Senior Director, Trade Strategy, Distribution & Strategic Accounts

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

📋 Description

• Develop the strategic approach for all Trade Channel accounts, acting as the executive relationship leader for National Retail and other key trade partners.

• Oversee and execute the daily operations of ARS’ Trade and Distribution channels.

• Ensure optimal network access for new product launches across 3PL, wholesale, national retail, alternate channels, distribution, GPO, and pharmacy partners.

• Conduct regular business reviews and strategic planning sessions with Trade Channel partners.

• Identify and cultivate growth opportunities, joint business plans, negotiated initiatives, and measurable outcomes.

• Manage partner activities, including product handling and storage, inventory oversight, performance assessment, audit assistance, and resolution of field issues.

• Establish and implement the multi-year U.S. trade and distribution strategy along with new product distribution plans.

• Enhance product access and reimbursement confidence; provide guidance to commercial leadership regarding partner consolidation and emerging distribution and retail models.

• Take ownership of trade activation and pull-through, addressing item setup, eligibility, and ordering challenges.

• Collaborate with teams across reimbursement, marketing, pharmacovigilance, supply chain, quality assurance, patient services, legal, regulatory, TechOps, and finance.

• Negotiate and finalize distribution and trade contracts, including renewals, terms of sale, revenue recognition, payment/collections, and agreement economics.

• Ensure adherence to PDMA, Good Manufacturing Practice, Safety Health and Environmental regulations, Sarbanes-Oxley, and business procedures.

• Coordinate with Finance on accounting, pricing, GTN, inventory management, forecasting, and the trade operating budget.

• Maintain data integrity, manage data flows, develop KPIs/analytics, and ensure accurate sales/shipment reporting.

• Create data-driven strategic recommendations and present them to the VP of Market Access.

• Conduct quarterly audits for accuracy and completeness for finance and external auditors.

• Build and lead the trade function, managing vendors and cross-functional workstreams to achieve defined outcomes and budgets.

⛳️ Requirements

• A Bachelor’s degree in marketing, Sales, Business Administration, or a Pharmaceutical-related field is required.

• 12–15+ years of relevant industry experience in the bio/pharmaceutical and/or vaccines sector, including leadership roles in trade, distribution, or strategic accounts.

• At least 8 years of experience in the pharmaceutical industry working with payer/reimbursement, wholesale/specialty distributors, national retail, GPOs, and specialty pharmacies.

• Proven track record in negotiating complex trade agreements, launching products, and achieving measurable account growth with national retail and other trade partners.

• Strong comprehension of distribution and retail trade models, operational challenges, and implementation requirements.

• Extensive experience with Trade processes and pharmaceutical regulatory requirements, including government reporting and pricing considerations.

• Excellent commercial judgment, financial insight, analytical abilities, communication, and negotiation skills.

• Broad knowledge of Pricing and Contracting SOPs, methodologies, and practices.

• Leadership, presentation, and cross-functional collaboration skills with a history of producing results.

• Capability to build a function while remaining actively involved.

• Strong diplomatic and interpersonal skills; ability to influence others without formal authority.

• Willingness to travel up to 35%.

🏝️ Benefits

• Eligibility for a discretionary annual performance bonus.

• Equity eligibility.

• 401(k) matching.

• 100% employer-paid medical, dental, and vision coverage for employees.

• Comprehensive benefits package.