Institutional/IDN National Accounts, Manager/Director

Job Category:

Sales, Hospital/IDN Systems and LTC/Home Infusion

Job Description Summary:

The Manager/Director, Institutional National Accounts will have responsibility for ensuring access and driving sales growth of Fosun products by working directly with Integrated Delivery Networks (IDN) and key Strategic Accounts. This position will manage the overall relationship with these entities including strategic project creation and implementation, sales activity, and contract negotiations. This individual will work in a highly collaborative matrix environment that includes the Institutional Account Managers, Regional Account Executives, field sales, Pricing and Contracting, Marketing, Medical, and Regulatory in order to achieve strategic and financial objectives for Fosun Pharma USA Inc.  The position will also be responsible for exploring sales and growth opportunities in the Oncology, LTC & Home Infusion customer segments on applicable products.

Responsible for the implementation and execution of the injectable portfolio sales. Develop business plans with sales objectives and key customer targets that support the growth of the injectable portfolio; including but not limited to contracts’ review, pricing, market insights, customer service policies, and product/category knowledge.

The position is responsible for managing, executing, and achieving business growth and sales target for Fosun’s products. It will also lead to all contracting efforts for each product. In addition, the position will be responsible for developing business relationships with key accounts to meet the business needs and revenue objectives.

Key account responsibilities include, but are not limited to, Integrated Delivery Networks (IDNs)

Principal Responsibilities & Accountabilities:

• This position will be reporting to the VP of Sales & Marketing
• Analyze and understand the overall healthcare environment, the specific account business/IDN, and align Fosun’s priorities to create a business plan that contributes to the overall business results
• Primary interface for Fosun with assigned IDNs and Strategic Accounts, including LTC; responsible for the commercial relationship and the development of account strategies at the national and regional level.
• Responsible for identifying and building strategic relationships at executive levels and coordinate sales/promotional activities to ensure optimal product access and influence positive decisions within these organizations.
• Execute strategic commercialization activities including tactical programs to gain and maintain market share on existing and new product launches
• Expand growth opportunities for Fosun products and product access within assigned Integrated Delivery Networks and related Healthcare systems and customers through creative Initiatives and Contracting/Pricing strategies
• Drive profitability; create, implement and manage business strategies to achieve Fosun’ objectives for the injectable portfolio
• Pursue and negotiate contracts/agreements/partnerships with specific targeted IDN’s and other key accounts.
• Regularly gather market intel for sales performance
• Create and maintain customers’ business presentations for the Injectables business
• Represent and actively participate in key IDN-sponsored meetings as well as customer regional meetings, tradeshows, and business conferences
• Monitor sales progress within assigned IDN accounts and take and/or evolve actions as appropriate (monitor contacts, profit, volume growth, market share, etc.)
• Review and analyze contracted product performance and communicate account performance broadly with key internal teams
• Develop a strong alliance with Sales and Marketing to ensure the appropriate level of cross-functional support and for developing and executing pull-through strategies
• Adhere to relevant regulatory and compliance guidelines and Company policies
• Own and lead the development of the IDN/LTC account management plans that fully align with commercial strategies, including Account Management, Sales, Sales leadership, and Market Access.
• Lead cross-functional teams to evaluate competitive activity/landscape, identify key opportunities, and develop specific market objectives and tactics that optimize business performance.
• Conduct quarterly business reviews with assigned IDNs and Strategic Customers to develop targeting strategies based on these reviews. Propose, develop and coordinate pricing decisions for products.
• Provide adequate reporting for product sales trends with plans of action where deemed appropriate for internal and external customers.
• Ensure marketing communications are coordinated, support marketing plan objectives, and meet organizational expenditure requirements in conjunction with the VP of Sales.
• Facilitate monthly sales update meetings with the appropriate team members to support sales updates and continued alignment on strategic priorities.
• Regularly provide insights about the aligned accounts priorities. Communicate and share business insights business to key VP, Sales and Marketing and key stakeholders (ie Contracts/Pricing, Customer Service, etc)
• Develop, implement and execute 12-month business plans to meet Fosun annual revenue objectives
• Responsible for preparing and following departmental Sales budgets.
• Drive coordination between multiple departments for successful product launches. Actively contribute to product pipeline by supporting product and channel market insights

Education and Professional Skills:

• A Bachelor’s Degree in a related discipline is required

• 5+ years of Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts
• 3+ years of Hospital System Account Management highly preferred

• Ability to establish and maintain executive relationships (CEO, CFO, System Pharmacy Director) in health systems.
• Existing Accounts relationships highly preferred

• Solid understanding of the current environment and policy trends in the provider landscape including alternative payment models
• Ability to analyze and interpret hospital economics/financial performance, successfully navigate through health systems
• Financial analysis and modeling capability
• Expert negotiation skills
• Advanced critical thinking, problem-solving and relationship-building skills are essential
• Demonstrated self-starter and highly motivated with an ability to work as a team member and ability to communicate and influence with all levels of the organization
• Strong verbal, interpersonal, and listening skill required
• Strong analytical, leadership, and customer service skills are also required

• Strong PC skills, including extensive knowledge & proficiency in Microsoft Word, Excel, and PowerPoint
• Ability and willingness to work independently as well as with other team members
• Complete tasks and manage deadlines according to schedule.

Business Travel Requirement:

• This position will be field-based and will require overnight travel
• This position travel expectation of 50-75%

Industry

• Pharmaceuticals

 Job Functions

• Sales
• Customer Service

Manager, Sales & Marketing

Job Category
Sales & Marketing

Job Description Summary
This position will be reporting to the VP of Sales and Marketing.   This position is responsible for developing and executing US business strategy and marketing plans to maximize sales, growth, and profitability.  This role will also focus on leading key marketing initiatives in both acute and non-acute settings for type of customers and channels.  In addition to addressing key product/ market challenges, this role will also be accountable for setting a new growth direction and executing on new innovative solutions that address clear market needs.   Lastly, this role will also lead the functional and cultural transition to commercial excellence across the business, embedding key principles into the business, product development alignment, and marketing processes and strategies from concept through full market release.

This position is a pivotal role within marketing in moving initiatives forward, as well as helping establish a long-range plan to fuel portfolio growth. This would include maximizing revenue and gross profit for products in the pharmaceutical division by providing market analysis, forecast review/input, branding influence, and strategic planning within this portfolio.

This position is also heavily reliant on interacting with multiple Fosun Pharma’s business units and functions including project management, business analytics, product development, contract marketing, customer service, sales, manufacturing, and regulatory.  The ideal candidate must be able to work independently and successfully complete projects, as well as have the ability to prioritize issues, deal with ambiguity and manage conflicting deadlines. Preference will be given to candidates that hold an effective understanding of US generic business, including retail, institutional, non-acute and specialty channels and product applications in the pharmaceutical market to help influence product selection, design, and sales performance.

JOB DESCRIPTION

Responsibilities (included but not limited to):

• Work with internal/external manufacturing, supply chain, and customer service to ensure accurate and timely forecasting for new and existing products.
• Develop and manage a long-term sales forecast of Fosun Pharma’s products in order to support decision-making. Including implementation of a rigorous process to ensure on-time and accurate forecasts of in-line products.
• Coordination and planning of the 5-year strategic business plan including all system aspects related to the plan. These could include annual Sales budgets, quarterly re-forecast updates, and monthly variance analyses)
• Work collaboratively with Portfolio and Business Development team to make go/no go recommendations on new pipeline/product selection, evaluation and strategy as well as assess the market potential for creative line extensions that augment Fosun Pharma's competitive advantage.
• Plan and prepare annual strategic plan process with key stakeholders by assessing the competitive landscape, channel opportunities, and platform initiatives.
• Develop, conduct, synthesize and present business strategic and tactical plans to meet revenue growth and profitability expectations.  Including pricing recommendations to help maximize portfolio sales and gross profit.
• Lead in the development of marketing materials to create high-impact promotional materials and ensure timely approval of materials in accordance with regulatory requirements.
• Position Fosun Pharma through branding its business as a clear industry leader by identifying tradeshows, industry publications, and KOL sponsorships to help create product awareness and value proposition.
• Create a go-to-market strategy for new product launches including launch execution, brand positioning, pricing strategy, product forecasting to meet budgeted sales goals.
• Recognize potential threats to success and elevate issues to senior management.

Tactical Skills

• Demonstrates expert skill level in spreadsheets (involving analytics and financial modeling) and presentation software
• Able to create/manage multiple complex projects with solid time management skills.
• Expertise in conducting a major market research survey or project
• Expertise in creating communication materials including, product launch materials, marketing, and advertising, product training materials, etc.
• Strong analytical and business acumen: intellectual curiosity, motivation, and ability to structure problems, diagnose issues and triangulate with multiple approaches while keeping sight of the “big picture”.
• Manages product availability during a capacity-constrained inventory situation, e.g. limited launch, short supply, backorder, manual allocation
• Able to create, manage, or coach/mentor others on analyzing competitors, including market share analysis

Customer Focus

• Responsive to internal and external customers
• Able to coach and mentor others on the customer chain / critical links
• Creates value propositions that resonate with target customer segments
• Appropriately convenes customer panels, advisory boards, other customer feedback venues
• Emphasis on customer-facing time with thought leaders in focus product areas
• Embraces need for customer feedback in the product selection and development process 

Communications

• Conveys a positive image of the company to customers and clients; is an effective spokesperson
• Expert delivery of small group presentations to peer group. Leadership Team or sales organization including PowerPoint and/or overheads and/or use of flipcharts
• Able to make large group presentations to peer group or sales organization including PowerPoint and/or overheads and/or use of flipcharts
• Led a cross-functional team - proven track record in collaboratively leading within a cross-functional environment including engineering, manufacturing, packaging, merchandising, and planning

Financial

• Expertise in financial evaluation of a project, e.g. IRR, NPV
• Proficient in preparing sales forecasts and/or managing inventories; accurately forecasts product demand at various points in the product lifecycle
• Provides significant input into key business decisions and resource planning, impacting cost and productivity
• Manages a formal budget; proficient in establishing/ achieving expense and/or program budget; links promotion and/or advertising budgets to results

Preferred Qualifications （）

• BA or BS required; a graduate degree is preferred.
• Minimum of 5 years work experience with 3-5 years of experience in the healthcare industry required.
• Experience in the generic pharmaceutical industry and/or hospital business experience a plus.
• A minimum of 2 years’ experience in at least one of the following areas preferred: marketing, sales, contract marketing, business analytics, business development, project, or portfolio management.
• Strong analytical skills and attention to detail required.
• Effective communication, negotiation, and presentation skills.
• Superior interpersonal and leadership skills with the ability to manage cross-functional teams.
• Aptitude to drive results in a matrix organization and influence others who you do not have direct authority over.
• Strong achievement orientation with creative problem solving and innovative mindset.
• Proficient in Microsoft Office applications including Word, Excel, and Powerpoint.

Manager, 3PL Customer Service Operations

Job Category
Customer Service/Sales Operations

Job Description
This position will be reporting to the VP of Sales and Marketing.   Serve as the key point contact for Cardinal 3PL as the Relationship Manager (CMR).  Responsible for coordinating sales operations activities, logistics at 3PL and freight partners for Fosun to ensure Customer supply and meet business objectives

This position leads directly sales operations efficiency and operational continuous improvement initiatives as well as support other key daily business activities such as wholesaler/distributors, Customer Service, Marketing, Finance, Supply Chain, and Field Sales for any generic product launch. 

Works closely with key stakeholders such as sales, supply chain, wholesalers, 3PL logistics (i.e. Customer service, finance, contracting, IT, etc.) and customer’s strategies to meet/exceed customer service levels while minimizing inventory and costs; product allocation strategies during times of inadequate product supply to maximize profits and minimize customer supply interruptions.

Key Responsibilities

• Daily interaction with 3PL staff, Fosun Customers, Fosun Sales team and key stakeholder to establish a rapport in order to grow the business and generate revenue.
• Coordinating relationships and activities with supply chain planning, CMO’s, distribution and service partners through regular, structured communication processes.
• Manage and Monitor supply chain partner (3PL’s and freight forwarders) performance identifying and implementing opportunities for process improvements.
• Monitor and manage 3PL and/or Customer order status through product shipping and invoice process to ensure completeness and accuracy
• Conduct independent reviews of weekly 3PL service, inventory reports, identifying trends and/or outliers and proactively find resolution to issues. Including monthly reviews and recaps of customer scorecards, inventory turns, excess/at-risk inventory and all aspects of order management (order maintenance, pricing, allocations, etc.)
• Work closely with 3PL staff to investigate and resolve customer reported overages, damages or miss shipments
• Review (along with Trade Relation Account Director) multiple 3PL reports daily to ensure orders are in system accurately, ship from 3PL’s DC in a timely manner, managing back orders including weekly backorder report for each customer to avoid service level penalties and customer out of stock situations.
• Manage new product launch process by working with 3PL team and internal teams to gather & monitor all required documentation to ensure product set up compliance and timely shipment of initial order.
• Liaison between 3PL customer service and Fosun accounting as well as Pricing & Contracts for any pricing and deduction-related orders, shipping issues, or other.
• Work with 3PL and Fosun sales team (ie Dir. Of Trade Relations) to monitor promotional orders and customer buy-ins.
• Responsible for design and implementation of Continuous Process Improvements as needed to enhance the Customer Experience and ensure timely Customer Order fulfillment by working closely with 3PL key stakeholders.
• Working closely with 3PL and/or CMO to manage and coordinate compliant and efficient shipments with global Fosun partners, including preparing necessary export/import documentation when necessary
• Other responsibilities and duties as required/requested by VP of Sales & Marketing

Experience Qualifications
This role requires a combination of strong commercial, strategic and analytical skills to become a valued business leader within the US Fosun Organization. Furthermore, the individual needs to be very detail-oriented with strong communication skills and the ability to meet tight deadlines and interact with and build productive working relationships with various functions and teams.

• A Master’s degree or relevant advanced degree preferred
• Experience in the pharmaceutical and/or healthcare industry, along working with Customer Services, Sales and Operations are preferred
• Familiarity with forecasting concepts, methodologies and an understanding of the interrelationship between forecasting and its dependent functions such as Sales, Finance, Operations, Supply Chain and Manufacturing (using current information and expected future trends to establish business objectives and goals)
• Works with cross-functional team, which includes 3PL, Sales, Manufacturing, Quality Control, Quality Assurance, Regulatory and IT Engineering personnel daily to prioritize production. Identify and mitigate risks to supply and ensure management of resources appropriately in order to meet supply goals.
• Strong customer service orientation, ability to work effectively with Perrigo customers through collaboration and work with all levels of the organization
• Forecasting Skills – ability to use current information and expected future trends to establish objectives and goals
• Demonstrates excellent skills in analytical reasoning with a high degree of skill and accuracy working with calculations and numbers

Education & Preferred Qualifications

• Master’s degree required; MBA preferred
• Experience in the pharmaceutical and/or healthcare industry desired
• Attention to detail and the ability to follow through on a variety of complex processes
• Ability to work individually, with a multi-disciplinary team, as well as with external partners and vendors
• Communication – ability to communicate ideas and data both verbal and in writing in a persuasive and appropriate manner
• Resource Management – ability to manage internal and external resources effectively to enhance service delivery
• Excellence at multi-tasking and ability to handle changing priorities with a sense of urgency.
• Must be comfortable balancing multiple priorities and ability to make sound decisions
• An entrepreneurial spirit and ability to implement creative solutions to complex problems
• Demonstrated ability to work independently and meet tight deadlines within a fast-paced environment

Technical Skills

• Strong verbal, written, and presentation communication skills
• Advanced Microsoft Office skills with an emphasis on Excel and PowerPoint knowledge
• Demonstrated proficiency of Microsoft Office Suite, SAP, Crystal Enterprise, Oracle, PEAK and SharePoint
• Strong computer skills, including forecasting applications, database management tools, spreadsheet application, report writing and presentation tools

Employment Category

• Full-Time Regular
• Traveling required, 20% minimum

Experience Level

Senior Manager or Associate Director

Business Sales Analyst

Fosun Pharma USA, Inc | Princeton, NJ 08540 

Job Summary Description

Fosun Pharma USA is looking for a Business Sales Analyst supporting VP, Sales, and Marketing on various types of projects as needed.  Projects such as business strategy, operational analysis, and reporting as needed analysis.   Facilitates the development of the report and analytical requirements to meet identified business needs including dashboards, reports, modeling, etc. Deliver data in support of strategy and decision making, utilizing financial reporting, and other systems as available.

The ideal candidate will have the ability to manage multiple tasks and/or projects while accurately completing routine functions in a fast-paced, high-intensity, professional work environment.  proficient in Microsoft Office; excellent attention to detail; exceptional planning and organizational skill; effective written and verbal communication skills; ability to solve routine problems and manage resources; demonstrated ability to provide superior customer service, time management, and judgment; and respect. Desired knowledge of SAP

From time to time and as needed, the successful candidate will also work collaboratively with other S&M team members and other key business areas

Duties and Responsibilities will include but are not limited to:

Essential Duties and Responsibilities 

• Operation data analysis: Experience and understanding of pharmaceutical products forecast and business analytics (i.e. to monitor product availability, sales goal targets, etc.); Completes ad hoc and/or monthly internal financial analysis to establish sales trend and growth. Development of performance and operational metrics and dashboards

• Marketing data analysis: Assist sales/pricing analysis, forecast, and supply planning; work with manager and data analytics team (if necessary) to develop specifications to create analytic databases

• Report Generating/Data Visualization: Generate reports to identify business loss and sales opportunities; development of performance and operational metrics and dashboards, prepare and review business performance with the senior management team, generate reports on appropriate metrics to measure the success of marketing programs, and provide feedback to manager (and/or teams) to ensure fully integrated marketing plans; works with manager to create internal reports for use in contract and sales evaluations 

• Internal Collaboration: Coordinate with supply chain, logistic, and inventory management to provide cost-effective planning, work with the manager and internal teams to ensure all injectable product strategies comply with all company internal/external policies and regulations

Qualifications

• Bachelor’s degree in Information Technology, Computer Science or Business or relevant work experience in business analysis, systems analysis, and/or testing background of direct Business Analyst experience
• Proficient in Microsoft Office: Excel, Access, PowerPoint, Word
• Candidate shall have healthcare and pharmaceutical industry experience
• Excellent written and verbal communication skills
• Strong business acumen, analytical thinking & excellent communication
• Complete tasks and manage deadlines according to schedule.

Required Abilities/Skills

• Ability to work independently and as part of a team.
• Excellent interpersonal skills, including the ability to build consensus and agreement and bring resolution to contentious issues and entrenched interests.
• Ability to lead problem-solving discussions.
• Attention to detail and excellent analytical and problem-solving skills.
• Advanced written and verbal communication skills.
• Excellent organizational skills and ability to set priorities and handle multiple projects concurrently. Proven Project Management skills.
• High level of analytical and problem-solving skills
• Extensive PC skills including Microsoft office software such as Word, PowerPoint, MS Project, Visio, and Excel.