United States onlyWhy Endo?
We want the best and brightest people at Endo to help us achieve our mission to develop and deliver life-enhancing products through focused execution. Our nearly 3,000 global team members understand the important role we play in delivering healthcare and are dedicated to supporting each other as we work to bring the best treatments forward. Our shared values of Integrity & Quality, Innovation, Drive, Collaboration and Empathy guide our team and enable us to deliver upon our vision of helping everyone we serve live their best life.
Job Description Summary
Serves as the lead point of contact for account management activities within assigned accounts. This position is responsible for obtaining and managing profitable business for Endo Injectable Solutions (EIS) and developing business relationships with appropriate individuals within the accounts to meet the business needs of the account and the Company. This role is responsible for developing, managing and executing account business plans that deliver on the described requirements.Territory includes:
Indianapolis, Indiana
St Louis, Missouri
Kansas City, Kansas
Louisville, Kentucky
Job Description
Serves as the lead point of contact for account management activities within assigned accounts. This position is responsible for obtaining and managing profitable business for Endo Injectable Solutions (EIS) and developing business relationships with appropriate individuals within the accounts to meet the business needs of the account and the Company. This role is responsible for developing, managing and executing account business plans that deliver on the described requirements.
Endo Injectable Solutions Function
Key Accountabilities
Strategic Account Planning & Relationship Development
- Coordinate sales and promotion of EIS within a well-defined geographical territory.
- Demonstrate a broad comprehension of the customer's needs, market trends, industry challenges, major players, relevant products and technologies and align the Company’s priorities to create Account/Territory Plans that contribute to the overall business results.
- Responsible for driving pull-through on existing GPO (Group Purchasing Organization) awards and proprietary contracts, and build awareness of the EIS portfolio.
- Responsible for strategies, tactics, marketing initiatives, and sales programs as applied to responsibilities.
- Plan and organize sales calls in the territory for effective use of time and economic considerations.
- Proactively monitor progress within accounts and take and/or evolve actions as appropriate (monitor contacts, plan execution, value, profit, volume growth, market share, etc.).
- Proactively build strategic customer relationships at Hospital Pharmacy/Health-System levels to foster a long-term relationship and favorably position EIS.
- Develop and grow business relationships within the assigned accounts to secure product awards and optimize EIS performance goals within each account.
Product Knowledge
- Maintain knowledge of product/service, market/industry trends, regulatory changes, competitors, and customers.
Cross-Functional Activities
- Review and analyze contracted product performance and communicate account performance broadly with key internal teams.
- Communicate competitive activities to management on a routine basis, especially in regards to our existing product line and planned new launches.
- Maintain a strong alliance with Sales & Marketing to ensure the appropriate level of cross-functional support and for developing and executing pull-through strategies.
Compliance
- Adhere to relevant regulatory and compliance guidelines and Company policies.
Qualifications
Education & Experience
- BA degree in a relevant discipline required; MBA preferred.
- 3 - 7 years’ progressive pharma industry account management experience.
- Experience selling to hospital pharmacies/IDNs/health systems.
- Proven track record of sales success.
- Positive existing relations with personnel in hospital pharmacies.
Knowledge
- Superior level of product, market, reimbursement, formulary, managed care, customer and distribution knowledge.
- Knowledge of the generic pharmaceutical industry.
- Knowledge of Regulatory, Compliance and Legal realities of the healthcare environment (external & internal).
- Customer data software i.e. HANA, Oracle experience preferred. Proficient in Excel, PowerPoint, Word, Outlook.
Skills & Abilities
Single Stakeholder Product (SSP) (products requiring only seeing single stakeholder i.e. Hosp Pharmacy buyer to discuss contracts and price)
- Demonstrate ability to sell to a hospital buyer using the appropriate contract.
- Demonstrate ability to contract centrally with a system and pull product through membership.
- Able to achieve sales and growth of key products with Top 50 Accounts.
- Implement individual contracts that deliver sustainable sales and contribute to growth within the territory.
Multi-stakeholder Products (MSP) (products requiring seeing multiple stakeholders i.e. clinical pharmacists on therapeutic team, users of the product or patient support staff)
- Demonstrate ability to articulate features, advantages and benefits of a product to the appropriate decision makers.
- Able to achieve sales and growth of key products with Top 50 Accounts.
- Consistently contributes to the competitive advantage of the company in the market.
- Strong Customer relationships established throughout the territory.
Physical Requirements
- Up to 70% travel required. Territory includes:
Indianapolis, Indiana
St Louis, Missouri
Kansas City, Kansas
Louisville, Kentucky
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
EEO Statement:
At Endo, we firmly believe in the principles of equal employment opportunity and strive to create an atmosphere where all employees, regardless of their race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability (including pregnancy), age, or military or veteran status, feel valued, respected, and empowered. Our commitment to EEO extends to every aspect of employment, including recruitment, hiring, training, promotions, compensation, benefits, transfers, terminations, and all other employment practices. We are dedicated to ensuring that all employment decisions are based on qualifications, skills, and merit.
Ireland
