Senior Director/Executive Director, Trade Relations

Shionogi Inc.•Florham Park, NJ

1d•$250,000 - $320,000

About The Position

The Senior Director/Executive Director, Trade Relations leads the organization’s trade strategy, distribution network, and relationships with wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other channel partners. The role leads a field team of Trade Account Directors and develops and executes strategies to ensure product availability, optimize distribution performance, support product access, and align with corporate commercial objectives. This highly visible Market Access role is the primary strategic contact for the national Trade Account team. It 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 also supports financial planning and forecasting, manages partner performance and agreements, and develops trade talent and organizational capabilities. The position requires the ability and willingness to travel to internal and external account meetings and conferences 60–75% of the year. The stated base salary range is $250,000–$320,000. Individual pay depends on factors including job-related skills, experience, and relevant education or training; the stated range excludes benefits, bonus, long-term incentive, applicable allowances, and other potential compensation.

Requirements

Bachelor’s degree in business, Supply Chain, Finance, Economics, Healthcare Administration, or a related field.
For the Senior Director level: 12 or more years of pharmaceutical trade, market access, distribution, supply chain, or channel management experience.
For the Executive Director level: 15 or more years of pharmaceutical trade, market access, distribution, supply chain, or channel management experience.
For the Senior Director level: 7 or more years of leadership experience managing teams and strategic trade accounts.
For the Executive Director level: 10 or more years of leadership experience managing teams and strategic trade accounts.
Demonstrated experience negotiating agreements with wholesalers, specialty distributors, and specialty pharmacies.
Deep understanding of pharmaceutical trade channels and the market access landscape.
Expertise in specialty distribution and specialty pharmacy networks.
Strong financial acumen, forecasting, and Gross-to-Net knowledge.
Excellent negotiation, presentation, and executive communication skills.
Ability to influence senior leadership and cross-functional stakeholders.
Ability and willingness to travel to internal and external account meetings and conferences 60–75% of the year.

Nice To Haves

MBA, PharmD, or another advanced degree.
Significant product launch experience and channel strategy development.
Experience with IQVIA, SAP, JD Edwards, or similar ERP/reporting systems.

Responsibilities

Develop and execute enterprise-wide trade and distribution strategies across Infectious Diseases and Rare Diseases business units.
Lead channel design and optimization for specialty pharmacy, specialty distributor, retail, and wholesale accounts.
Establish long-term strategic plans for trade partner engagement across the portfolio.
Identify emerging market trends and competitive trade dynamics.
Lead and develop the Trade Account team, build organizational capabilities and succession plans, and foster accountability, collaboration, and continuous improvement.
Serve as executive lead for key trade-channel relationships.
Ensure the Trade Account Director Team conducts Quarterly Business Reviews with major trade partners.
Negotiate and operationalize distribution and service agreements.
Manage 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.
Partner with Finance and Trade Operations on Gross-to-Net forecasting and financial planning; analyze trade-channel performance and profitability.
Identify and implement opportunities to reduce operating costs and improve efficiency, including evaluation of fees, service agreements, and distribution economics.
Lead trade-readiness activities for new product launches and ensure Trade Account Directors engage accounts appropriately.
Collaborate across Market Access, including Payer, Pricing, and Patient Services teams, to align access strategies.
Design and implement distribution models that support commercial objectives and patient access.
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.
Partner with internal colleagues to maximize forecasting models and trend analyses in support of executive decision-making.
Travel to internal and external account meetings and conferences 60–75% of the year.