Lupin Pharmaceuticals (Company Headquarters)

National Account Manager--Market Access (West Coast)

2 weeks ago(1/5/2018 10:32 AM)
Job ID
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Reporting to the Sr. Director of Managed Markets and Trade Relations the National Account Director will be responsible for developing key customers and relationships within the managed care marketplace and facilitating the growth of Lupin brand products. This position is responsible for positioning the entire Lupin brand portfolio across their defined account assignments and to evaluate opportunities, propose profitable contracting strategies, and deliver financial results defined by senior management, and for closely managing personal T&E expenses and Account promotion activities.



Secure product availability and optimize product positioning on formulary with top managed care organizations which have a primary focus on servicing Commercial  population ( i.e. PBMs, National Health Plans, Regional Health Plans,  etc.), Medicare population (AARP, Humana, ect.) and Government markets (VA, State Medicaid, Federal Big 4) to implement and manage profitable access agreements.


  • Demonstrate the ability to access and influence key business and clinical decision makers throughout the targeted customer organizations
  • Demonstrate a high level of financial acumen and negotiations skills
  • Create account specific business plans and achieve the established goals for the accounts such as formulary status, sales, market share, account management and pull-through
  • Maintain a high level of awareness of public and private formularies, benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs and product distribution knowledge to accomplish objectives
  • Maintain an in-depth knowledge of the Lupin Brand portfolio and competitive products
  • Create and maintain positive business relationships with customers that will result in mutually beneficial long term business opportunities
  • Monitor account performance indicators; maintain account profile information and accurately record information on required documents
  • Plan and organize daily account management activities to maximize the achievement of sales and market share objectives
  • Recognize changes in the environment; develop and implement alternate plans to achieve objectives and modify activities accordingly
  • Demonstrate persistence to accomplish objectives despite disappointments and/or rejection of original efforts
  • Provide Lupin internal stakeholders with insight on managed care contracts and changes in the marketplace
  • Make daily decisions based on logic and factual information after weighing alternatives and their consequences
  • Attend customer and industry programs
  • Maintain all company-provided equipment in good operating condition
  • Fully comply with the terms and conditions of Lupin’s Code of Business Ethics and Business Conduct
  • Frequent overnight travel (~40 – 60%)


·        Bachelor degree in a business or related field and related experience required

·        Minimum 10 years to include sales, sales management, regional or national account coverage and/or marketing experience in the Pharmaceutical Industry

·        Minimum 3 years Regional Managed Care account management experience

·        Experience with Word, Excel, PowerPoint required

·        Demonstration of good verbal and written communication skills as well as analytical and problem solving skills

·        Strong leadership skill, high energy, and a passionate champion for the business with an ability to quickly establish credibility throughout the organization

·        Strong analytical and multi-tasking skills necessary with a focus on business analytics as a means to improve and grow business.

·        Excellent organizational and communication skills and an ability to work with diverse internal and external constituents

·        Strong ability to identify/anticipate opportunities, challenges and road blocks, while maintaining a solutions-focused approach



·        2 -4 years Pharmaceutical Sales Management experience

·        2-4 years National Managed Care account management experience

·        Experience in Specialty Pharmacy products

·        Software experience with BusinessOne and IMS 


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