Senior Director, Trade Strategy, Distribution & Strategic Accounts

ARS Pharmaceuticals Operations, Inc.•San Diego, CA

11d•$250,000 - $280,000

About The Position

ARS Pharmaceuticals is seeking a Senior Director to set strategy for its Trade Channel accounts, lead executive relationships with National Retail and other strategic trade partners, and manage day-to-day Trade and Distribution channel operations. The role establishes optimal network access for product launches across 3PL, wholesale, national retail, alternate channel, distribution, GPO, and pharmacy partners. It is the lead point of contact for trade activities, distribution and trade contracting across the product portfolio, and developing relationships within assigned accounts. The position is also accountable for identifying and growing partner opportunities that generate measurable account growth and attractive channel economics. The Senior Director will establish and execute multiyear U.S. trade and distribution strategy, oversee partner performance and trade activation, negotiate agreements, and ensure product availability and access throughout the channel. The role works closely with cross-functional teams and advises commercial leadership with data-driven recommendations. It also builds and leads the trade function, directing internal and external partners toward defined outcomes and budgets. This is a full-time position with a salary range of $250,000 to $280,000, potentially eligible for a discretionary annual performance bonus and equity. The role requires travel of up to 35%.

Requirements

Bachelor’s degree in marketing, sales, business administration, or a pharmaceutical-related field.
12–15+ years of relevant industry experience in the bio/pharmaceutical and/or vaccines environment, including leadership responsibility in trade, distribution, or strategic accounts.
Eight years of pharmaceutical industry experience working with payer/reimbursement, wholesale/specialty distributors, national retail, GPOs, and specialty pharmacies, with a strong understanding of their typical functions and procedures.
Demonstrated success negotiating complex trade agreements, launching products, and delivering measurable account growth with National Retail and other trade partners.
Strong understanding of distribution and retail trade models and the operational challenges and requirements for implementing them.
Ability to build relationships and expand company presence with National Retail and distribution partners, with executive presence among senior trade and purchasing leaders.
Deep experience and strong understanding of Trade processes and pharmaceutical regulatory requirements, including government reporting and pricing considerations.
Strong commercial judgment, financial acumen, analytical, communication, and negotiation skills; broad understanding of Pricing and Contracting SOPs, practices, methodology, and approaches.
Strategic and rigorous analytical agility, sound judgment in setting objectives, curiosity, proactivity, and a strategic-owner mindset.
Leadership, presentation, and cross-functional interaction skills; a proven record of delivering results and ability to build a function while remaining hands-on.
Strong diplomatic and interpersonal skills, ability to inspire respect and trust, and ability to influence without authority.

Nice To Haves

Advanced degree, such as an MBA and/or CPA.

Responsibilities

Conduct periodic business reviews and strategic planning meetings with Trade Channel partners, including National Retail accounts.
Lead executive relationships with National Retail and other strategic trade partners, maintaining relationships with key decision makers in purchasing, pharmacy operations, distribution, and finance.
Identify and develop growth opportunities with trade partners, translating them into joint business plans, negotiated initiatives, and measurable results.
Oversee partner activities, including product handling and storage, inventory management, service performance measurement, audit support, and resolution of field issues; establish service-level expectations and serve as the senior escalation point for partner performance.
Establish and execute multiyear U.S. trade and distribution strategy, including channel architecture, partner mix, service model, new-product distribution strategy, and launch preparedness; develop business cases for channel expansion and investments.
Maintain end-to-end understanding of product movement through the channel; identify marketplace trends, barriers, and opportunities, develop strategies to optimize access and reimbursement confidence, and advise commercial leadership on partner consolidation and emerging distribution and retail models.
Own trade activation and pull-through, ensuring contracted accounts can order, stock, and access products and resolving item setup, eligibility, and ordering pathway barriers; distinguish initial channel fill from sustained demand.
Collaborate with cross-functional teams on SOPs and contractual obligations related to distribution infrastructure, reimbursement, marketing, pharmacovigilance, supply chain, quality assurance, patient services, legal, regulatory, TechOps, and finance.
Negotiate and execute distribution and trade contracts, and oversee renewals, terms of sale, revenue recognition, and product-sales payment and collections across trade channel accounts; evaluate agreement economics and terms.
Monitor and maintain compliance with PDMA, Good Manufacturing Practice, Safety Health and Environmental requirements, Sarbanes-Oxley, and business procedures; raise and address issues and partner with Government Pricing, Legal, and Compliance before trade commitments are finalized.
Align with Finance on accounting, pricing, GTN, inventory, forecasting, and the trade operating budget.
Ensure data integrity, adequate data flows, and compliance between the company, distribution vendors, and trade partners; work with business analytics to develop and distribute KPIs and analysis on channel inventory, downstream demand, account penetration, and contract performance; ensure accurate sales and shipment reporting to senior management.
Develop data-driven, defensible strategic recommendations for leveraging trade partners, present them to the VP, Market Access, and own each recommendation from analysis through implementation.
Perform quarterly accuracy and completeness audits for Finance and external auditors.
Build and lead the trade function, including internal partners and appropriate external partners, directing vendors and cross-functional workstreams against defined outcomes and budgets.
Travel up to 35%, consistent with national account responsibilities.