Director, Trade & Channel
- San Diego, CA
- $169,000-215,400 per year
- Permanent
- Full-time
- Develops and deploys trade channel strategy, in alignment with broader market access and commercial strategy, to enable pharmacy expansion while sustaining relations and operations with key wholesalers and DME providers.
- Responsible for trade sales and sales quota attainment while concurrently managing inventory days on hand and distribution capacity to enable broad access for Tandem products.
- Manages and oversees the day-to-day trade account management and distribution operations teams - reviews and reconciles wholesaler and DME provider metrics and invoices to ensure accuracy.
- Maintains deep and collaborative relationships with key customers & partners; negotiates new and accretive contracts and actively monitors and manages the performance of existing partnerships.
- Responsible for optimizing gross to net, growing revenue, expanding margin, and contract compliance.
- Establishes and maintains effective service level agreements to ensure business performance (TaT, PA approval rate, flow through time, attrition) and positive customer experience – addresses and resolves distribution escalations and issues.
- Develops and deploys trade promotions and marketing campaigns as required.
- Decision rights for adding / removing / performance managing DME, Rx and Wholesale vendors from the distribution network to optimize performance.
- Works collaboratively with the Sales Leaders, US Market Access, Contracting, Legal, Marketing, Sales, Supply Chain, Finance, HR, and others.
- Manages all aspects of the trade business: tracking the supply chain, developing processes, procedures, and construct reports for internal and external stakeholders. Participate in projects, planning and events that are important to the business.
- Bachelor’s degree (B.A/B.S.) in related field or combination of equivalent education and applicable work experience.
- 10+ years of market access, trade, or sales experience marked by proven success and business generation.
- 3+ years leading field market access team.
- Experience building and managing pharmacy and drug wholesale distribution network.
- Proven success in developing and executing trade strategy through understanding the market and industry.
- Strong understanding of the US access environment, including distributors, pharmacies, reimbursement /co-pay support services, payer coverage, pricing.
- Skilled at negotiating with business partners or management and influencing senior level leaders regarding matters of significance to the organization.
- Proficient at creating and communicating a clear vision among team members effectively aligning resources and activities to achieve functional area and/or organizational goals.
- A work record that demonstrates clear and effective communication skills, strong analytical skills, detail orientation, strategic agility, and strong negotiation skills.
- Understanding of reimbursement methodologies utilized by commercial and government payers under Pharmacy and DME benefits.
- Proven ability to deploy an analytical fact-based approach to evaluate channel dynamics, inform channel strategy and manage performance.
- Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.
- Skilled at effectively communicating department or area issues and results within and across functional areas and conducting presentations of technical information concerning specific projects or timelines. Able to gain cooperation from others.
- Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.