National Account Executive, Rx

Company Description

At Dr Reddy's "Good Health Can't Wait"
By joining Dr Reddy’s, you will contribute to making the breakthroughs of tomorrow a reality today! From making medicines more affordable to discovering innovative treatment options to satisfy unmet medical needs, we are dedicated to helping people lead longer and healthier lives. We are seeking dynamic and energetic individuals ready to inspire, ready to make a difference for their community and every community.

Diversity, Equity & Inclusion
At Dr Reddy’s, we are deeply committed to building a diverse, equitable and inclusive workplace where everyone belongs and is valued for their contributions to the team.  We are most interested in finding the best candidate for the role and are open to exploring candidates with a less traditional background.

Job Description

We are looking for a National Account Executive, Rx, to be responsible for managing National Accounts within the applicable channels.  The incumbent will deliver top-line sales and profitability goals for North America. 

Develops and executes unique sales strategies and customer marketing plans for all National Accounts.  Manages the complexity of multi-channel business models and diverse strategies in a manner that optimizes the competitive advantage for Dr. Reddy’s.  Manages the customer relationship and business maintenance activities for each customer.  Works closely with Marketing and Packaging Development & Design in the execution of new products and customer specific packaging.  Additionally, works closely with Supply Chain Management and Customer Service to ensure forecast accuracy and complete and on-time delivery of DRL products to customer.  Represents Dr. Reddy’s at industry association and trade show events, as necessary.  Develops and manages Marketing capabilities around marketplace, competitive insights, and selling materials.

Roles & Responsibilities

• Develop overall channel strategy and customer segmentation plan to optimize sales potential and internal execution efficiency
• Develop and maintain customer relationship at the wholesaler and retail chain buyer levels and penetration 1-2 levels above the day-to-day decision maker to insure access and influence with senior management at accounts.  Additionally, manage and leverage broker service organizations, Group Purchasing Organizations where necessary, to establish DRL as a preferred partner
• Negotiate pricing to achieve organizational profit targets
• Target new business opportunities with existing and potential new customers in order to generate incremental sales
• Establish and monitor project timelines and deliverables in order to meet customer commitments on first ship date
• Continuously pursue and access opportunities to expand business with existing customers and potential new customers in order to drive growth for the organization
• Provide business inputs into the development of divisional demand forecast to ensure consistent product supply and maintenance of service levels to national accounts.  Employs the use of customer forecasts, point-of-sale trends, order/ship history and promotional plans
• Develop customized new product execution plans for each National Account.  Work collaboratively with customers and internal execution team to identify and develop new product growth opportunities to achieve sales revenue and profit objectives.  Work collaboratively with Marketing to develop customized launch plans and pharmacy initiatives
• Provide internal voice of customer to various matrix departments across the company.  Clearly communicate the status of new product launches, product supply requirements, customer promotional directives and all other customer driven initiatives to all matrix groups within the Rx team

Qualifications

Educational qualification: Bachelor’s Degree from any discipline

Minimum work experience:

• 6+ years of experience in Generic Pharmaceutical Sales.  Wholesaler or Group Purchasing Organization experience a plus

Skills & attributes:

• Must have superior communication skills to sell ideas and programs both internally and externally; excellent verbal and presentation skills
• Strong problem solving and analytical skills.  Ability to identify key drivers of the business and set priorities against them
• Enterprising and energetic self-motivator and self-starter with creative approach to problem solving
• Proven ability to establish deep relationships with internal organization
• Articulate and persuasive, as well as diplomatic and tactful
• Well-organized and detail-oriented with excellent follow-through
• Strong commitment to results, working proactively to achi