VP Trade Relations

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

📋 Description

• Provide executive leadership for MHA's specialty, brand, biosimilar, plasma, oral oncolytic, and other pharmaceutical product portfolios.

• Develop strategic partnerships and maintain relationships with current and prospective manufacturers and partners.

• Build and personally oversee trusted relationships at the C-suite level with pharmaceutical manufacturers, biopharmaceuticals, and industry partners.

• Act as MHA's primary executive liaison and strategic advisor to manufacturer executives.

• Negotiate and implement contracting strategies that support revenue growth, enhance member value, and align with business objectives.

• Own strategies for enhanced services related to data, access, adherence, quality, and commercialization support.

• Lead complex, high-value negotiations from opportunity identification and deal strategy through pricing, terms, legal review, and execution.

• Develop and utilize advanced negotiation frameworks, including BATNA analysis, multi-variable trade-offs, and tiered/value-based deal structures.

• Create and implement pricing, rebate, and value-based models.

• Assess trade portfolio processes to enhance contract execution and organizational performance.

• Present contract negotiations, partnerships, pipeline opportunities, and contract performance to senior leadership and advisory boards.

• Collaborate with Business Analytics to provide market insights for payer, provider, manufacturer, and member strategies and forecasts.

• Negotiate and resolve complex, multi-stakeholder contract disputes and escalations.

• Drive innovation in Trade Relations through new operating models, partnership structures, automation, technology-enabled workflows, and scalable contracting approaches.

• Work with IT, Legal, Operations, Finance, and Analytics to modernize contracting workflows, improve data quality, reduce manual processes, and accelerate market entry.

• Advocate for practical AI adoption with suitable governance, confidentiality, compliance, and human oversight.

• Foster continuous improvement through experimentation, process redesign, and measurable workflow enhancements.

• Monitor trends in manufacturer, GPO, specialty pharmacy, long-term care pharmacy, payer, PBM, PSAO, reimbursement, and policy sectors.

• Utilize market, competitive, financial, and utilization insights to identify opportunities and support executive decision-making.

• Apply AI-enabled market intelligence and competitive-analysis tools.

• Convert complex market dynamics into actionable strategies for internal stakeholders and external partners.

⛳️ Requirements

• Bachelor's degree required.

• Master's degree, PharmD, or pharmacy-related advanced degree highly preferred.

• Extensive healthcare-related operating experience, ideally 10–12+ years in pharmaceutical trade relations, specialty/brand contracting, strategic account management, pharmaceutical manufacturer relations, GPO, PSAO, PBM, distribution, data aggregation, or similar healthcare contracting environments.

• Existing relationships with pharmaceutical manufacturers, biopharmaceuticals, PSAO, and/or PBMs strongly preferred.

• Experience with GPO contracting, rebate structures, formulary strategies, market access, reimbursement, specialty pharmacy, and pharmacy channel or contracting models highly preferred.

• Direct experience on the manufacturer side, in market access, trade and distribution, or channel contracting strongly preferred.

• Profound understanding of gross-to-net economics, rebate and administrative service fee mechanics, class of trade dynamics, and IRA/Medicare Maximum Fair Price implications strongly preferred.

• Familiarity with biosimilar markets and IRA implications preferred.

• Expertise in alternate-site channels, long-term care, closed-door pharmacy, home infusion, Ambulatory Infusion Clinics, and specialty pharmacy economics.

• Buy-and-Bill experience is an asset.

• Proven ability to lead complex business development and contracting processes across a matrixed organization.

• Responsible for revenue growth, profitability, and contract performance.

• Demonstrated success in sourcing, negotiating, and finalizing manufacturer agreements end-to-end.

• Experience leading senior-level “top-to-top” negotiations personally.

• Strong skills in negotiation, pricing, analytics, and performance improvement.

• Ability to leverage data for strategy formulation, outcome measurement, and execution enhancement.

• Capacity to treat proprietary data assets as leverage for contracts and monetizable value.

• Proven ability to drive innovation, implement process improvements, and apply automation and AI-enabled tools to enhance business value.

• Executive presence with exceptional written and verbal communication, presentation, relationship-building, and stakeholder-influence skills.

• Strong leadership and people management capabilities.

• High integrity, sound judgment, urgency, collaboration, and commitment to MHA's mission and core values.

🏝️ Benefits

• Medical, dental, vision, prescription, and other insurance benefits for employees and their families.

• FSA/HSA options available.

• Access to Teledoc services.

• Fitness reimbursement program.

• Commuter Benefit Plan.

• Employee Assistance Program (EAP).

• Paid time off.

• Birthday day off and floating holiday.

• Paid company holidays.

• Paid parental leave.

• 401(k) plan with a match.

• Employee Stock Purchase Plan.

• Life insurance coverage.

• Short-term and long-term disability insurance.

• Access to financial and legal advisors.

• Discounts on perks and benefits.

• Tuition reimbursement opportunities.

• E-learning programs available.

• Ongoing team training sessions.

• Paid volunteer time off.

• Donation matching program.

• Flexible work environment: remote or on-site.

• Up to 25% travel required.