Director, Institutional Sales

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.

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.
• External Integrated Delivery Networks (IDNs).
• Hospital systems and institutional customers.
• Group Purchasing Organizations (GPOs).
• Industry networks.
• Internal (other than Direct Reports)
• Contracts & Pricing.
• Supply Chain & Demand Planning.
• Marketing.
• Government Pricing.
• Legal.
• Regulatory.

Qualifications

• 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.

Skills

• 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.

Physical Demands And Abilities

• 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.
• The 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.

Compensation And Benefits

• 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!

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. 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.