District Manager, Institutional Sales – West


United States Remote

Full time

$124-186k (annually)

International Sales and Marketing


Sep 8

7100 Mylan Institutional Inc.

At VIATRIS, we see healthcare not as it is but as it should be. We act courageously and are uniquely positioned to be a source of stability in a world of evolving healthcare needs.

Viatris empowers people worldwide to live healthier at every stage of life.

We do so via:

  • Access – Providing high quality trusted medicines regardless of geography or circumstance;
  • Leadership – Advancing sustainable operations and innovative solutions to improve patient health; and
  • Partnership – Leveraging our collective expertise to connect people to products and services.

Every day, we rise to the challenge to make a difference and here’s how this District Manager, Institutional Sales – West role will make an impact:

Key responsibilities for this role include:

  • The West district includes: California, Oregon, Washington, Colorado, Arizona, Nevada, and New Mexico.
  • Portfolio of responsibilities include: Unit Dose, Generic Injectables, and some brands.
  • Analyze sales data for portfolio of more than 180 Injectable NDCs and 120 Unit Dose NDCs. Manage position and pricing for each customer depending on the Acute Care GPO and alternate contracts, including back-up and IDNs.
  • Drive compliance to GPO Awards but also position back-up contracts to sell the entire portfolio of Viatris products to a customer.
  • Develop, enhance, and increase district sales performance to meet or exceed annual Company sales and market share objectives. Ensure corporate sales and marketing direction is fully executed within a geographic area. Implement the regional strategy and/or a district sales strategy (or business plan) to be executed through the team.
  • Develop and maintain solid customer relationships with key executives, decision influencers and decision makers as appropriate. Respond to the needs of the customer in a timely and professional manner. Conduct account reviews for key customers as required. Monitor product usage to determine growth and/or decrease in purchasing patterns. Update contract information as required.
  • Qualify large multi-hospital systems for a Viatris IDN contract. Analyze and present compelling business rationale for the contract, negotiate the contract and work with applicable home office teams, monitor contract performance, and manage the company's pharmacy relationship with all top IDNs in the District Manager's geography.
  • Awareness and insight to competitive awards and market position and associated contracts to aid in sales positioning, pull-through as well as RFP processes.
  • Follow, report, and take action as it pertains to market supply conditions. Relay market information of shortages while following public domains, including ASHP and FDA Drug Shortages. Support customers with drop ships as needed. Communicate shortages and duration to supply chain to aid in the determination of forecast and demand planning.
  • Understanding of National Wholesalers and forward distribution centers. Work with Buyers, Customer Relations, and National Account Managers to ensure that appropriate inventory is stocked for the Hospital to purchase.
  • Ensure pricing is loaded accurately and validate contract eligibility for customers for accounting team as needed.
  • Provide regular, candid, and timely feedback to the district Key Account Managers and document appropriately. Act early to identify performance challenges or deficiencies and create plans to appropriately address performance gaps. Work closely with Head of Sales and HR to guide all disciplinary actions, up to and including terminations.
  • Guide teams to resolve issues in a timely manner, leading by example when needed.
  • Analyze and evaluate the performance of the team as well as sales figures and territory data for geography. Track and reinforce measures of sales force effectiveness (e.g. reach and frequency; adherence to strategy; tactical implementation; proper use of funds, systems and tools).
  • Recruit and retain top talent applicants to ensure all positions are filled. Apply appropriate coaching styles to each direct report that motivates high performance and ensures accountability. Counsel and coach direct reports to maximize their performance and continue their professional development.
  • Perform all Company business in compliance with all applicable Company policies and procedures. Apply appropriate measures to ensure that Key Account Managers also are in compliance with all applicable company policies and procedures. Demonstrate high ethical and professional standards with all business contacts in order to maintain the Company's excellent reputation within the medical and pharmaceutical community.
  • Communicate candidly with supervisor and direct reports. Ensure an open communication environment for direct reports. Serve as a focal point for the compilation and exchange of "Best Practices" across the district. Serve as communication liaison with home office and region to include the proactive identification and resolution of issues.
  • Collaborate with other business units’ sales, leadership and pricing teams, including Specialty (Respiratory, Diabetes, HIV), Pharms (Respiratory, Brands and Bulk Oral Solids).
  • Conduct all activities in accordance while meeting Compliance standards, as well as all applicable laws and regulations, and Viatris policies and procedures.
  • Participate in Conferences and Advisory Boards in a rotation with other colleagues.
  • Possess ability to assess organizational change management needs and apply appropriate tools to manage change impact within respective organizational groups to ensure successful implementation.
  • Exercise fiscal control on allocated operating budgets. Take direction from Head of Sales regarding marketing, standards, etc. and ensure it is cascaded and followed within Key Account Manager teams.

The minimum qualifications for this role are:

  • Bachelor's degree and 4 years Pharmaceutical or Healthcare Product Sales experience with 2 years successful pharmaceutical or healthcare sales management District Manager experience required. However, a combination of experience and/or education will be taken into consideration.
  • Demonstrated leadership, motivational, and management skills required. Prior medical devices or other healthcare products sales experience preferred.
  • Experience negotiating hospital purchasing contracts preferred.
  • Ability to travel (will include overnight travel). Should reside in territory geography or be willing to relocate. Valid Driver's License and an acceptable driving record. Authorization and ability to drive a Company leased vehicle or authorized rental vehicle.
  • Proficiency in speaking, comprehending, reading and writing English is required.

Exact compensation may vary based on skills, experience, and location. The salary range for this position is $124,000 - $186,000.

At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.

At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.

Viatris is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, gender expression, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

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