Executive Director, Trade and Distribution
About The Position
The Executive Director of Trade & Distribution is responsible for developing and executing the U.S. trade, distribution and channel management strategy for the company's retina portfolio. This role will establish and manage relationships with specialty distributors, specialty pharmacies, physician buy-and-bill networks, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), and other key channel partners to ensure efficient product availability and optimized market access working closely with corporate accounts and pricing and contracting. The position serves as a critical commercial leader working cross-functionally with Market Access, Sales, Marketing, Finance, Legal, Compliance, Supply Chain, Patient Services, and Pricing and Contracting teams to support successful product launches and ongoing commercialization efforts across the Ocular portfolio.
Requirements
- Bachelor's degree in Business, Finance, Supply Chain, Life Sciences, or related field.
- 10+ years of pharmaceutical or biotechnology commercial experience.
- 5+ years leading trade, distribution, channel management, or market access functions.
- Deep understanding of specialty pharmaceutical distribution models and buy-and-bill reimbursement.
- Experience supporting specialty, ophthalmology, retina, biologic, or injectable product launches.
- Strong knowledge of specialty distributors, specialty pharmacies, GPOs, and healthcare provider purchasing dynamics.
- Demonstrated success negotiating complex trade and distribution agreements.
- Strong financial acumen with experience managing gross-to-net implications and channel economics.
Nice To Haves
- Experience in ophthalmology, retina, or physician-administered biologics.
- Launch experience in a commercial-stage biotech environment.
- MBA or advanced degree preferred.
- Experience working with retinal specialists and retina-focused provider organizations.
Responsibilities
- Develop and implement U.S. trade and distribution strategies for retinal products, including launch readiness and lifecycle management.
- Design and optimize specialty distribution networks balancing product access, channel efficiency, inventory management, and financial objectives.
- Evaluate and manage specialty pharmacy and specialty distributor partnerships.
- Lead channel strategy for physician-administered products operating under buy-and-bill reimbursement models.
- Establish distribution agreements, service level expectations, and performance metrics.
- Partner with Market Access leadership to maximize product availability within retina practices, academic centers, and integrated health systems.
- Develop strategies in partnership with access strategy and pricing and distribution to support adoption among retinal specialists and large retina practice networks.
- Collaborate on GPO and purchasing network contracting strategies.
- Identify and address channel barriers impacting provider acquisition, reimbursement, or inventory management.
- Lead trade contracting negotiations with distributors, specialty pharmacies, and channel partners.
- Manage channel economics including distribution service agreements, fees, inventory management, and gross-to-net implications in collaboration with pricing and contracting overarching strategy
- Partner with Finance and Pricing and Contracting to forecast channel demand, inventory levels, and revenue recognition considerations.
- Monitor channel profitability and identify optimization opportunities.
- Build and execute trade launch plans aligned with regulatory approval timelines.
- Establish operational readiness processes including inventory deployment, ordering systems, returns, and customer onboarding.
- Ensure seamless product availability at launch and throughout commercialization.
- Collaborate with Supply Chain to manage inventory deployment, product allocation, and channel inventory levels.
- Monitor product flow across distribution channels and mitigate supply disruptions.
- Develop KPIs and dashboards to track channel performance, inventory, service levels, and customer satisfaction.
- Ensure all trade and distribution activities comply with applicable healthcare regulations, government pricing requirements, and company policies.
- Partner with Legal and Compliance on contracting, channel strategy, and regulatory matters.
- Maintain audit readiness and documentation for all channel agreements and activities.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
