Sr Director, Institutional Sales

Job Summary

The Sr. Director, Institutional Sales  is responsible for achieving overall sales objectives and goals established by Apotex Corp for the institutional business segment. The individual is responsible for building and maintaining positive relationships with strategic institutional accounts and overseeing the institutional sales team activities to help position Apotex Corp as a preferred partner of choice while achieving financial targets.   Key activities will include: account management and oversight, new product launch strategies, customer bid strategies, customer terms negotiations, new contracting opportunities, contract compliance and channel penetration.

Job Responsibilities

• Manage strategic accounts and oversee all institutional customer strategies and performance
• Manage a highly effective institutional sales team driving strong customer relationships and product positioning to achieve annual sales plans and to ensure the company is an industry leading partner of choice
• Develop, implement and oversee strategic account plans at the account level to identify strategic initiatives, product, promotion, priorities and targeted customer requirements
• Leverage GPO and IDN market knowledge to drive contracting and compliance to expand sales and market reach
• Lead a cross-functional Strategic Account Team which is designed to serve Apotex’ strategic customers.
• Update executives regularly on the status of the account and assist with relationship building throughout all levels of Apotex with customer executives.
• Works as a member of a team to achieve all outcomes
• Performs all work in support of our Corporate Values of Pride, Accountability, Intergrity and Diligence; Demonstrates strong and visible support of our values
• Performs all work in accordance with all established regulatory and compliance and safety requirements
• Recruit, train, develop and manage effectively the ongoing performance of their direct reports, which includes, but is not limited to:

• ensuring their Job Descriptions are reviewed, signed and sent to Employee Services, annually,
• reviewing and updating employee development plans,ensuring that all employees are properly trained and qualified to execute their duties,
• providing coaching, feedback and recognition

• Responsible to ensure compliance of team members (direct reports) with Safety and Employment policies (e.g Respect in the Workplace – Prevention of Violence and/or Harassment)

Job Requirements

• Education
  • Bachelor Degree required and 8-12  years experience in a similar environment. Generic injectable drug sales experience in the institutional (hospital, clinic, long-term care) channel a must.
• Knowledge, Skills and Abilities
  • Demonstrates strong oral, written, and computer skills.
  • Excellent planning and organizational skills, including time management.
  • Business understanding –solid knowledge of generic pharmaceutical market, negotiations, competitors and customers.
  • Possess strong business ethics for handling confidential information and the ability to make independent judgment decisions.
  • Must be able to handle multiple tasks and prioritize

• Experience