Director of Trade & Distribution

Harrow, Inc.

2d•Hybrid

About The Position

The Director of Trade & Distribution is responsible for developing and executing the company’s trade strategy across all distribution channels, including 3PL, Wholesaler, and Specialty Distributor networks. This role ensures optimal product access, efficient distribution, and alignment with gross-to-net strategies for both pharmacy benefit and medical benefit products. The position requires deep expertise in pharmaceutical distribution models, channel economics, and stakeholder engagement across a broad channel network. The Director of Trade & Distribution builds capabilities and relationships to deliver products to market efficiently and effectively. This leadership role is critical in establishing the value and access strategy and the operational readiness for successful product launches in common ophthalmic indications. The Director is an experienced leader with a proven track record in product launch, supply chain planning and operations, vendor management, inventory tracking, and traceability. Responsible for being the subject matter expert and leading various projects under the market access umbrella ensuring the commercial readiness of our current and future product portfolio.

Requirements

Bachelor’s degree required, MBA or advanced degree a plus
10+ years in the pharmaceutical/biotech industry, minimum 3+ years of experience in market access
Trade, distribution, or market access
Specialty Distribution and wholesaler/distribution management
Buy-and-bill and pharmacy benefit channels
Proven experience managing complex distribution networks and contracts
Proficiency in Word, Excel, and PowerPoint
Has experience launching branded and specialty products
Strong financial acumen (gross-to-net, pricing, contracting)
Excellent negotiation and relationship management skills
Ability to lead cross-functional initiatives
Able to perform in a fast-paced environment, manage multiple priorities simultaneously, and communicate complex information clearly
Resourcefulness in getting access to decision makers, directly or indirectly, to represent the company's products
Demonstrated problem-solving and team-building skills
Outstanding customer relationship building skills with the ability to work with a diverse audience and influence cross-functionally
Has a strong business acumen and a compliance mindset
Strong collaborator - respectful and accountable
Strategic thinking with a strong execution focus
Demonstrated ability to influence cross-functional and external stakeholders, including senior leadership, to drive alignment and execution
Strong analytical and problem-solving skills
Effective communicator with executive presence

Responsibilities

Develops and maintains a product distribution platform for the Harrow product portfolio (pharmacy and medical benefit products)
Lead relationships and distribution service agreements (DSAs) contract negotiations and oversee performance metrics and contract adherence:
3PL (Cardinal and LogiCare)
Wholesalers (McKesson, Cardinal Health, AmerisourceBergen)
Specialty Distributors – Limited Distribution Network
General Support with Anterior Segment Specialty Pharmacies
Monitor and optimize channel performance through data-driven insights, including inventory levels, demand trends, service metrics, and financial performance
Collaborate with finance and pricing teams to manage: Distribution fees and service costs, chargebacks, discounts, and channel-specific gross-to-net impacts
Monitor channel margins and identify optimization opportunities
Remains educated on all channel operations and their downstream impact on corporate pricing initiatives
Coordinates Title/Non-Title programs for portfolio and facilitates State licensing with pharmacy laws
Ensures contractual alignment to fair market value fees and quarterly reporting requirements
Oversee external vendor partners (e.g., Two Labs) to ensure execution excellence, KPI achievement, and alignment with commercial objectives and operational support and execution
Keeps up to date with current healthcare policy and regulatory guidelines
Ensure compliance with all applicable regulations, including DSCSA, state licensing requirements, and pricing/reporting obligations
Support Sr. Director Access Solutions with inventory coordination at 3PL, 3PL account set-up, review, and contracting
Support anterior regional pharmacy initiatives to ensure 3PL contracting and inventory management
Cross-functional collaboration, partner with: Market Access & Pricing, Sales & Marketing, Patient Support Services, Supply Chain & Logistics, Legal & Compliance, and Finance
Leads cross-functional teams and external partners without direct authority to deliver distribution and access objectives
Lead distribution strategy for product launches, including network design, inventory planning, channel onboarding, and field readiness
Support lifecycle management through distribution model evolution and channel optimization