty pharmacy pull-through engagement strategy for the Sun Pharma specialty product portfolio.
• Negotiates with key specialty pharmacy customers to ensure expanded access for Sun specialty brands via direct, indirect purchase agreements and fee-for-service agreements. Coaches’ team to do the same and works with Market Access Training Lead to develop training programs for contract negotiation, account management and other necessary skillsets that must be developed to successfully execute job responsibilities.
• In-depth understanding of direct and indirect purchase agreements, specialty pharmacy operations key performance indicators, fee-for-service agreements, data service agreements, claims data, distribution/wholesaler channels, pricing structures, chargeback programs, Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs).
• Engage and develop a positive long-term relationship with key influencers and decision-makers such as Chief Clinical Officer, Chief Executive Officer, Trade Director, and members of clinical and pharmacy operations staff within assigned accounts and accounts of direct reports.
• Employ in-person tactics to execute against assigned accounts, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within assigned specialty pharmacy accounts.
• Responsible for creating overall strategies and business plans for specialty pharmacy business and coaching direct reports build account specific tactics and plans that support Sun Pharma’s long-term Biologic, Oncology and specialty-product portfolio goals.
• Ensures direct reports build and present content for quarterly business reviews with both assigned accounts and key internal stakeholders.
• Works collaboratively with field reimbursement, HUB services, marketing, market access, trade and cross functional management in order to achieve sales objectives.
  
  

Job Requirements

• BS/BA Degree
• 10 plus Years’ Experience in Pharmaceutical / Healthcare Industry
• Documented record of successful goal attainment: minimum 10 years’ experience in pharmaceutical sales, specialty pharmacy and/or trade.
• 5 - 10 years’ experience calling on specialty pharmacies preferred.
• 3 – 5 years’ experience leading a field based team calling on specialty pharmacies.
• Equivalent experience working for specialty pharmacy and managing team calling on pharma manufacturers will also be considered.
• Previous experience selling Biologics, Oncology, and Dermatology products.
• Expert knowledge of Buy and Bill, Medicare Part B and Part D benefit programs.
• Extensive knowledge with specialty pharmacy operations.
• Excellent written and oral communication skills.
• Superior negotiation skills, business acumen, and analytical ability.
• Ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines.
• Self-motivated, with excellent organizational skills, with the ability to work both independently and as a member of a cross-functional team.
• Ability to Inspire, Influence and Lead without authority.
• Maintains and cultivates/develops strategic relationships with key trade customers in order to build trust and increase Sun’s .competitive advantage.
• Ability to accommodate 50% travel (including overnight travel).
  
  

The presently-anticipated base compensation pay range for this position is $193,000k to $ 236,500k. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of IC Commission Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.