Director, Corporate Accounts

Job Summary

The Director, Corporate Accounts (D,CA) leads and manages the sales performance of assigned accounts. This role develops and implements account strategies that deliver optimal solutions for the client and profitable outcomes for Apotex. The D,CA acts as Apotex’s primary sales contact to our customers and showcases Apotex’s products and services. The D,CA fosters and enhances relationships with our customers and aims to achieve and surpass sales objectives. The D,CA possesses a comprehensive knowledge of Apotex’s full portfolio and services, and collaborates with key senior level stakeholders within the client organization and the internal team to establish and grow our long term business partnerships.

Job Responsibilities

• Lead and manage the sales performance of assigned accounts, ensuring annual sales targets are met or exceeded.
• Develop and execute annual and quarterly account plans, as well as go-to-market strategies, to deliver optimal solutions for the client and profitable outcomes for the Company.
• Build and maintain strong relationships with designated accounts, understanding their business issues, expectations, and priorities, and providing them with Apotex’s offerings and services.
• Monitor and evaluate the sales performance and satisfaction of clients and accounts, taking immediate action where required to maintain or improve performance.
• Negotiate contracts and agreements with clients, maximizing sales value while also ensuring compliance with Apotex policies and standards.
• Conduct market research and analysis to identify new opportunities and trends in the industry for territory growth.
• Collaborate effectively with internal and external stakeholders, such as Marketing, Commercial Operations, Finance, Business Development, and others to deliver an exceptional customer experiences.
• Work with Commercial Operations to ensure sales forecast accuracy and inventory level targets are met and monitored at the account/customer/product level.
• Represent Apotex at all required trade shows, conferences, and customer events related to the assigned portfolio of accounts.
• Report on actual sales and forecasted performance to sales management
• Create and manage OPEX budgets for the assigned territory.
• Participate and lead internal strategic growth initiatives as required.
• Maintain superior industry knowledge on the latest trends, critical issues, and innovations, impacting the pharmaceutical sector.
• Works in a safe manner collaborating as a team member to achieve all outcomes.
• Demonstrate Behaviours that exhibit our organizational Values: Collaboration, Courage, Perseverance, and Passion.
• Ensure personal adherence with all compliance programs including the Global Business Ethics and Compliance Program, Global Quality policies and procedures, Safety and Environment policies, and HR policies.
• All other relevant duties as assigned.

Job Requirements

• Education
  • An Undergraduate degree; MBA preferred.
    
    
• Knowledge, Skills and Abilities
  • Must be a strong, clear and effective communicator (written and verbal)
  • Strong/effective planning and organization skills, coaching skills
  • Must be flexible, reliable, goal oriented and take initiative
  • Must be able to deal with ambiguity, make decisions based upon imperfect information, and thrive in a hyper-competitive marketplace.
  • Must be a skilful negotiator and consensus builder.
  • Proficient in all MS applications (Outlook, Excel, Word, PowerPoint)
  • Strong financial acumen and ability to analyze complex deals.
  • Bilingual (French) is preferred.
    
    
• Experience
  • Minimum of 5-8 years of relevant industry experience, including selling and management experience in retail, hospital, or similar selling environments