Sr Director, Institutional Sales

Teva Pharmaceuticals • Parsippany-Troy Hills, NJ

133d • $270,000 - $340,000

About The Position

The Head of Institutional Sales is responsible for leading the hospital sales organization, Long Term Care (LTC) team, and LTC account management function. This senior director-level role requires a proven leader with a deep understanding of institutional customer stakeholders, the market landscape, and the dynamics of key institutions including hospitals, health systems, and LTC facilities. The ideal candidate will also possess strong knowledge of institutional governing bodies, their operational challenges, and the opportunities to establish compliant, value-driven partnerships. This leader will drive a high-performing national team of hospital and LTC account managers, with clear accountability for delivering exceptional business results. Success in the role requires setting and executing a competitive strategy, ensuring flawless pull-through, and consistently achieving or exceeding sales, share, and growth objectives. The Head of Institutional Sales will partner closely with senior leaders across functional areas to align market strategies, remove barriers, and accelerate performance in a complex and evolving healthcare environment.

Requirements

• Bachelor's degree required; master's degree preferred.
• 10+ years in pharmaceutical industry/institutional and/or IDN account management, sales or market access required.
• Established track record of achieving regional or national level sales goals and building, coaching, and developing effective sales or account management teams required.
• Experience in Institutional Sales space (health systems, IDNs, LTCs).

Responsibilities

• Bring an ownership mindset to your leadership approach and a holistic understanding of all the factors impacting the institutional market environment.
• Build and lead cross-functional, high-performing teams by recruiting and developing highly qualified colleagues.
• Foster a collaborative, supportive, results-oriented, and accountable culture.
• Work with direct reports to ensure that sales and account teams are organized, oriented, trained, motivated and incentivized to achieve objectives.
• Coaches first and second line leaders to evaluate and master the entire system of care.
• Set high standards and hold yourself and your team accountable for developing effective plans and strategies and achieving results.
• Develop an annual business plan, establish commercial goals and objectives, align resources with priorities, and manage performance to achieve objectives.
• Implement and refine sales strategy for institutional business, ensuring that commercial and corporate strategies remain aligned.
• Identify market opportunities to uniquely position Teva products based on customer and market needs.
• Assist with negotiations for new and expanded services and/or products with institutions.
• Work closely with other functions across the organization, including Value and Access, Government Affairs, Product and Portfolio Management, Operations, Marketing and R D, to share knowledge on institutional channel dynamics and product strategies, and align their resources to support related business priorities.
• Manage the annual sales budget to plan and ensure effective usage of financial resources.
• Model clinical fluency, disease state awareness, and competitive knowledge and utilize this knowledge to provide context for the entire team.
• Develop, maintain, and demonstrate broad healthcare market expertise.

Benefits

• Comprehensive Health Insurance: Medical, Dental, Vision, and Prescription coverage starting on the first day of employment, providing the employee enrolls.
• Retirement Savings: 401(k) with employer match, up to 6% and an annual 3.75% Defined Contribution to the 401k plan.
• Time Off: Paid Time Off including vacation, sick/safe time, caretaker time and holidays.
• Life and Disability Protection: Company paid Life and Disability insurance.
• Additional benefits include, but are not limited to, Employee Assistance Program, Employee Stock Purchase Plan, Tuition Assistance, Flexible Spending Accounts, Health Savings Account, Life Style Spending Account, Volunteer Time Off, Paid Parental Leave, if eligible, Family Building Benefits, Virtual Physical Therapy, Accident, Critical Illness and Hospital Indemnity Insurances, Identity Theft Protection, Legal Plan, Voluntary Life Insurance and Long Term Disability and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Chemical Manufacturing
• Education Level: Bachelor's degree