Description:

SUMMARY:

Zydus Pharmaceuticals (USA) Inc. is seeking a Senior Director, National Accounts – Ophthalmology, responsible for developing and executing strategic partnerships with ophthalmology-aligned Group Purchasing Organizations (GPOs), retina networks, ophthalmic specialty distributors, and large multi-site ophthalmology practices/ASCs. This leader will optimize access, contracting, and pull-through execution across the ophthalmology buy-and-bill ecosystem.

Reporting to the AVP, National Accounts, this role leads contract strategy, account development, and distribution channel optimization for Zydus’ ophthalmology and retina portfolio. The ideal candidate brings deep experience within retina markets, ophthalmic distribution, and buy-and-bill access dynamics. This exciting opening offers the opportunity to be a part of a professional, customer-focused pharmaceutical company with a competitive salary and full benefits package.

Zydus Pharmaceuticals (USA) Inc. is a globally integrated generic pharmaceutical company with a focus on providing high service, quality, and affordable products. Our US leadership, which has over 60 years of US generic market experience, understands the customer’s business which allows Zydus the ability to provide unique models to help drive their customer’s success. Our parent company, Zydus Cadila, has a large presence in global markets, including relationships with many top tier international pharmaceutical companies. Based on a manufacturing and development history that spans over 50 years, it is the 4th largest pharmaceutical company in India.

RESPONSIBILITIES:

National Account Strategy & Execution

• Serve as a key leader within the National Accounts team, engaging ophthalmology-focused GPOs, retina networks, and specialty distributors.
• Develop and execute ophthalmology-specific strategic account plans.
• Establish and maintain relationships with retina practice groups, ophthalmology GPOs, national networks, and ASCs.
• Lead contract negotiations to optimize access and product positioning.
• Analyze changes in the ophthalmology buy-and-bill landscape and biosimilar adoption trends.
• Develop account strategies supporting ophthalmology sales and field execution.

Trade & Distribution Strategy

• Optimize distribution models to ensure availability through specialty distributors and retina-focused channels.
• Partner with Trade & Distribution for inventory management and injectable flow.
• Implement best practices in ophthalmology supply and ASC logistics.
• Align GPO and retina network contracts with pricing strategies

Retina / Ophthalmology Network Engagement

• Strengthen partnerships with retina networks, large ophthalmology practices, and ASCs.
• Identify trends in retina care, referral dynamics, and payer step-edits.
• Collaborate with sales to ensure buy-and-bill adoption.
• Align strategies with ophthalmology care models and reimbursement trends.

Cross-Functional Collaboration & Execution

• Work closely with Sales, Trade & Distribution, and Marketing to ensure alignment in account management strategies.
• Serve as a subject matter expert on GPO, trade, and ophthalmology network trends, providing insights that shape commercial execution.
• Support training and education efforts for field-based teams on GPO relationships, large ophthalmology accounts, and distribution models.
• Ensure all national account activities comply with regulatory, legal, and corporate compliance policies.

Requirements:

QUALIFICATIONS / EDUCATION & EXPERIENCE:

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10+ years of national account, trade, or specialty distribution experience in ophthalmology, retina, or specialty injectables.
• Experience with ophthalmology GPOs, retina networks, specialty distributors, or national ASC organizations.
• Strong understanding of ophthalmology commercial models, ASC operations, and buy-and-bill economics.
• Established relationships within the ophthalmology ecosystem.
• Strong ability to analyze market dynamics, optimize distribution strategies, and manage strategic account plans.
• Exceptional collaboration, communication, and negotiation skills.
• Commitment to compliance, ethics, and regulatory standards in all account interactions.
• Expertise in 505(b)(2) regulatory pathways and/or biosimilars is highly preferred.
• Demonstrated ability to thrive in fast-paced, high-growth environments, adapting to evolving market conditions and business needs.

TRAVEL:

The position will require domestic travel (up to 70%)