Director, Trade Accounts (Remote)
About The Position
The Director, Trade Accounts serves as the primary point of contact for assigned wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other channel partners. The role develops and executes trade strategies to ensure product availability, optimize distribution performance, support product and patient access, and align with corporate commercial objectives across Shionogi’s Infectious Diseases and Rare Disease portfolio. As part of the Trade Relations and Patient Services Team, the Director works cross-functionally with Market Access, Supply Chain, Finance, Pricing, Legal, Commercial Operations, and Brand Teams to maximize channel performance and support product launches and lifecycle management. The role is responsible for strategic trade leadership, partner and account management, distribution operations, financial and commercial planning, launch and market access support, analytics, and talent development.
Requirements
- Bachelor’s degree in business, Supply Chain, Finance, Economics, Healthcare Administration, or a related field.
- 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.
- Deep understanding of pharmaceutical trade channels and the market access landscape.
- Strong financial acumen, forecasting, and Gross-to-Net knowledge.
- Excellent negotiation, presentation, and executive communication skills.
- Ability to influence internal cross-functional stakeholders and external partners.
Nice To Haves
- MBA, PharmD, or another advanced degree.
- Significant product launch experience and channel strategy development.
- Expertise in specialty distribution and specialty pharmacy networks.
- Experience with IQVIA, SAP, JD Edwards, or similar ERP and reporting systems.
Responsibilities
- Influence and execute enterprise-wide trade and distribution strategies for assigned accounts across the Infectious Diseases and Rare Diseases business units.
- Implement channel design and optimization for specialty pharmacy, specialty distributor, retail, and wholesale accounts.
- Identify emerging market trends and competitive trade dynamics affecting the trade channel.
- Facilitate key trade-channel relationships and conduct Quarterly Business Reviews with major trade partners across assigned accounts.
- Negotiate and operationalize distribution and service agreements for assigned accounts.
- Manage account performance metrics, inventory levels, service requirements, and contractual obligations.
- Partner with Trade Operations, Supply Chain, and third-party logistics providers to ensure compliance with Distribution Service Agreements, mitigate shortages, and improve service levels.
- Support Gross-to-Net forecasting and financial planning with Finance and Trade Operations; analyze trade-channel performance and profitability.
- Identify opportunities to reduce operational costs and improve efficiency by evaluating fees, service agreements, and distribution economics.
- Engage in trade readiness activities for new product launches and work within assigned accounts to support launch execution.
- Collaborate with Market Access teams, including Payer, Pricing, and Patient Services, to align access strategies.
- Design and implement distribution models that support commercial objectives and patient access for assigned accounts.
- Partner with Trade Operations and Commercial Operations to embed KPIs and maximize dashboards for trade-channel performance.
- Use internal systems, industry references, and trade reporting tools to inform decisions.
- Work with internal colleagues to improve forecasting models and trend analyses that support executive decision-making for assigned accounts.
- Contribute to a culture of accountability, collaboration, and continuous improvement.
- Support achievement of product availability and channel performance, partner satisfaction and contract compliance, forecast accuracy and inventory management, successful product launches, and distribution and revenue objectives.
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What This Job Offers
Job Type
Full-time
Career Level
Director
