Senior Director of Trade and Channel Management
Olema Oncology
August 15, 2026
Remote friendly (Boston, MA)
United States
Sales
About the Role: Senior Director of Trade and Channel Management
Reporting to the Vice President of Market Access. Based in Boston or San Francisco; ~20% travel.
Responsibilities:
- Define and lead the long-term U.S. distribution strategy and distribution network for future oncology product launches; select key external partners (specialty pharmacy, distribution, 3PL).
- Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL, and trade partners.
- Establish and manage KPIs, service-level expectations, inventory metrics, dispense data, and partner reporting requirements; hold partners accountable.
- Ensure compliant processes/controls while maximizing patient access.
- Lead cross-functional teams (Patient Services, Commercial Ops/Analytics, Finance, IT, Field Sales, Legal/Compliance, Contracting, Supply Chain) to implement channel strategies, improve workflows, strengthen data quality, and track goals.
- Lead enterprise contract negotiations to optimize fee structures and service requirements.
- Develop/implement an optimized distribution and contracting strategy to adapt to industry shifts.
- Oversee trade/distribution launch readiness for lead and pipeline assets.
- Lead trade transformation (process redesign, systems modernization, vendor optimization, automation).
- Own GTN strategy components; integrate channel data into forecasting; use analytics to monitor channel health (diversion/stockpiling/supply disruptions).
- Establish performance frameworks/KPIs and collaborate with internal stakeholders on order-to-cash and government reporting.
Required/Preferred Qualifications & Skills:
- Bachelor’s degree required; MBA/advanced degree preferred.
- 15+ years progressive leadership in pharmaceutical trade/distribution with specialty pharmacy, distribution, and 3PL partners.
- Experience with oral oncology products; knowledge of oncology provider space (GPOs, Institutions, IDNs, etc.) required/essential.
- Knowledge of trade/distribution technologies and relevant federal/state legislation.
- Proven success negotiating with national wholesalers and large-scale oncology providers.
- Extensive U.S. launch experience (particularly oral oncology).
- Strong cross-functional influence; vendor/partner performance management.
- Strong analytical skills (set/maintain KPIs aligned to U.S. commercial/global market access priorities).
Compensation/Benefits:
- Base pay range expected: $270,000–$300,000 annually. Total compensation includes equity, bonus, and benefits.
Application Instructions:
- No agency resumes; not responsible for fees related to unsolicited resumes.
Reporting to the Vice President of Market Access. Based in Boston or San Francisco; ~20% travel.
Responsibilities:
- Define and lead the long-term U.S. distribution strategy and distribution network for future oncology product launches; select key external partners (specialty pharmacy, distribution, 3PL).
- Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL, and trade partners.
- Establish and manage KPIs, service-level expectations, inventory metrics, dispense data, and partner reporting requirements; hold partners accountable.
- Ensure compliant processes/controls while maximizing patient access.
- Lead cross-functional teams (Patient Services, Commercial Ops/Analytics, Finance, IT, Field Sales, Legal/Compliance, Contracting, Supply Chain) to implement channel strategies, improve workflows, strengthen data quality, and track goals.
- Lead enterprise contract negotiations to optimize fee structures and service requirements.
- Develop/implement an optimized distribution and contracting strategy to adapt to industry shifts.
- Oversee trade/distribution launch readiness for lead and pipeline assets.
- Lead trade transformation (process redesign, systems modernization, vendor optimization, automation).
- Own GTN strategy components; integrate channel data into forecasting; use analytics to monitor channel health (diversion/stockpiling/supply disruptions).
- Establish performance frameworks/KPIs and collaborate with internal stakeholders on order-to-cash and government reporting.
Required/Preferred Qualifications & Skills:
- Bachelor’s degree required; MBA/advanced degree preferred.
- 15+ years progressive leadership in pharmaceutical trade/distribution with specialty pharmacy, distribution, and 3PL partners.
- Experience with oral oncology products; knowledge of oncology provider space (GPOs, Institutions, IDNs, etc.) required/essential.
- Knowledge of trade/distribution technologies and relevant federal/state legislation.
- Proven success negotiating with national wholesalers and large-scale oncology providers.
- Extensive U.S. launch experience (particularly oral oncology).
- Strong cross-functional influence; vendor/partner performance management.
- Strong analytical skills (set/maintain KPIs aligned to U.S. commercial/global market access priorities).
Compensation/Benefits:
- Base pay range expected: $270,000–$300,000 annually. Total compensation includes equity, bonus, and benefits.
Application Instructions:
- No agency resumes; not responsible for fees related to unsolicited resumes.