Insulet Corporation

Senior National Account Manager - Trade

US-MA-Billerica | US-MA-Billerica
2 months ago
Managed Care / Market Access

Position Summary

***This position can be field based as long as there is close proximity to a major airport***

The Trade National Account Manager will develop and implement Insulet’s strategic Channel initiatives with Trade Customers to include; traditional wholesalers, specialty distributors/mail pharmacies, and retail pharmacy chains. This position is responsible for providing key strategic channel management recommendations and works cross functionally with Managed Markets, Brand Marketing, Contracts & Pricing, Finance and Manufacturing Operations. This person will develop and initiate long term strategic business opportunities with key decision makers within Traditional and Specialty Trade. Additionally, the Trade National Account Manager will act as the point of contact for Trade issues regarding product inventory and managing appropriate levels of stock. The Trade National Account Manager must be able to execute against Insulet’s financial plan. This person will also be responsible for professionally representing Insulet at national and regional trade association meetings and events 


  • Initiate and develop business relationships with key decision-makers and thought leaders among the top trade accounts
  • Evaluate key opportunities to develop account objectives to achieve sales, margins, and market penetration
  • Recommend and implement strategies and tactics that contribute to the development and successful execution of Trade Channel adoption of Insulet products
  • Identify opportunities with third party vendors (e.g. data analysis, data platforms, telemarketing organizations, and technology solutions) to assist department’s efforts to launch OmniPod and implement marketing initiatives
  • Coordinate with brand teams to align marketing strategies relative to trade customer opportunities
  • Effectively negotiate and execute fee for service agreements with traditional wholesalers and specialty distributors
  • Directly manage the Trade Channel to resolve any issues to include inventory control, return goods, chargebacks, EDI, product security and product recalls
  • Conduct semi-annual business reviews with Trade customers to align business objectives
  • Analyze customer inventory levels and effectively communicate & collaborate internally and externally to manage any stocking issues
  • Effectively communicate with key internal stakeholders on Trade business opportunities and competitive information that could impact Insulet’s market position
  • Represent Insulet’s interest at national trade association meetings and conventions

Education and Experience

  • BS/BA Degree (Business Admin or Marketing Preferred )
  • 8 or more years of successful field sales experience with either 3 or more years of successful account management in the Trade Channel, or an equivalent combination of business experience and education
  • Actual Trade experience working with Drug Wholesalers and Retail Chain Pharmacies preferred

Skills and Competencies

  • Industry Knowledge – understands the Trade industry and the medical product distribution process in a large healthcare organization or prescription drug vendor.
  • Pharmaceutical Sales Knowledge – displays a broad understanding of sales techniques and the strategic objectives of the pharmaceutical sales marketplace
  • Legal Systems – understands the laws and regulations affecting contracting and pricing in the pharmaceutical industry
  • Product Knowledge – understands the medical/therapeutic usage of Insulet’s products and can communicate these features and benefits accordingly
  • Supply Chain Knowledge – understands the Trade supply chain distribution process and the evolving regulatory environment
  • Business Delivery – understands Insulet’s Trade Business Development strategy and manages performance to meet customer expectations
  • Communication – ability to communicate ideas and data both verbally and written in a persuasive and appropriate manner
  • Strategic Implementation – ability to implement and monitor the overall sales and Trade Relations strategy
  • Analytical Skills – ability to analyze a wide variety of data including sales and financial data to make business decisions
  • Resource Management – ability to manage internal and external resources effectively to enhance service delivery
  • Business Planning – ability to develop business forecasts and plans
  • Negotiation Skills – ability to construct successful negotiating strategies and evaluate options to achieve beneficial outcomes
  • Forecasting Skills – ability to use current information and expected future trends to establish detailed analytically derived forecasts of demand, sales volume, etc.
  • Relationship Building Skills – ability to develop and maintain strategic relationships with key Trade customers in order to build trust and increase Insulet’s competitive advantage
  • Project Management Skills – ability to manage and complete diverse projects related to Trade customers and Insulet business initiatives
  • Independent Judgment – ability to exercise sound judgment in managing customer’s who have a large and dynamic influence on Insulet’s bottom line

Travel Requirements

  • 60% Travel


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