Director of National Accounts, Private Label OTC

About the Role

We are seeking a dynamic National Account Director for Private Label OTC to develop and execute the commercial strategy for Dr. Reddy's North America Private Label OTC business. This role leads all customer-facing sales activities, drives profitable growth across national retail accounts, and develops strategic partnerships with key customers. The individual will be accountable for delivering annual revenue, margin, market share, and customer development objectives while building a high-performing sales organization capable of achieving the business's long-term growth ambitions.

The role serves as the primary commercial leader for the Private Label OTC portfolio and partners closely with Marketing, Portfolio Management, Supply Chain, Finance, Regulatory Affairs, and Operations to drive sustainable business growth. The role will be based remotely and report to the Business Head - Consumer Health, US.

Responsibilities

• Develop and execute the annual sales strategy for the Private Label OTC business.
• Establish short- and long-term account growth plans aligned with business objectives.
• Lead revenue, gross profit, and market share delivery across all customers.
• Identify and pursue new customer, category, and portfolio expansion opportunities.
• Oversee relationships with major retail customers including Walmart, CVS, Walgreens, Target, Kroger, Albertsons, Sam's Club, and other strategic accounts.
• Lead executive-level customer engagements and annual business reviews.
• Negotiate annual contracts, pricing agreements, supply arrangements, and strategic partnerships.
• Establish Dr. Reddy's as a preferred strategic supplier and OTC category leader.
• Drive customer profitability through effective pricing, revenue management, and portfolio optimization.
• Monitor performance against sales plans and implement corrective actions when needed.
• Develop customer scorecards and business reviews to improve performance and accountability.
• Partner with Marketing and Portfolio Management teams to identify growth opportunities.
• Lead commercialization efforts for new product launches and customer-specific initiatives.
• Translate customer and marketplace insights into actionable growth strategies.
• Partner with Supply Chain, Operations, Regulatory Affairs, Quality, Customer Service, Finance, and Portfolio teams to ensure flawless execution.
• Balance customer expectations with business objectives to deliver sustainable growth.
• Build, develop, and lead a high-performing Key Account Management team.

Requirements

• Bachelor’s degree in Life Sciences and/or Business Administration; Master's degree preferred.
• Minimum 15 years of US OTC/Consumer Health sales management experience.
• Must be a U.S. citizen or lawful permanent resident of the U.S. or otherwise authorized to work in the U.S. without requiring visa transfer or sponsorship, now or in the future.

Skills & Attributes

• Significant experience managing large national retail accounts.
• Deep knowledge of Consumer Health, OTC, CPG, Store Brands, or Retail categories.
• Demonstrated success leading sales teams and delivering consistent revenue growth.
• Strong experience negotiating complex customer agreements and managing large P&Ls.

Benefits

Dr. Reddy's Laboratories offers a competitive total rewards package including base salary determined on the basis of role, experience, skill set, and location. Additionally, employees are eligible for an annual discretionary bonus, comprehensive health care coverage, retirement savings plan, and leave benefits.

About Us

At Dr. Reddy’s, we believe that Good Health Can’t Wait. This credo guides all our actions as we see healthcare solutions not only as scientific formulations but as a means to help patients lead healthier lives. We foster a culture of empathy and dynamism, supporting individuals with diverse skills bound together by a common purpose and value system to make a meaningful impact.