Job Description

#2707 Government Account Manager — Generic Pharmaceuticals

Our client is a global leader in the generic pharmaceutical industry, continuing to expand its existing product portfolio while investing in research and development to advance complex therapies and address unmet patient needs worldwide.

Position Overview

The Government Account Manager drives generic pharmaceutical sales growth across federal, state, and local government healthcare accounts. This role identifies and executes sales opportunities, supports contract wins and compliance, and builds relationships with government purchasing stakeholders and internal cross-functional teams. Key contracting channels include the Federal Supply Schedule (FSS), Distribution and Pricing Agreements (DAPA), and Department of Defense (DoD) contracts.

Key Responsibilities

Sales Growth and Account Management

• Expand generic pharmaceutical sales within government healthcare facilities by identifying opportunities, supporting successful contract awards, and driving purchasing under awarded contracts.
• Communicate product value and service capabilities to support account adoption and contract utilization.
• Develop and execute an account call plan, prioritizing high-value accounts and aligning visit frequency with account opportunity.
• Build and maintain relationships with contracting officers, pharmacy purchasers, and other government healthcare stakeholders.
• Attend industry meetings and customer events as directed by management.

Contract Execution and Product Availability

• Support contract compliance and coordinate with internal teams to address account requirements.
• Partner with colleagues responsible for prime vendors, wholesalers, and distribution partners to ensure products are stocked at distribution centers serving government customers.
• Coordinate inventory management to prevent stockouts and reduce lost sales.
• Support pharmacy-level pull-through activities and strengthen relationships with personnel responsible for generic pharmaceutical procurement and replenishment.

Strategic Planning and Sales Analysis

• Contribute to pricing and commercial planning for DAPA, FSS, NC, and NAD channels to support product uptake and performance.
• Analyze government sales data to identify market-share leakage, growth opportunities, and priorities for account action.
• Collaborate with Legal, Regulatory, Business Development, Contracting, Sales, Marketing, Supply Chain, and Finance to execute account strategies.

Veterans Affairs Accounts

Focus on the retired military community, Veterans Affairs (VA) medical centers, the VA contracting office, and Consolidated Mail-Order Pharmacies (CMOPs). Candidates should have a comprehensive understanding of government generic pharmaceutical purchasing through the FSS.

Defense and Military Healthcare Accounts

Focus on Military Treatment Facilities (MTFs), the DoD, the Defense Logistics Agency (DLA), and TRICARE Mail-Order Pharmacies (TMOPs). Candidates should have a comprehensive understanding of government generic pharmaceutical purchasing through DAPA.

Required Qualifications

• Bachelor’s degree; business or science preferred.
• At least five years of generic pharmaceutical sales experience, with documented success in institutional and/or government accounts.
• Clear understanding of government pricing mechanisms and contracting processes.
• Experience supporting pharmacy-level product utilization, procurement, or replenishment, with established relationships among relevant purchasing stakeholders.
• Strong communication, listening, persuasion, customer service, and follow-through skills.
• Persistence and the ability to work effectively with customers and cross-functional teams.

Preferred Experience

• Prior government contracting officer experience or pharmacy purchasing experience serving government employees.
• Established relationships with agencies responsible for contracting and purchasing generic pharmaceuticals, including VA medical centers, CMOPs, DLA/DAPA, the Indian Health Service (IHS), and the Bureau of Prisons (BoP).