Director, Trade and Distribution (remote)

EMD Serono, Inc.; Boston (MA); Remote; USD 190,000 - 285,000; Full time

Benefits offered by this job

Health insurance

Paid time off (PTO)

Retirement contributions

Job summary

EMD Serono, Inc. is seeking a Director of Trade and Distribution to shape how therapies reach patients through wholesale, distributor, and pharmacy channels.

You will lead strategic partnerships and influence access strategies that drive growth and patient access. You will coordinate with Market Access, Sales, and Field teams, manage negotiations, and guide cross-functional initiatives to maximize channel effectiveness while supporting business objectives.

Qualifications

• Bachelor's degree required.
• 5+ years in pharmaceutical/biotech sales or national account management.
• 3+ years managing trade/channel accounts.
• Proven experience negotiating with specialty pharmacies, wholesalers, and distributors.
• Strong understanding of reimbursement and market access dynamics.
• Up to 50% travel required.

Responsibilities

• Develop and execute strategic account plans aligned to brand and commercial objectives.
• Build and maintain strong relationships with C-suite and senior-level channel stakeholders.
• Lead contracting and negotiation efforts with wholesalers, specialty distributors, and pharmacies.
• Drive pull-through initiatives and performance optimization across key accounts.
• Partner cross-functionally with Market Access, Sales, and Field teams to ensure aligned execution.
• Conduct quarterly business reviews and account analyses to inform strategic decisions.
• Monitor market dynamics and adapt strategies to maximize channel effectiveness.

Skills

Sales leadership

Strategic account management

Contracting & negotiation

Channel partnerships

Influence with senior stakeholders

Cross-functional collaboration

Education

Bachelor’s degree

MBA or advanced degree

Job description

Work Your Magic with us! Start your next chapter and join EMD Serono. Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.

United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life.

This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US.

Your Role

As a Director, Trade and Distribution you will play a critical leadership role in shaping how our therapies reach patients across the healthcare ecosystem. You will build and lead strategic partnerships with key channel stakeholders, including full-line wholesalers, specialty distributors, specialty pharmacies, and retail pharmacy partners.

You will act as a trusted advisor to external partners and internal stakeholders—coordinating cross-functional engagement and influencing access strategies that drive business growth and patient access.

Key Responsibilities

• Develop and execute strategic account plans aligned to brand and commercial objectives
• Build and maintain strong relationships with C-suite and senior-level channel stakeholders
• Lead contracting and negotiation efforts with wholesalers, specialty distributors, and pharmacies
• Drive pull-through initiatives and performance optimization across key accounts
• Partner cross-functionally with Market Access, Sales, and Field teams to ensure aligned execution
• Conduct quarterly business reviews and account analyses to inform strategic decisions
• Monitor market dynamics and adapt strategies to maximize channel effectiveness

Who You Are

Minimum Qualifications

• Bachelor’s degree
• 5+ years of experience in pharmaceutical/biotech sales or national account management
• 3+ years managing trade/channel accounts
• Proven experience negotiating with specialty pharmacies, wholesalers, and distributors
• Strong understanding of reimbursement and market access dynamics
• Up to 50% travel required

Preferred Qualifications

• MBA or advanced degree
• Strong executive presence with ability to influence across senior stakeholders
• Demonstrated ability to balance strategic thinking and execution excellence
• Experience driving innovation and navigating complex healthcare environments
• Champion patient-first decision making and customer focus
• Foster collaboration, inclusion, and trust across stakeholders
• Embrace innovation and challenge the status quo
• Demonstrate accountability and deliver on ambitious performance goals
• Adapt quickly in a fast-paced, evolving market

Location:

Remote

Pay Range for this position: $190,200 - $285,400

The offer range represents the anticipated low and high end of the base pay compensation for this position. The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors. Position may be eligible for sales or performance-based bonuses. Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites. For more information click here.

What we offer:

We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We believe that this variety drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!