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Job Details


Director, Key Customer Accounts- Retail/ Wholesale- REMOTE (335685BR)

Sales and Related




Princeton, New Jersey, United States

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