Director of Trade and Distribution
Harrow
9 hours ago
Remote friendly (United States)
United States
Operations
Core Responsibilities:
- Develop and maintain a product distribution platform for pharmacy and medical benefit products.
- Lead trade/distribution strategy across channels (3PL, wholesalers, specialty distributors) and negotiate distribution service agreements (DSAs), overseeing performance metrics and contract adherence.
- Monitor and optimize channel performance using data (inventory levels, demand trends, service metrics, financial performance).
- Collaborate with finance and pricing teams on distribution fees/service costs, chargebacks, discounts, and channel-specific gross-to-net impacts.
- Monitor channel margins; identify and implement optimization opportunities.
- Coordinate Title/Non-Title programs and facilitate state licensing with pharmacy laws.
- Ensure contractual alignment to fair market value fees and quarterly reporting requirements.
- Oversee external vendor partners to ensure execution excellence, KPI achievement, and alignment with commercial objectives.
- Stay current on healthcare policy and regulatory guidelines; ensure compliance with DSCSA, state licensing requirements, and pricing/reporting obligations.
- Support 3PL inventory coordination, 3PL account setup, review, and contracting.
- Support anterior regional pharmacy initiatives for 3PL contracting and inventory management.
- Lead cross-functional teams and external partners without direct authority; partner with Market Access & Pricing, Sales & Marketing, Patient Support Services, Supply Chain & Logistics, Legal & Compliance, and Finance.
- Lead distribution strategy for product launches (network design, inventory planning, onboarding, field readiness) and support lifecycle management through channel optimization.
Qualifications & Requirements:
- Bachelor’s degree required; MBA or advanced degree a plus.
- 10+ years in pharmaceutical/biotech; at least 3+ years of market access experience.
- Significant experience in trade/distribution/market access; specialty distribution and wholesaler/distribution management; buy-and-bill and pharmacy benefit channels.
- Proven experience managing complex distribution networks and contracts.
- Proficiency in Word, Excel, and PowerPoint.
- Experience launching branded and specialty products.
- Strong financial acumen (gross-to-net, pricing, contracting).
- Excellent negotiation and relationship management skills; ability to lead cross-functional initiatives.
- Ability to operate in a fast-paced environment, manage multiple priorities, and communicate complex information clearly.
- Strong business acumen and compliance mindset; strategic thinking with strong execution; strong analytical/problem-solving skills; executive-level communication.
Position Type:
- Remote or Hybrid
Travel:
- ~20–30% as needed
- Develop and maintain a product distribution platform for pharmacy and medical benefit products.
- Lead trade/distribution strategy across channels (3PL, wholesalers, specialty distributors) and negotiate distribution service agreements (DSAs), overseeing performance metrics and contract adherence.
- Monitor and optimize channel performance using data (inventory levels, demand trends, service metrics, financial performance).
- Collaborate with finance and pricing teams on distribution fees/service costs, chargebacks, discounts, and channel-specific gross-to-net impacts.
- Monitor channel margins; identify and implement optimization opportunities.
- Coordinate Title/Non-Title programs and facilitate state licensing with pharmacy laws.
- Ensure contractual alignment to fair market value fees and quarterly reporting requirements.
- Oversee external vendor partners to ensure execution excellence, KPI achievement, and alignment with commercial objectives.
- Stay current on healthcare policy and regulatory guidelines; ensure compliance with DSCSA, state licensing requirements, and pricing/reporting obligations.
- Support 3PL inventory coordination, 3PL account setup, review, and contracting.
- Support anterior regional pharmacy initiatives for 3PL contracting and inventory management.
- Lead cross-functional teams and external partners without direct authority; partner with Market Access & Pricing, Sales & Marketing, Patient Support Services, Supply Chain & Logistics, Legal & Compliance, and Finance.
- Lead distribution strategy for product launches (network design, inventory planning, onboarding, field readiness) and support lifecycle management through channel optimization.
Qualifications & Requirements:
- Bachelor’s degree required; MBA or advanced degree a plus.
- 10+ years in pharmaceutical/biotech; at least 3+ years of market access experience.
- Significant experience in trade/distribution/market access; specialty distribution and wholesaler/distribution management; buy-and-bill and pharmacy benefit channels.
- Proven experience managing complex distribution networks and contracts.
- Proficiency in Word, Excel, and PowerPoint.
- Experience launching branded and specialty products.
- Strong financial acumen (gross-to-net, pricing, contracting).
- Excellent negotiation and relationship management skills; ability to lead cross-functional initiatives.
- Ability to operate in a fast-paced environment, manage multiple priorities, and communicate complex information clearly.
- Strong business acumen and compliance mindset; strategic thinking with strong execution; strong analytical/problem-solving skills; executive-level communication.
Position Type:
- Remote or Hybrid
Travel:
- ~20–30% as needed