Director Trade Relations

Role Summary

The Director, Trade Relations is a field-based, national role responsible for national coverage of wholesaler, specialty distributor and specialty pharmacy trade accounts and day-to-day channel support for the brand and field teams. The role focuses on developing and maintaining strategic relationships with key Trade customers to build rapport and differentiate Regeneron in the industry.

Responsibilities

• Management and oversight of partner activities to support sales, brand and marketing initiatives, reimbursement and access issues, including customer service; product handling and storage; inventory management; performance measurement for services provided by channel; audit support; recall effectiveness checks; and resolution of field issues from providers/pharmacies, distributors, related to service and product access.
• Negotiate and complete distribution contracts including oversight and management of renewals, terms of sale, revenue recognition, payment/collections for product sales with assigned wholesalers/specialty distributors and specialty pharmacy account base.
• Develop long term, productive and strategic business relationships with key decision makers from assigned supply channel partners to include all channel vendor options.
• Support processes to review and inspect channel partner facilities. Align processes with audit teams, quality initiatives and business growth planning. Assure vendor adherence to national regulatory and industry standards (e.g., Drug Distribution Accreditation, HDA standards).
• Support Return Goods processing from Trade vendors per product policies, company guidelines, and contractual thresholds.
• Collaborate with Regeneron Regulatory, Finance and Manufacturing partners regarding supply chain issues.
• Facilitate the Alliance relationship with appropriate brands to assure optimal product access.
• Develop long-term, productive relationships with industry relations and operations contacts at assigned accounts to insure optimal pull-through of products.

Qualifications

• Required: A Bachelor’s Degree and a minimum of 15 years’ experience in the pharmaceutical/biotech industry; specialty or biologics experience required. Minimum 15 years’ experience in Trade Relations with specialty distributors, wholesalers, and specialty pharmacies required; retail channel experience is optional. Must understand pull-through from script to fulfillment for Part B and Part D products working with channel vendors across this dynamic. Minimum 10 years of field or corporate management leadership position preferred. Additional broad-based experience valued in distribution and product operations, corporate partnerships, marketing, and/or sales management, and/or supply chain. Prior experience launching new Specialty Pharmaceutical/Biologics products or indications.
• Required: Ability to travel 50-75%; may be based in any US city, located within reasonable distance to an airport.

Education

• Bachelor’s Degree (required)

Skills

• Strategic planning and execution
• Relationship management with trade accounts and alliance partners
• Data analysis for sales and financial decision-making
• Contract negotiation and contract management
• Regulatory and quality compliance awareness in drug distribution

Additional Requirements

• On-site work may be required in line with company policy; travel as specified.