Director Strategic OTC Accounts

Grand Rapids, MI 49519, USA

Description

We are seeking a Director of Sales to lead the business-to-business (B2B) sales plan and execution for key over-the-counter (OTC) pharmaceutical product(s), including expansion into the retail and direct business channels.

Note: Ideally this position will be based out of the Wyoming, MI (Grand Rapids, MI area) corporate headquarters. We will also consider candidates in other locations commutable to Grand Rapids or Allegan in MI or Minneapolis-St. Paul in MN. This position is eligible for a hybrid work arrangement (in-office/remote combination).

Key responsibilities:

  • Working collaboratively with leadership and cross-functional teams to establish a business plan and strategy for expanding naloxone's presence in the business to business (B2B) sector, including national retail accounts, aiming for market leadership in OTC Naloxone
  • Lead the sales execution and partnerships directly with customers
  • Within the retail channel, forge strong, credible relationships with retail buyers, merchandising leaders, category management, and marketing teams to support strategic objectives and ensure product visibility
  • Within the larger B2B sector, identify and cultivate opportunities for direct partnerships with a diverse array of businesses (including restaurants, gas stations, retail stores, offices, and medical practices) to broaden the supply and distribution network for our products
  • Develop and recommend strategies and product positioning, including pricing tactics, to maximize long-term market share and respond to market demands effectively
  • Continuously monitor competitor products and market entries in targeted categories, analyzing trends and adjusting strategies to maintain competitive advantage
  • Direct sales forecasting activities, setting ambitious yet achievable performance goals to guide team efforts and resource allocation
  • Engage in RFQs, contract negotiations, and execution, applying strategic acumen to secure favorable terms and strengthen business relationships

Required qualifications:

  • Bachelor's degree or equivalent combination of education and experience
  • At least 10 (10+) years of experience in an OTC/CPG (consumer packaged goods) sales role, selling directly to major retailers
  • At least 10 (10+) years of experience with contract negotiations in a business setting
  • Demonstrated experience leading or supporting consumer facing marketing programs, including digital tactics
  • Demonstrated experience setting segment strategy and leading execution, including a desire to "roll up your sleeves" when needed
  • Demonstrated ability to manage relationships with key stakeholders from all/different levels in order to grow reach and influence
  • Must be self-motivated and able to work independently in a dynamic environment, often with little direction
  • Excellent interpersonal, and oral and written communication skill
  • Strong collaboration skills with desire to serve

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