Senior Director of Trade and Channel Management
Olema Oncology
August 15, 2026
On-site
Cambridge, MA
Sales
Senior Director of Trade and Channel Management
Responsibilities:
- Define and lead long-term U.S. distribution strategy and distribution network design to support oncology product launches; select external partners (specialty pharmacy, wholesalers/distributors, 3PL).
- Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL, and key trade partners; ensure product availability, service performance, and operational excellence.
- Establish and manage KPIs, service-level expectations, inventory metrics, dispense data, and reporting requirements; hold partners accountable.
- Ensure patient access through trade partners while supporting compliant processes and operational controls.
- Lead cross-functional teams to implement channel strategies, improve workflows, strengthen data quality, and track progress.
- Lead negotiation of enterprise contracts with major wholesalers, specialty distributors, and specialty pharmacies to optimize channel fees and service requirements.
- Develop and execute optimized distribution and contracting strategy that anticipates industry shifts.
- Oversee trade/distribution launch readiness and lifecycle management activities; lead trade transformation initiatives (process redesign, systems modernization, vendor optimization, automation).
- Own trade components of the Gross-to-Net (GTN) strategy and provide visibility into channel costs, inventory fluctuations, and financial risks.
- Drive channel data integration into forecasting models; implement analytics to monitor channel health (diversion, stockpiling, supply disruption).
- Set and evolve KPIs/performance frameworks; collaborate on order-to-cash tracking and government reporting obligations.
Qualifications:
- Bachelor’s degree required; MBA or advanced degree preferred.
- 15+ years progressive leadership in pharmaceutical trade and distribution with specialty pharmacy, distribution, and 3PL partners.
- Required: experience with oral oncology products.
- Essential: knowledge of oncology provider space (GPOs, institutions, IDNs).
- Knowledge of trade/distribution technologies and relevant federal/state legislation.
- Demonstrated success leading high-stakes negotiations with national wholesalers and large-scale oncology providers.
- Extensive launch leadership experience for U.S. oncology product launches, especially oral oncology.
- Strong cross-functional stakeholder influence; performance management and analytical KPI setting.
Compensation/Benefits:
- Base pay range: $270,000–$300,000 annually; total compensation includes equity, bonus, and benefits.
Application instructions:
- Not provided.
Responsibilities:
- Define and lead long-term U.S. distribution strategy and distribution network design to support oncology product launches; select external partners (specialty pharmacy, wholesalers/distributors, 3PL).
- Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL, and key trade partners; ensure product availability, service performance, and operational excellence.
- Establish and manage KPIs, service-level expectations, inventory metrics, dispense data, and reporting requirements; hold partners accountable.
- Ensure patient access through trade partners while supporting compliant processes and operational controls.
- Lead cross-functional teams to implement channel strategies, improve workflows, strengthen data quality, and track progress.
- Lead negotiation of enterprise contracts with major wholesalers, specialty distributors, and specialty pharmacies to optimize channel fees and service requirements.
- Develop and execute optimized distribution and contracting strategy that anticipates industry shifts.
- Oversee trade/distribution launch readiness and lifecycle management activities; lead trade transformation initiatives (process redesign, systems modernization, vendor optimization, automation).
- Own trade components of the Gross-to-Net (GTN) strategy and provide visibility into channel costs, inventory fluctuations, and financial risks.
- Drive channel data integration into forecasting models; implement analytics to monitor channel health (diversion, stockpiling, supply disruption).
- Set and evolve KPIs/performance frameworks; collaborate on order-to-cash tracking and government reporting obligations.
Qualifications:
- Bachelor’s degree required; MBA or advanced degree preferred.
- 15+ years progressive leadership in pharmaceutical trade and distribution with specialty pharmacy, distribution, and 3PL partners.
- Required: experience with oral oncology products.
- Essential: knowledge of oncology provider space (GPOs, institutions, IDNs).
- Knowledge of trade/distribution technologies and relevant federal/state legislation.
- Demonstrated success leading high-stakes negotiations with national wholesalers and large-scale oncology providers.
- Extensive launch leadership experience for U.S. oncology product launches, especially oral oncology.
- Strong cross-functional stakeholder influence; performance management and analytical KPI setting.
Compensation/Benefits:
- Base pay range: $270,000–$300,000 annually; total compensation includes equity, bonus, and benefits.
Application instructions:
- Not provided.