Director, Head of Distribution Channel Operations

Ionis Pharmaceuticals, Inc.•,

176d•$200,000 - $235,000•Hybrid

About The Position

The Director, Distribution Channel Operations is a strategic leader within the U.S. Commercial Trade & Distribution team responsible for defining, leading, and advancing Ionis’ distribution channel operations strategy across Specialty Pharmacies, Specialty Distributors, and other key distribution channel accounts. This role collaborates closely with cross functional departments to ensure the US distribution channel operating model is scalable, data-driven, and aligned to Ionis’ commercial priorities, launch needs, and patient access objectives. This leader translates corporate and functional strategy into channel policies, operating plans, governance, and decision frameworks that support current brands and future growth. The role serves as the senior business lead for Specialty Pharmacy and Distributor channel forecasting, distribution channel inventory strategy, allocation decisions, partner performance, and operational readiness, and provides decision-ready recommendations to senior leadership on risks, trade-offs, and opportunities that affect patient access, commercial continuity, and launch success. The Director, Distribution Channel Operations operates with significant cross-functional influence across Supply Chain, PPMI, Finance, Accounting, FP&A, Brand Sales, Marketing, Patient Services, Market Access, and other internal stakeholders, while also building strong external relationships with key channel partners. This individual will lead the continued development of U.S Commercial Distribution Operations as a distinct capability within Trade & Distribution, including organizational design, processes, governance, and talent strategy.

Requirements

Bachelor’s degree in Supply Chain, Operations, Business, Engineering, Finance, or a related field required; advanced degree preferred.
15+ years of progressive leadership experience in pharmaceutical or biotechnology channel operations, trade, distribution, supply chain, or related commercial functions.
Deep experience working with Specialty Pharmacies, Specialty Distributors, 3PLs, and limited and/or exclusive distribution networks.
Demonstrated success leading channel forecasting, inventory strategy, allocation, and partner performance management in complex or constrained supply environments.
Strong understanding of U.S. pharmaceutical distribution models and the operational implications of both pharmacy benefit and medical benefit therapies.
Experience leading cross-functional initiatives involving Supply Chain, Finance, Accounting, FP&A, Patient Services, Sales, Marketing, and Market Access.
Demonstrated ability to influence senior internal stakeholders and external partner executives on matters of strategic and operational significance.
Strong analytical capabilities, with experience using data to assess demand, performance trends, risk, and business trade-offs.
Hands-on experience with Excel, predictive modeling, and business intelligence or analytics tools such as Power BI, Tableau, or similar platforms.
Experience supporting launch products, evolving distribution models, and high-touch or specialty therapies preferred.
Experience building, scaling, or redesigning a function, operating model, or team preferred.
Familiarity with IDN, health system, and site-of-care distribution considerations preferred.

Responsibilities

Define and lead Ionis’ channel operations strategy across Specialty Pharmacies, Specialty Distributors, and other key distribution channel accounts in support of current brands, launches, and future portfolio growth.
Own the design, governance, and continuous improvement of the end-to-end distribution channel operating model, including forecasting, inventory management, allocation, reporting, partner management, and issue escalation with assigned accounts.
Serve as the senior Trade & Distribution lead for U.S Commercial Distribution operations in S&OP/IBP, launch readiness, and cross-functional business planning forums, ensuring channel considerations are incorporated into enterprise decisions.
Own short-, mid-, and long-range distribution channel demand forecasting and support product and account level forecasting through integration of channel data, launch assumptions, access dynamics, and commercial insights.
Establish distribution channel inventory strategies, targets, and guardrails, and lead recommendations on allocation decisions by balancing patient need, contractual commitments, service expectations, and commercial priorities.
Provide strategic oversight of distribution channel inventory, ordering patterns, service performance, and other operational KPIs, and lead cross-functional action plans to address emerging risks and performance gaps.
Develop and maintain executive-level reporting, dashboards, and business reviews that translate distribution channel performance, demand signals, and market developments into clear, actionable recommendations.
Build and sustain senior-level relationships with external distribution channel partners and key accounts, representing Ionis as a strategic and effective manufacturer partner.
Lead governance with distribution channel partners, including business reviews, performance management, service issue resolution, and expectations related to data, reporting, and operational execution.
Influence channel-related contracting strategy by providing operational, service-level, inventory, and reporting perspectives during contract discussions and renewals.
Partner closely with Supply Chain, I&A, Finance, FP&A, Brand, Market Access, Sales, Marketing, and Patient Services leaders to align distribution channel strategy with commercial objectives and business plans.
Define policies, standards, and decision frameworks for channel operations that improve consistency, control, scalability, and readiness across products and channels.
Apply deep understanding of the operational implications associated with pharmacy benefit and medical benefit products, including specialty pharmacy, buy-and-bill, site-of-care, and patient journey considerations.
Lead the ongoing development of Distribution Channel Operations as a capability, including organizational structure, process design, talent strategy, and succession planning.
Lead through direct and matrix influence to strengthen accountability, execution, and collaboration across internal stakeholders and external partners.
Ensure distribution channel operations decisions and actions support compliance expectations, operational rigor, and Ionis’ commitment to patient access and business continuity.
Manage work and decisions with a longer-term view, recognizing the impact of channel strategy on launches, product performance, patient experience, and enterprise results.