Director, Trade Accounts; Remote

The Director, Trade Accounts serves as the face of the organization, serving as the point-of-contact for assigned wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other channel partners. This role will develop and execute trade strategies that ensure product availability, optimize distribution performance, support product and patient access, and align with corporate commercial objectives across the Infectious Diseases and Rare Disease portfolio at Shionogi, Inc.

This is a critical role within the Trade Relations and Patient Services Team and the Director, Trade Relations also serves a critical function for assigned accounts by seamlessly working cross-functionally across Market Access, Supply Chain, Finance, Pricing, Legal, Commercial Operations, and Brand Teams to maximize channel performance and support product launches and lifecycle management.

Responsibilities

Strategic Trade Leadership

• Influence and execute enterprise-wide trade and distribution strategies for assigned accounts across multiple business units (Infectious Diseases and Rare Diseases).
• Implement channel design and optimization for specialty pharmacy, specialty distributor, retail, and wholesale accounts.
• Identify emerging market trends and competitive trade dynamics impacting the trade channel

Account & Partner Management

• Facilitate key trade-channel relationships.
• Ensure Quarterly Business Reviews (QBRs) with major trade partners are conducted across assigned accounts.
• Negotiate and operationalize distribution and service agreements for assigned accounts.
• Manage performance metrics, inventory levels, service requirements, and contractual obligations for assigned accounts.

Distribution & Operations

• Ensure compliance with Distribution Service Agreements (DSAs) via partnership with Trade Operations, Supply Chain and 3PL providers to mitigate shortages and improve service levels.

Financial & Commercial Leadership

• In partnership with internal Finance and Trade Operations, Support Gross-to-Net (GTN) forecasting and financial planning, analyze trade-channel performance and profitability.
• Identify opportunities to reduce operational costs and improve efficiency (evaluation of fees, service agreements, and distribution economics) across assigned accounts

Product Launch & Market Access Support

• Engage in trade readiness activities for new product launches and embed within assigned accounts.
• Collaborate across the Market Access organization (e.g., Payer, Pricing, and Patient Services teams) to ensure alignment of access strategies.
• Design and implement distribution models that support commercial objectives and patient access for assigned accounts.

Analytics & Business Intelligence

• Partner with Trade Operations and Commercial Operations team to further embed KPIs and maximize dashboards for Trade channel performance.
• Utilize available internal systems, industry references, and trade reporting tools to inform decisions.
• Partner with internal colleagues to maximize forecasting models and trend analyses to support executive decision-making for assigned accounts.

Leadership & Talent Development

• Thrive within a culture of accountability, collaboration, and continuous improvement.

Education

• Bachelor’s degree in business, Supply Chain, Finance, Economics, Healthcare Administration, or related field.
• MBA, PharmD, or other advanced degree preferred.

Experience

• 10+ years of pharmaceutical trade, market access, distribution, supply chain, specialty pharmacy, or channel management experience.
• Demonstrated experience negotiating agreements with wholesalers, specialty distributors, and specialty pharmacies.
• Significant launch experience and channel strategy development preferred.

Preferred…