What are the responsibilities and job description for the National Account Manager position at Breckenridge Pharmaceutical?
Breckenridge Pharmaceutical develops and markets high-quality, added-value and cost-effective generic drugs in the United States. Our products are developed in the group’s own R&D facilities and through strategic partnerships with manufactures from around the world.
The National Account Manager – Institutional Sales is responsible for managing and growing sales of generic pharmaceutical products within Hospitals, IDNs, Regional Purchasing Coalitions, LTC, Free Standing Cancer Centers, and other institutional accounts. This role requires strategic account management, contract negotiation expertise, and strong relationships with key decision-makers in the healthcare system.
Strategic Account Management
- Execute national sales strategies to drive growth across institutional accounts, including Hospitals, IDNs, Regional Purchasing Coalitions, LTC accounts, and Free Standing Cancer Centers.
- Serve as the primary point of contact for national and regional accounts, ensuring alignment with business goals and customer needs.
- Establish and maintain relationships with key stakeholders, including pharmacy directors, procurement teams, GPO contracting teams, and supply chain managers.
- Ensure compliance with existing contracts, maintaining current business and developing new business while providing excellent customer service and response time.
- Analyze purchasing trends, market dynamics, and customer needs to create tailored sales strategies.
- Conduct regular business reviews with key accounts on a quarterly basis.
- Prepare and deliver weekly activity reports to sales leadership.
Contracting & Negotiation
- Collaborate with internal teams to support the execution of agreements with Hospitals, IDNs, Regional Purchasing Coalitions, LTC accounts, Free Standing Cancer Centers, and other institutional accounts.
- Monitor contract compliance and ensure fulfillment of volume commitments and service level agreements.
Market Intelligence & Analysis
- Track competitor activity, pricing trends, and market shifts to enhance sales strategy.
- Provide market insights and feedback to internal stakeholders, including sales leadership, commercial operations, and supply chain teams.
- Identify risks and opportunities related to product availability, pricing changes, and regulatory developments.
Cross-functional Collaboration
- Work closely with supply chain and commercial operations teams to ensure product availability and minimize backorders.
- Partner with sales and business development teams to support product launches and promotional initiatives.
- Collaborate with the sales leadership team to align national strategies with regional sales execution.
Education & Experience
- Bachelor’s degree in Business, Life Sciences, Pharmacy, or a related field; MBA preferred.
- 5 years of experience in institutional sales, national account management, or GPO/IDN contracting within the generic pharmaceutical industry.
- Strong understanding of hospital procurement processes, supply chain logistics, and GPO/IDN structures.
Required Skills
- Proven track record in contract compliance and strategic account management.
- Excellent communication, relationship-building, and problem-solving skills.
- Ability to analyze data and translate insights into actionable sales strategies.
- Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word).
Preferred Skills
- Attend National and Regional Conferences and Trade Shows as needed.
- Willingness to travel nationally (50% ).
