Senior Director, Trade Strategy, Distribution & Strategic Accounts

The Senior Director, Trade Strategy, Distribution & Strategic Accounts sets the strategy for all Trade Channel accounts, serves as the executive relationship lead for National Retail and other strategic trade partners, and is responsible for implementing and managing the day-to-day operations of ARS’ Trade and Distribution channels for our products. They will implement optimal network access for all new product launches across the entire Trade Channel to include 3PL, Wholesale, National Retail, Alternate Channel, Distribution, GPO, and Pharmacy partners. This role serves as the lead point of contact for all trade related activities, including distribution and trade contracting efforts for the entire product portfolio and developing business relationships with appropriate individuals within each assigned account. Beyond product availability, the role is accountable for identifying and growing trade partner opportunities that deliver measurable account growth and attractive channel economics.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Performs periodic business reviews and strategic planning meetings with Trade Channel partners, including National Retail accounts.
• Serves as the executive relationship lead for National Retail and other strategic trade partners and maintains strong business relationships with key decision makers across purchasing, pharmacy operations, distribution, and finance.
• Identifies and develops new growth opportunities with National Retail and other trade partners, translating them into joint business plans, negotiated initiatives, and measurable results.
• Direct and oversee all partner activities, including, product handling and storage, inventory management, performance measurement for services provided by channel, audit support, and resolution of field issues (i.e., problems reported from providers/pharmacies, distributors, related to service and product access); establishes service-level expectations and serves as the senior escalation point for partner performance
• Establishes and executes the multiyear U.S. trade and distribution strategy (channel architecture, partner mix, and service model) and any new product distribution strategy and launch preparedness, supported by business cases for channel expansion and strategic investments
• Owns an end-to-end understanding of how product moves through every component of the channel, from 3PL and wholesaler through retail and specialty pharmacy to the patient, and proactively identifies potential marketplace trends/barriers and opportunities to accelerate or leverage trade partners, and creates strategies that will optimize access and create reimbursement confidence with providers and patients; advises commercial leadership on partner consolidation and emerging distribution and retail models
• Owns trade activation and pull-through, ensuring contracted accounts can order, stock, and access product, resolving barriers such as item setup, eligibility, and ordering pathways, and distinguishing initial channel fill from sustained demand.
• Collaborates with cross functional teams specific to SOP’s and contractual obligations associated with distribution infrastructure, reimbursement, marketing, pharmacovigilance, supply chain, quality assurance, patient services, legal, regulatory, TechOps, and finance
• Negotiates and executes distribution and trade contracts including oversight and management of renewals, terms of sale, revenue recognition, payment/collections for product sales with all trade channel accounts, including National Retail, wholesalers, GPOs, buying groups, 3PLs, and specialty pharmacies; evaluates agreement economics and terms.
• Monitors and maintains compliance to Prescription Drug Marketing Act (PDMA), Good Manufacturing Practice, Safety Health and Environmental, Sarbanes-Oxley, business procedures, raising and addressing issues as they arise; partners with Government Pricing, Legal, and Compliance before trade commitments are finalized
• Aligns with Finance on managing accounting, pricing, GTN, inventory, forecasting and the trade operating budget
• Ensures data integrity and adequate data flows and compliance between the company and distribution vendors and trade partners; partners with business analytics to develop and disseminate distribution and account related key performance indicators/analysis covering channel inventory, downstream demand, account penetration, and contract performance, and ensures accurate sales/shipment reporting to senior management
• Proactively develops data-driven, defensible strategic recommendations for leveraging trade partners and presents them to the VP, Market Access, owning each recommendation from analysis through implementation.
• Perform quarterly accuracy and completeness audits for finance and external auditors.
• Builds and leads the trade function (including internal partners essential to trade/account work, supported by external partners as appropriate) directing vendors and cross functional workstreams against defined outcomes and budgets

 KNOWLEDGE, SKILLS, AND ABILITIES:

• Strong understanding of various distribution and retail trade models, operation challenges and requirements to implement.
• Ability to build relationships and expand company's presence with National Retail and distribution partners, with executive presence among senior trade and purchasing leaders.
• Deep experience and strong understanding of Trade processes and pharmaceutical regulatory requirements, including government reporting and pricing considerations.
• Strong commercial judgment, financial acumen, analytical, communication and negotiation skills, and broad understanding of Pricing and Contracting SOPs, practices, methodology, and approaches.
• Strategic and rigorous analytical agility while using sound judgment to set objectives; naturally curious and proactive, approaching the role as a strategic owner
• Leadership, presentation, and cross-functional interaction skills with a proven track record of delivering results, and the ability to build a function while remaining hands-on.
• Strong diplomatic & interpersonal skills and able to inspire respect and trust from others, and ability to influence without authority.
• Must be able to travel up to 35%, consistent with national account responsibilities.

 EDUCATION AND EXPERIENCE:

• Bachelor’s degree in marketing, Sales, Business Administration or Pharmaceutical related field required; advanced degree (e.g., MBA and/or CPA) preferred.
• 12–15+ years relevant industry experience in the bio/pharmaceutical, and/or vaccines environment, including leadership responsibility in trade, distribution, or strategic accounts.
• 8 years of experience in pharmaceutical industry experience working with payer / reimbursement/ wholesale/ specialty distributors, national retail, GPOs, and specialty pharmacies; strong understanding of typical functions and procedures.
• Demonstrated success negotiating complex trade agreements, launching products, and delivering measurable account growth with national retail and other trade partners.