Director, Trade & Channel Contracting

Location: Remote with business travel requirements

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including CYKLX, ZOLYMBUS™, IYUZEH™ , Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products.

By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.

The Director, Trade & Channel Contracting is responsible for developing, implementing, and managing Théa Pharma’s U.S. trade distribution and channel contracting strategies across its pharmaceutical portfolio. This role will lead commercial relationships and negotiations with third-party logistics providers (3PLs), wholesalers, specialty distributors, Group Purchasing Organizations (GPOs), specialty pharmacies, and other channel partners to optimize product availability, financial performance, and operational efficiency.

The Director will play a critical role in supporting both medical benefit (buy-and-bill) and pharmacy benefit products, ensuring distribution and contracting strategies are tailored to the unique requirements of each channel. This individual will work cross-functionally with Market Access, Finance, Supply Chain, Sales, Legal, and other stakeholders to support successful product launches, optimize commercial terms, and ensure sustainable access to Thea’s products.

• Develop and execute comprehensive trade distribution and contracting strategies across Théa’s medical and pharmacy benefit product portfolio.
• Establish and manage strategic relationships with 3PLs, wholesalers, specialty distributors, GPOs, specialty pharmacies, and other distribution partners.
• Lead negotiations and ongoing management of trade agreements, including distribution fees, service fees, payment terms, inventory requirements, and performance expectations.
• Evaluate channel economics, distribution costs, and contracting opportunities to optimize financial performance and operational efficiency.
• Monitor trade partner performance through established KPIs, service-level agreements, business reviews, and ongoing operational oversight.
• Partner with Finance and Supply Chain to monitor inventory, product returns, customer credit exposure, and distribution performance.

• Develop and execute trade and contracting strategies supporting buy-and-bill products administered in physician offices, ambulatory surgery centers, and hospital outpatient settings.
• Lead commercial relationships and negotiations with specialty distributors, wholesalers, retina-focused GPOs, and, where appropriate, individual physician practices and healthcare organizations.
• Develop and implement provider contracting strategies, including volume-based discounts, extended payment terms, and other commercial arrangements designed to support product adoption and reduce provider financial barriers.
• Collaborate with distribution partners to ensure accurate implementation, administration, and monitoring of contracted provider and GPO pricing arrangements.
• Partner with Market Access and Finance to evaluate contracting strategies and their potential impact on Average Sales Price (ASP), reimbursement economics, and overall product profitability.
• Monitor distribution and contracting performance, identify channel barriers,…