Director, Corporate Accounts - Specialty Pharmacy

Job Summary

The Director, Corporate Accounts plays a critical role in building and sustaining long-term partnerships with assigned specialty pharmacies. This position is responsible for driving sales performance by achieving or exceeding defined targets, while ensuring all activities align with approved product messaging and labeling. A key focus of the role is providing consistent education on the benefits and risks of Apotex’s approved products.

As the primary liaison for assigned accounts, the Director, Corporate Accounts oversees the full Apotex product portfolio, including brands, biosimilars, and generics. Reporting to the SVP, Biosimilars & Specialty, this role independently manages sales performance, conducts in-depth business analysis, and leads budget oversight across the specialty pharmacy segment. The Director, Corporate Accounts is expected to take full accountability for results and actively integrate leadership feedback, including insights from development plans, coaching, and performance reviews.

While the position requires strong independent execution, it is also an integral part of the Canadian commercial team. Success depends on effective collaboration with cross-functional partners, including sales, market access, medical, marketing, and corporate teams. Strong teamwork and alignment across these groups are essential to achieving business objectives.

Job Responsibilities

• Lead and manage the sales performance of assigned accounts, ensuring annual sales targets are met or exceeded.
• Ensure inclusion/access of new products within the assigned accounts
• Develop and execute annual and quarterly account plans, as well as go-to-market strategies, to deliver optimal solutions for the account 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 accounts, taking immediate action where required to maintain or improve performance.
• Negotiate contracts and agreements with accounts, maximizing sales value while also ensuring compliance with Apotex policies and standards.
• Map decision processes and identify key decision makers at assigned accounts
• Contribute to development of the commercial strategy as required
• Ensure a consistent value offer, account calculation and implementation follow-up
• Follow-up and update account analysis, stakeholder analysis ensuring developing understanding of customer needs
• Willingness to travel extensively in assigned territory and to required industry events and corporate functions, including periodic weekend and extended travel when necessary
• Work as a productive member of the Apotex Team at all times to achieve expected objectives and outcomes
• Possess a valid driver’s license and meet the requirements of the corporate motor vehicle policy
• Works in a safe manner collaborating as a team member to achieve all outcomes.
• Demonstrate Winning Behaviours and exhibit our organizational Values: Integrity, Courage, Teamwork, and Innovation.
• 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
  • Bachelor’s Degree from an accredited four-year institution (education in science or business a plus)

• Knowledge, Skills and Abilities
  • Must be a strong, clear and effective communicator (written and verbal)
  • Strong/effective planning and organization skills, coaching skills
  • Proven track record of achieving/exceeding objectives; product launch experience Injectable experience highly preferred
  • Experience in inclusion of new products with established price conditions with key decision makers
  • Thorough knowledge of the majority of decision makers in his/her area
  • Post-graduate degree or Courses on Negotiation Techniques, Communication Techniques.
  • Knowledge of applicable regulations and standards affecting the pharmaceutical industry Strong business acumen; analytical ability and broad healthcare knowledge
  • Understanding of how to effectively meet customer needs in a complex environment through alignment of company and customer objectives
  • Adaptable to changing priorities and market dynamics
  • Ability to function effectively in an evolving organization
  • Excellent communication and presentation skills; a team-player that is self-motivated

Experience

• Minimum of 10 years of specialty pharmaceutical experience