Executive Vice President – Trade Relations

This is a fully remote position, open to applicants in Florida.

📋 Description

• Develop and implement a comprehensive trade relations strategy on an enterprise level, ensuring alignment of contract structures with corporate objectives for growth, margins, and access across all three business lines.

• Act as the primary executive liaison with pharmaceutical manufacturers and biotech partners, negotiating direct contracts, rebates, chargebacks, and fee-for-service arrangements.

• Lead the efforts to pursue and retain limited distribution drug (LDD) and limited network specialty agreements that are essential for the growth of specialty and AIC.

• Represent the organization at manufacturer business reviews, trade conferences, and industry forums such as Asembia, NASP, PCMA, NICA, and LTC-100.

• Manage trade contract portfolios specifically designed for LTC (institutional formulary, consultant pharmacy dynamics), Specialty (payer/PBM network access, hub services, LDD), and AIC (infusion suites, home infusion, site-of-care economics).

• Ensure compliance with contracts, accurate rebate reconciliation, and prompt realization of negotiated financial outcomes in collaboration with the Finance department.

• Take ownership of the trade relations profit and loss contribution, establishing annual targets for rebate income, cost of goods improvement, and margin expansion driven by contracts.

• Collaborate with Finance and FP&A to forecast trade revenue, model contract scenarios, and communicate performance metrics to the executive team.

• Identify and remedy gaps in rebate capture, tier compliance, and underutilized contract provisions.

• Work alongside Supply Chain to develop purchasing strategies, manage inventory positioning, and build distributor relationships.

• Partner with Business Development and Payer Relations teams to ensure trade terms are aligned with new client acquisition and network strategies.

• Collaborate with Clinical and Pharmacy Operations to ensure that formulary, utilization management, and adherence programs fulfill contract commitments, such as market share thresholds.

• Build, mentor, and lead a high-performing trade relations team, which includes manufacturer contract managers and rebate/analytics personnel.

• Create scalable processes, playbooks, and governance frameworks for contract negotiation, approval, and lifecycle management.

⛳️ Requirements

• Bachelor’s degree in business, finance, healthcare administration, or a related discipline (MBA or advanced degree is preferred).

• Over 10 years of progressive experience in pharmaceutical trade relations, manufacturer contracting, or pharmacy business development, with at least 5 years in a senior leadership role.

• Proven experience in negotiating manufacturer contracts, rebates, and GPO agreements within pharmacy, PBM, or specialty/infusion pharmacy environments.

• Extensive understanding of at least two of the following areas: institutional/LTC pharmacy, specialty pharmacy, or home/alternate-site infusion.

• Established connections with pharmaceutical manufacturers, GPOs, and/or wholesalers.

• Strong knowledge of pharmaceutical pricing structures (WAC, AWP, 340B, best price, chargebacks) and relevant regulatory considerations (AKS, Stark Law, Medicare Part B/D).

• Executive presence with a demonstrated ability to negotiate and present effectively to C-suite stakeholders both internally and externally.

🏝️ Benefits

• Competitive compensation

• Comprehensive benefits package

• Genuine opportunities for career progression