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Executive Director, Trade Relations, BioPharma GI, Raleigh

Raleigh, NC · Biotech/Pharmaceutical
The Executive Director, Trade Relations will lead and be responsible for the development of all aspects of Trade Relations and Distribution strategies, tactics, and communication (internally and externally) to support company goals.


A Bachelor’s degree is required; advanced degree is preferred. 8 years of biotech/pharma or related experience with at least five (5) years of direct experience in management of 3PL, Wholesale Distribution, Retail Pharmacy.

Deep understanding of performance and operational indicators and trends for Wholesale Distribution, Retail Pharmacy, Specialty Distribution, Specialty Pharmacy Provider and HUB functions.

This individual must have a firm grasp of the pharmaceutical industry and comprehensive knowledge of analytical techniques and report building and presentation.

Demonstrated ability to develop meaningful relationships and use the soft skills needed to connect well with various customers and their affiliates; negotiate skillfully and gain the trust of others quickly.

Demonstrated ability to partner well across multi-disciplinary teams to develop critical insights and strategies and facilitate decision making.

Be able to balance multiple and often diverse priorities to align on a strategic and appropriate plan. Be able to work independently with minimal oversight and direction.

Adapts to multiple demands, shifting priorities, ambiguity, and rapid change. Strong communication skills with the ability to effectively present ideas and influence others that achieve desired results. Proficient with MS Office products.


Manage Distribution activities at the wholesalers, retailers, pharmacy, and 3PL level of our products and Channel Operations functions. Cultivate effective working relationships with key customers and ensure all  of our trade relations are collaborative and productive.

Develop pull through strategies with pharmacy customers across our product portfolio for current and future products while actively developing innovative programs to address the evolving distribution models for our therapeutic areas.

Understand, monitor, develop, and negotiate favorable Distribution Service Agreements with national and regional wholesalers, 3PL, and other relevant channel partners (specialty pharmacies/distributors).

Analyze and ensure wholesaler, pharmacy, and 3PL inventory provides consistent product availability and remains within our parameters.

Continually assess performance, identify opportunities and issues, communicate frequently (internally and externally), and problem solve aggressively to keep the supply chain operations operating above expectations.

Responsible for the management, communication and monitoring of drug data compendia information and list price updates.

Develop, negotiate, implement, and monitor customer Return Goods Policies in conjunction with Government, Legal, Compliance and Finance requirements.

Develop efficient and pertinent reporting criteria from all internal and external partners. Analyze data (e.g., 852 and 867 data) to ensure proper days-on-hand (DOH) and pharmacy inventory levels (tracking weekly against forecast) to support sales forecast.

Understand and collaborate with the 3PL on the review and processing of GPO chargebacks to ensure adherence with all GPO agreements.

Track product movement through this channel and identify opportunities to optimize product growth and support forecast.

Develop and implement solutions to address pharmaceutical obsolescence (e.g., short-dated product) in coordination with internal stakeholders.

Ensure compliance of multiple operating policies in an extremely diverse environment with multiple ongoing priorities. Provide insightful analyses of market behavior and buying patterns.

Extensive cross-functional collaboration with Supply Chain, Quality, Business Intelligence & Analytics, Finance, Legal, Medical Affairs, Compliance, Sales & Marketing to ensure all business processes and requirements are defined and working effectively.

Manage the integration across all contracts and channel partners upon acquisition of a future products.

Actively participate in periodic business reviews with internal and external customers.

Active participation in internal meetings, external meetings, industry tradeshows and customer site visits.

Possess the ability to develop and manage the department budget in collaboration with Executive and Finance leadership expectations.

Coordinate and implement Tradeshow budget, schedule, and collaboration to effectively represent the company in an organized, professional, and positive manner.

Develop and implement Department updates and presentations for company Leadership team and external customers.

Collaboration with and responsibilities for activities and initiatives related to Government account management, including but not limited to CMS, PHS, Medicare Part D, FSS, VA, DoD, etc.
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