Senior Director of Trade and Channel Management

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.

• 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.

• Base pay range: $270,000-$300,000 annually; total compensation includes equity, bonus, and benefits.