Director, Institutional Sales

About The Job
Reporting to:

Vice President, Institutional Sales – North America

The Director, Institutional Sales is responsible for leading the execution of Glenmark’s institutional sales strategy across assigned accounts, primarily through the negotiation and management of IDN agreements, and driving the achievement of sales objectives for existing and new business. The role manages a portfolio of key institutional customers through an IDN‑focused sales team, ensuring effective execution of account strategies, customer engagement, and contract performance.

Key responsibilities include overseeing sales presentations, pricing considerations, customer communications, and participation in competitive bid processes where applicable. The Director performs ongoing sales analysis to assess customer performance, identifies growth opportunities, and ensures alignment with financial targets. The role also plays a critical part in launching new products into the institutional market by aligning customer access, inventory readiness, and internal execution to maximize uptake and performance.

Job Responsibilities

Meet or exceed budgeted sales goals for the U.S. market.

Meet or exceed budgeted gross margin goals for the U.S. market.

Maintain contacts at all major accounts in the U.S.

Review sales proposals for profitability and consistency before presentation to key customers.

Implement account strategy with all key customers.

Perform any additional tasks assigned by senior management.

External Stakeholders

Integrated Delivery Networks (IDNs).

Hospital systems and institutional customers.

Group Purchasing Organizations (GPOs).

Industry networks.

Internal Stakeholders (Other than Direct Reports)

Contracts & Pricing.

Supply Chain & Demand Planning.

Marketing.

Government Pricing.

Legal.

Regulatory.

Qualifications

BA/BS or equivalent work experience.

At least 7–10 years of Institutional Sales experience.

Strong understanding of the institutional market.

Knowledge of the hospital GPO landscape and distribution channels.

Knowledge and Skills

Strong verbal and written communication skills.

Proficient with Microsoft Office and other PC applications (SAP preferred but not required).

Detail‑oriented, organized, and strong customer orientation.

Ability to take initiative and work independently and as part of a team.

Physical Demands and Abilities

Primarily works in an office environment using a computer, telephone, and other office equipment.

Noise level is typical of an office setting.

May encounter frequent interruptions throughout the workday.

Responsible for repetitive hand motion, handling or feeling, and standing, walking, reaching, bending, or lifting up to 20 pounds.

Compensation and Benefits
Salary Range: $205,000 – $225,000

The compensation range provided reflects the expected base compensation only and does not include potential bonuses, incentive plans, or benefits. Final compensation offers will be based on multiple factors including education, experience, and location.

Benefits

Paid time off

401(k) plus company match

Company‑paid health benefits

Dental and vision coverage

On‑site access to company gym

Paid employee referral program

Employee Assistance Program

Accident, critical illness, short‑term disability, and life and AD&D insurance

Whole life insurance and other coverage options

Pet insurance and additional benefits

About the Company
Glenmark is a global leader in the development and commercialization of generic drugs of the highest quality and value. Established in 2003 as a North American subsidiary, Glenmark has rapidly become a leading generic organization in the United States.

Glenmark Pharmaceuticals is proud to be an equal‑opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status.

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