Director of National Accounts

The Director of National Accounts reports to the COO

Responsibilities & Duties:

Primary Functions

  • Responsible for all Trade related functions for the branded and generic product portfolio
  • Develop the overall Trade business plan in conjunction with the Sr. Management team to ensure the development and implementation of effective trade strategies and programs
  • Work with clients to effectively manage the contractual agreements with GPO’s, chains and wholesalers (DSA/IMA)
  • Work with marketing to notify Pricing Compendia and Customers of Price Changes on behalf of clients.
  • Work with key 3PL contacts on day-to-day operations on behalf of clients to ensure product availability within wholesale and retail channels.
  • Monitor the returns from customers; identify any variances from expected levels of returns and recommend any changes needed to Returned Goods Policy on behalf of the company.
  • Build relationships with the major wholesalers, pharmaceutical chains, and GPO’s across the US to ensure that key contacts are well informed about company’s product portfolios.
  • Work with company to manage and monitor the Trade marketing spend including promotional spend. Ensure targets are met with minimal over/under spending.
  • Manage all aspects of the business: tracking the supply chain, developing processes and procedures, and developing reports for internal and external stakeholders.
  • Manage sales-force communication and training regarding Trade strategies and programs.
  • Coordinate with Supply Chain on their management of product shipment logistics, inventory levels, and other related issues relating to the distribution center; act as the point person in the relationship with our 3PL or distribution center
  • Identify and cultivate any viable trade channels not presently being pursued
  • Ensure data integrity and adequate data flows between the company and distribution vendors and trade partners; develop and disseminate distribution related analytics and reporting to ensure accurate information and timeliness


  • BA/BS from an accredited college
  • 2+ years pharmaceutical industry experience working with wholesale/distributors; strong understanding of typical functions and procedures
  • Relationships with pharmaceutical chains and pricing agencies
  • Ability to analyze data and monitor wholesaler patterns and sales to drive incremental business
  • Effective presentation, written and verbal communication skills
  • Strong project management skills and abilities to assess trade-offs and synergies among projects
  • 15% Travel required
  • Demonstrated contract negotiation skills
  • Ability to develop accurate short and long term plans, forecasting, and business analysis
  • Strong analytical, strategic, and influencing skills


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