Senior Director, Trade Strategy, Distribution & Strategic Accounts

ARS Pharmaceuticals•San Diego, CA

10d

About The Position

ARS Pharmaceuticals is seeking a Senior Director to set strategy for Trade Channel accounts, lead executive relationships with National Retail and other strategic trade partners, and manage the day-to-day operations of the company’s Trade and Distribution channels. The role will implement optimal distribution access for new product launches across 3PL, wholesale, National Retail, alternate channel, distribution, GPO, and pharmacy partners. It leads trade-related activities, distribution and trade contracting, and account relationships across the product portfolio. The role is also accountable for identifying and growing partner opportunities that deliver 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, and ensure products can be ordered, stocked, and accessed by contracted accounts. The role negotiates and manages trade agreements, supports compliance and financial controls, and collaborates across commercial, finance, legal, regulatory, supply chain, quality, patient services, and other functions. It builds and leads the trade function, directing vendors and cross-functional workstreams toward defined outcomes and budgets. Travel of up to 35% is required.

Requirements

Bachelor’s degree in marketing, Sales, Business Administration, or a pharmaceutical-related field.
12–15+ years of relevant industry experience in the biopharmaceutical and/or vaccines environment, including leadership responsibility in trade, distribution, or strategic accounts.
At least 8 years of pharmaceutical industry experience working with payer/reimbursement, wholesale and specialty distributors, National Retail, GPOs, and specialty pharmacies.
Strong understanding of distribution and retail trade models and the operational challenges and requirements involved in implementation.
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 skills, communication skills, 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, and a proactive approach to acting as a strategic owner.
Leadership, presentation, and cross-functional interaction skills, with a track record of delivering results and the 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.
Demonstrated success negotiating complex trade agreements, launching products, and delivering measurable account growth with National Retail and other trade partners.

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.
Serve as executive relationship lead for 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 National Retail and other trade partners, translating them into joint business plans, negotiated initiatives, and measurable results.
Direct partner activities involving product handling and storage, inventory management, service performance measurement, audit support, and resolution of field issues; establish service-level expectations and act 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 strategic investments.
Maintain an end-to-end understanding of product movement through the channel and identify marketplace trends, barriers, and opportunities to optimize access and reimbursement confidence.
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; resolve item setup, eligibility, and ordering pathway barriers, and distinguish initial channel fill from sustained demand.
Collaborate with cross-functional teams on SOPs and contractual obligations associated with 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 payment and collections for product sales across trade accounts.
Evaluate agreement economics and terms.
Monitor 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 finalizing trade commitments.
Align with Finance on accounting, pricing, GTN, inventory, forecasting, and the trade operating budget.
Ensure data integrity and adequate data flows and compliance between the company, distribution vendors, and trade partners.
Partner with business analytics to develop and disseminate distribution and account KPIs and analysis, including channel inventory, downstream demand, account penetration, and contract performance; ensure accurate sales and shipment reporting to senior management.
Develop data-driven strategic recommendations for leveraging trade partners, present them to the VP, Market Access, and own each recommendation through implementation.
Perform quarterly accuracy and completeness audits for Finance and external auditors.
Build and lead the trade function, including internal partners and external partners as appropriate, and direct vendors and cross-functional workstreams against defined outcomes and budgets.
Travel up to 35%, consistent with national account responsibilities.