Manager, Government Accounts

Position Summary

The Manager, Government Accounts is responsible for the daily account management of the assigned customers, including but not limited to military facilities, Tri-Care Mail Order Pharmacies and the Defense Logistics Agency. They must carry out strategies and tactics for obtaining, maintaining and expanding the utilization of the company's products in an effort to achieve annual sales objectives. The incumbent is responsible for making in-person calls to gain and maximize access for all Jubilant Cadista products and address any and all customer needs. He or she must direct a best in class persona for our company.

Essential Functions

• Provides management with written and oral summaries for all assigned accounts.
• Maximize sales and profitability within assigned accounts via demand creation.
• Ensures that customers are fully aware of what TAA and BAA compliant products are available.
• Create the "pull through" necessary to ensure compliance with awarded products and that product is consistently available at the prime vendor’s forward distribution centers.
• Congratulate efforts with all accounts to facilitate and insure we are building strong working relationships including obtaining input on business plans for driving revenues.
• Maximizes performance by providing value added services and market intelligence.
• Analyze and suggest account plans by determining the current value, future potential and priority of assigned accounts with reference to sales and profit, market influence and impact.
• Provide comprehensive information on all customer accounts.
• Obtains and maintains all the necessary information necessary for meeting the needs of both the customer and Jubilant Cadista Pharmaceuticals.
• Represents Jubilant Cadista Pharmaceuticals in a professional manner and continue to build the image of our company.

Experience and Qualifications

• Education: Bachelor’s Degree in business or life sciences. Prior government or military experience is preferred.
• Industry Experience Preferred: Three (3+) years in a contracting role, either as a contracting officer for the government or a buyer at a government facility or contractor responsible for fulfilling prescriptions for government employees such as Express Scripts or any Tri-Care Mail Order Pharmacy (TMOP). Alternatively, five (5+) years of experience selling into the government is acceptable, DLA/DoD experience preferred.
• Comprehensive knowledge of pharmaceutical government contracting for generics, especially with respect to the Department of Defense (DoD) and their contracting arm, the Defense Logistics Agency (DLA).
• Well qualified candidate will have a comprehensive understanding of the prime vendors servicing the government and the process for loading products so qualified members can access JCP products.
• Budgetary Skills: Provide business reviews for account responsibilities.
• Computer Skills: Knowledge of computers with proficiency in using MS Office, MS Outlook and business software systems commonly used in the pharmaceutical industry such as SAP, CRM or MRP. Must be able to navigate through Excel and PowerPoint.
• Must be able to navigate government websites (including those managed by the FDA, DoD, VA, etc.) to obtain publically available pricing, volume and dates of National Contracts.
• Analytical /Problem Solving Skills: Mastery of concepts, principles and methods to secure successful customer outcomes. Formulates logical and objective suggestions while recognizing alternatives and their implications. Strong strategic management skills and abilities. Ability to develop new ways of administering business and lead unprecedented projects. Provide cost-benefit analyses to substantiate decisions in product placement/selection.
• Communication Skills : Ability to speak on a one-to-one basis using appropriate vocabulary and grammar to obtain information, explain policies, procedures, and persuade others to accept or adopt a specific opinion or action. Ability to make presentations to various groups and customers. Skills in writing concise, logical, grammatically correct analytical reports, policies and procedures as well as general office communications. Must demonstrate a collaborative work style, with a strong ability to build relationships, gain credibility and partner with internal customers and co-workers.
• Self-Management Skills : Ability to perform a variety of duties often changing from one task to another of a different nature under the stress of frequent interruptions and/or distractions. Skills in setting priorities accurately to reflect the relative importance of the job in a timely manner. Innovative skills in organizing materials, information, people in a systematic way to optimize efficiently and minimize duplication of efforts. Ability to travel. Depending on accounts assigned and the location of the candidate, this position could require as much as 50% travel.
• Human Relations Skills : Demonstrated skills and abilities in establishing rapport and gaining the trust of others. Ability to establish and maintain cooperative working relationships. Aptitude to organize objectives and delegate responsibilities where applicable.