May 06, 2022

Job Description

Job Purpose

9 out of 10 prescriptions here in the US are filled by generic drugs. Sandoz is one of the top developers and manufacturers of life changing generic medicines and Sandoz has the aspiration to be the leading generic and biosimilar company in the world with a purpose of pioneering access for patients. We are looking for curious, innovative, driven people to help us get new generic and biosimilar products into the market to improve access for patients. Maybe that’s you.

This role will drive performance of Sandoz US key accounts with full accountability for customer account financials, strategy development, and execution of the account plan. The position requires a high level of multi-functional collaboration both internally and externally with customers' teams to drive sales and achieve targeted goals. The position will manage the efforts to align senior manage-ment with top customers to achieve “win/win” results for both Sandoz and the customer. The qualified candidate will proactively and systematically lead the delivery of value for each customer account with a tailored approach. The candidate would ideally have brand, generic and specialty pharmaceutical sales and account management experience in the retail/wholesale/GPO’s markets.

The Director, Key Customers will be responsible for delivering Sandoz US’ annual sales target and will have sales objectives more than $200 M. They will be responsible for leading the account planning efforts and drive collaboration with key functional areas that comprise the account support team including pricing/contracts, marketing, pricing, managed markets, supply chain and customer service. Please note, this position can be based remotely anywhere in the U.S. (there may be some exceptions based on legal entity registration). Please note that this role would not provide relocation as a result. The expectation of working hours and travel (domestic and/or international) will be defined by the hiring manager.

• Drive sales by effectively being a great partner with key customer decision makers and influencers. Build and maintain long-term customer relationships based on deep understanding of the customer organization, structure, business strategy and priorities
• Conduct detailed performance reviews with key customers that clearly outlines a win/win game plane for both the customer and Sandoz. Develop and maintain a game plan with specific actions to improve sales and margin based on customer interactions and analytics
• Identify and pursue key opportunities within target markets and develop in depth knowledge of existing product line and services
• Applies business intelligence and reporting tools to anticipate and respond to potential opportunities and threats
• Collaborate with internal business units to ensure goals are established, tracked and achieved. Develop in depth Customer Plan to ensure quarterly and annual goals are achieved
• Build an overview of customer business, identify comprehensive understanding of customer needs (both long term and short term), and identify key buying factors beyond purchasing. Develop key strategies to drive performance and mitigate any potential risk
• Present customer account overview to senior leadership and provide measurable able action items and risk mitigation strategy to ensure targeted goals are achieved
• Coordinate information flow and action planning with relevant functions to build a cross-functional support team; align resources required to implement
• Coordinate two-way flow of customer/competitor insights (e.g., shortages, competitor launches)
• Create collaborative customer/supplier teams and establish reoccurring meetings to ensure transparency and open communication to operate key business activities
• Improve engagement with field teams for customer plan implementation
• Maintain two-way dialogue with commercial teams to proactively plan for market changes
• Lead and negotiate key product offer and contracts with customers. Collaborate with Legal and Contract Management to structure contracts in a timely and effective fashion.
• Coordinate quantified value-selling arguments for account and develop negotiation arguments

Diversity & Inclusion / EEO

The Novartis Group of Companies are Equal Opportunity Employers and take pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

Minimum Requirements

What you’ll bring to the role:

• Bachelor’s degree required; advanced degree preferred
• Minimum 8-10 years commercial pharmaceutical experience with multi-functional experience; brand, generic and specialty pharmaceutical
• Existing relationships with Red Oak, WBAD, ClarusONE, and big three wholesalers a plus
• In depth knowledge of pharmaceutical distribution channels including wholesalers, retailers, and GPO’s, general knowledge of specialty pharmacies and PBM’s is a must.
• Proven experience in engaging and developing hard-working cross-functional teams; executive presence and leadership
• Financial and analytical skills to understand key drivers of regional business performance and market opportunities, evaluate investments, and understand financial implications of business decisions
• Experience evaluating business trends and assessing market conditions within this industry
• Wide range of ability to strategically plan and complete all priorities, while handling the changing business needs

You’ll receive:
Competitive salary, annual bonus, long term incentive for select levels, health insurance, paid vacation/holidays and potential flexible working arrangements

Why consider Sandoz?
500 million patients were touched by Sandoz generic and biosimilar medicines in 2020 and while we’re proud of this, we know there is more we could do to continue to help pioneer access to medicines for people around the world.
How will we do this? We believe new insights, perspectives and ground-breaking solutions can be found at the intersection of medical science and digital innovation. That a diverse, equitable and inclu-sive environment inspires new ways of working.
We believe our potential can thrive and grow in an unbossed culture underpinned by integrity, curiosity and flexibility. And we can reinvent what's possible, when we collaborate with courage to aggressively and ambitiously tackle the world’s toughest medical challenges. Because the greatest risk in life, is the risk of never trying!
Imagine what you could do here at Sandoz!

Commitment to Diversity & Inclusion:
Sandoz, a Novartis company, embraces diversity, equal opportunity and inclusion. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

Join our Novartis Group Network: If this role is not suitable to your experience or career goals but you wish to stay connected to learn more about Novartis and our career opportunities, join the Novartis Network here: https://talentnetwork.novartis.com/network

Accessibility and reasonable accommodations
The Novartis Group of Companies are committed to working with and providing reasonable accom-modation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essen-tial functions of a position, please send an e-mail to [email protected] call +1 (877)395-2339 and let us know the nature of your request and your contact information. Please include the job requi-sition number in your message
Princeton, NJ
Full Time
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Director, Key Customer Accounts- Retail/ Wholesale- REMOTE

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