Director, Trade Accounts (Remote)

This is a critical role within the Trade Relations and Patient Services Team and the Director, Trade Relations also serves a critical function for assigned accounts by seamlessly working cross-functionally across Market Access, Supply Chain, Finance, Pricing, Legal, Commercial Operations, and Brand Teams to maximize channel performance and support product launches and lifecycle management.

Responsibilities

Strategic Trade Leadership

• Influence and execute enterprise-wide trade and distribution strategies for assigned accounts across multiple business units (Infectious Diseases and Rare Diseases).
• Implement channel design and optimization for specialty pharmacy, specialty distributor, retail, and wholesale accounts.
• Identify emerging market trends and competitive trade dynamics impacting the trade channel

Account & Partner Management

• Facilitate key trade-channel relationships.
• Ensure Quarterly Business Reviews (QBRs) with major trade partners are conducted across assigned accounts.
• Negotiate and operationalize distribution and service agreements for assigned accounts.
• Manage performance metrics, inventory levels, service requirements, and contractual obligations for assigned accounts.

Distribution & Operations

• Ensure compliance with Distribution Service Agreements (DSAs) via partnership with Trade Operations, Supply Chain and 3PL providers to mitigate shortages and improve service levels.

Financial & Commercial Leadership

• In partnership with internal Finance and Trade Operations, Support Gross-to-Net (GTN) forecasting and financial planning, analyze trade-channel performance and profitability.
• Identify opportunities to reduce operational costs and improve efficiency (evaluation of fees, service agreements, and distribution economics) across assigned accounts

Product Launch & Market Access Support

• Engage in trade readiness activities for new product launches and embed within assigned accounts.
• Collaborate across the Market Access organization (e.g., Payer, Pricing, and Patient Services teams) to ensure alignment of access strategies.
• Design and implement distribution models that support commercial objectives and patient access for assigned accounts.

Analytics & Business Intelligence

• Partner with Trade Operations and Commercial Operations team to further embed KPIs and maximize dashboards for Trade channel performance.
• Utilize available internal systems, industry references, and trade reporting tools to inform decisions.
• Partner with internal colleagues to maximize forecasting models and trend analyses to support executive decision-making for assigned accounts.

Leadership & Talent Development

• Thrive within a culture of accountability, collaboration, and continuous improvement.

Minimum Job Requirements

Education

• Bachelor’s degree in business, Supply Chain, Finance, Economics, Healthcare Administration, or related field.
• MBA, PharmD, or other advanced degree preferred.

Experience

• 10+ years of pharmaceutical trade, market access, distribution, supply chain, specialty pharmacy, or channel management experience.
• Demonstrated experience negotiating agreements with wholesalers, specialty distributors, and specialty pharmacies.
• Significant launch experience and channel strategy development preferred.

Preferred Skills

• Deep understanding of pharmaceutical trade channels and market access landscape.
• Expertise in specialty distribution and specialty pharmacy networks.
• Strong financial acumen, forecasting, and GTN knowledge.
• Experience with IQVIA, SAP, JD Edwards, or similar ERP/reporting systems.
• Excellent negotiation, presentation, and executive communication skills.
• Ability to influence internal cross-functional stakeholders and external partners.

Success Measures

• Product availability and channel performance.
• Trade partner satisfaction and contract compliance.
• Forecast accuracy and inventory management.
• Successful product launch execution.
• Achievement of distribution and revenue objectives.