Director, Trade Relations

Director, Trade Relations

About Us

Welcome to ANI Pharmaceuticals, where we are dedicated to improving and enhancing patients' lives through the manufacturing and distribution of high-quality pharmaceutical products.

With a diverse portfolio of generic and branded pharmaceuticals, ANI is a trusted partner for healthcare providers, pharmacists, and patients alike. We understand the importance of accessibility, and our products are available across a wide range of therapeutic areas, contributing to the well-being of communities globally.

At ANI Pharmaceuticals, there are opportunities to contribute to our purpose every day. We value authenticity, knowledge, and hard work, and we strive to celebrate our employees in a positive environment. Our culture empowers everyone to be successful and apply our full potential.

About The Role

The Director, Trade Relations is responsible for developing and managing relationships with key stakeholders across the pharmaceutical distribution channel, including wholesale distributors, specialty pharmacies, retail chains, group purchasing organizations (GPOs), and 3PLs. This role ensures the effective distribution, availability, and access of the company’s pharmaceutical products across all appropriate channels. The Director will lead the design and execution of trade strategy, oversee distribution agreements, and collaborate cross-functionally to support product launch, commercialization, and lifecycle management.

Responsibilities

Channel Strategy & Management

• Develop and execute comprehensive trade and distribution strategies across retail, specialty, and institutional channels to support product availability and access.
• Identify and onboard appropriate channel partners for new product launches, ensuring alignment with commercial objectives and patient access needs.
• Manage contracted relationships with specialty pharmacy partners to include key metrics, QBRs, Program Managers, and C-Suite pharmacy personnel.
• Manage relationships with wholesalers, specialty distributors, specialty pharmacy providers, retail pharmacy chains, and GPOs.
• Lead collaboration with Patient Assistance Program pharmacy to include contract negotiations, renewals, and performance metrics.
• Manage the relationship with third party logistic providers (3PL) to ensure timely receiving, storing, shipment, and delivery of contracted products.
• Lead engagement with data aggregator for channel management data reporting to include contract negotiation, weekly update calls, and problem solving.
• Monitor inventory levels at contracted partners for contract compliance and to aid in month-end financial reporting.

Contracting & Performance Management

• Lead contract negotiations with channel partners, including distribution service agreements (DSAs), fee-for-service agreements, and inventory management terms.
• Monitor compliance, service levels, and financial performance of all trade agreements.
• Analyze data to evaluate partner performance and ensure contract terms are met, including returns, chargebacks, and pricing accuracy.
• Work with data aggregator to ensure contracted data elements are being received in a timely manner based on contractual requirements.
• Collaborate with Legal and Compliance on FMV oversight across all stakeholder fee-for-service contracts.

Operational Oversight

• Coordinate with internal supply chain and logistics teams to ensure accurate and timely product distribution.
• Oversee channel operations including inventory management, order fulfillment, returns processing, and demand forecasting.

Skills / Competencies

• Strong negotiation, communication, and relationship management skills.
• Solid understanding of the pharmaceutical supply chain, pricing and contracting, and healthcare compliance.
• Highly analytical with strong project management skills and attention to detail.
• Ability to thrive in a fast-paced, cross-functional, and evolving environment.

Qualifications/Requirements

• Education: Bachelor’s degree, Supply Chain, Life Sciences, or related field required; MBA or advanced degree preferred.

Experience

• Minimum 8–10 years of experience in the pharmaceutical or biotech industry, with 5+ years in trade, distribution, or channel management roles.
• Deep experience working with wholesalers, specialty pharmacies, and retail pharmacies.
• Experience with GPO contracting and strategy development.
• Knowledge of specialty product distribution and limited distribution networks (LDNs) is strongly preferred.
• Previous experience with 3PLs for new product launch, order to cash, and distribution models.
• Up to 30–40% domestic travel may be required for partner meetings and industry conferences.

The base salary range for this position is $200,000 - $240,000; the exact salary depends on various factors such as experience, skills, education, location, competencies, and industry-specific knowledge. In addition to base salary, this position is eligible for participation in a competitive short term and long term incentive program based on performance and company results.

ANI Pharmaceuticals offers a variety of benefits to eligible employees, including health insurance coverage, life and disability insurance, retirement savings plans, paid leave programs, paid holidays, and paid time off. Many of these benefits are subsidized or fully paid for by the company.