Director, Trade & Distribution

Servier Pharmaceuticals; Boston (MA); On-site; USD 207,000 - 250,000; Full time

Benefits offered by this job

401(k)

Medical, dental, and vision insurance

Flexible time off

Life and disability insurance

Job summary

A leading biopharmaceutical company is seeking a Director of Trade and Distribution to lead strategy and operations, ensuring timely patient access to products. Responsibilities include managing distribution budgets, negotiating contracts, and leading a small team. The ideal candidate has over 10 years of experience in the pharmaceutical industry, with strong analytical and interpersonal skills. This Boston-based role requires occasional travel and offers a competitive salary range between $207,000 and $250,000, along with comprehensive benefits.

Qualifications

• 10+ years within the pharmaceutical industry with 7+ years in Trade and Distribution or Market Access functions.
• Minimum 5 years of people management experience.
• Proven track record in complex negotiations.

Responsibilities

• Lead Trade and Distribution strategy for all products.
• Innovate distribution network and identify growth opportunities.
• Manage budgets and project timelines.

Skills

Trade and Distribution technology knowledge

Leadership

Contract negotiation

Analytical thinking

Interpersonal skills

Education

Bachelor’s Degree

Master’s Degree

Tools

SAP

Power BI

Job description

Servier in the U.S. is a Boston-based, commercial-stage biopharmaceutical company launched by Servier Group in 2018. As a privately held organization, Servier is uniquely positioned to advance cutting-edge science, tackle underserved therapeutic areas, and make patients the focus of every strategic decision.

Role Summary

The Director of Trade and Distribution, reporting to the Vice President, Market Access, leads all aspects of Trade and Distribution strategy, operations and collaboration. This role is responsible for ensuring timely patient access to Servier products via the trade and distribution channels including third-party logistics provider, specialty distributors and specialty pharmacies. The Director will ensure timely completion of contracts with distribution partners, compliance with state and federal laws including the Drug Supply Chain Security Act (DSCSA), demand forecasting and managing the trade and distribution budget. The Director will be a member of the Market Access leadership team, lead the relationship with Servier Global Supply Chain department, and with each trade and distribution partner. In addition, the Director is responsible for managing one to two staff in the trade and distribution department.

The candidate would be expected to have knowledge and experience with key Trade and Distribution technology including SAP, Tracelink, DSCSA legislation and drop-ship distribution models.

Primary Responsibilities

Trade and Distribution Management

• Provides overall leadership and direction for Market Access Trade and Distribution strategy for all Servier products
• Evolves and innovates distribution network by aligning it with business needs, identifying growth opportunities, and addressing operational gaps to overcome challenges and drive access
• Informs senior and corporate executives about changes and emerging issues in the trade customer environments and subsequent implications for Servier
• Develops awareness of market and government policy changes in collaboration with legal and compliance and implications across key stakeholders to help inform/update commercial strategies
• Assists Market Access marketing agency (and other vendor relationships) to develop promotional programs, tactics and materials aligned with our distribution process, as well as lead market research in trade and distribution
• Effectively manages budgets and project timelines including contract management
• Oversees the negotiation, execution, and adherence to the Distribution Service Agreements (DSAs), Product Purchase Agreements, and other contract offerings as appropriate
• Develops account metrics against strategic, financial, and product access KPI’s
• Develops and monitors KPIs, continually assessing impact and execution of access services & offerings including feedback from service users and internal stakeholders
• Leads a staff of one-to-two individuals who manage trade and distribution operations including domestic and international distribution, shipping and demand forecasting
• As a member of the Market Access Leadership Team, provides input into strategic initiatives that will impact patient access to Servier products and achieve company goals
• Collaborates with External Manufacturing, Global Supply Chain and other functions to support the consistent stocking and supply of all Servier products

Forecasting

• Supports US supply forecast on a monthly cadence for commercial products and reviews it against Commercial/Marketing input and forecasting metrics
• Supports monthly forecast review meetings with US Sales & Marketing, Medical Affairs, and Clinical Operations to ensure that all demand requirements are captured, and supply risks are mitigated

Education and Required Skills

Qualifications

• Bachelor’s Degree Required, Masters preferred
• Must have 10+ years within the pharmaceutical industry and 7+ years’ experience in leading Distribution, Account Management or Aligned Market Access functions.
• Minimum 5 years of people management experience required
• Track record of closing complex negotiations within the specialty pharmacy arena
• Preferred experience includes:
• All aspects of distribution
• Launch and life cycle management for the distribution process
• Experience in Market Access marketing
• History of successful negotiations
• Broad based knowledge of the Pharma/Biotech industry, healthcare finance, and all forms of product distribution
• Firm grasp of legal, regulatory and compliance issues in the healthcare space
• Analytical/strategic thinker with proven ability to:
• Conduct situation analysis of the external distribution environment; synthesize relevant information to develop strategic plans
• Understand the best pathway for distribution based on the product and its attributes
• Conduct strategic gap analysis and implement metric-based solutions
• Strong interpersonal and internal/external relationship-building skills in order to drive change and innovation and succeed in a highly specialized distribution environment
• Excellent oral/written communication skills, coupled with exceptional presentation skills, including ability to present to large audiences
• Ability to prioritize and manage complex projects, with multiple stakeholders, and drive high-quality results within allotted budget
• Must be able to travel domestically and internationally (approximately 20%)

Systems & Applications

• Demonstrated proficiency using MS Office Applications – Outlook, Excel, Word, PowerPoint, MS Teams
• Working knowledge of ERP systems (SAP, Oracle/Net Suites, MS Dynamics)
• Working knowledge of forecasting software solutions (SAP, JDA, Kinaxis, Demand Solutions)
• Working knowledge of BI reporting tools (Power BI, Tableaux, Cognos)

Other Relevant Skills & Experience

• Ability to creatively problem solve and then demystify complex information for stakeholders
• Proactive self-management and prioritization skills
• Customer/patient-centric mindset
• Having a collaborative mindset and team approach
• Ability to apply an analytical and quantitative approach to assessing, applying and reporting data and information
• Excellent communication skills with all levels of the organization and the ability to develop rapport with others inside Servier to inform decision making
• Proven success in gaining cross-functional alignment and support
• Embraces change, effectively manages ambiguity, challenges the status quo, and drives improvements to products and business processes
• Ability to quickly understand technical complexities and their impact on the business
• Ability to perform detailed analysis of trade-offs between business objectives and provide recommendations

Travel and Location

• Boston-based reporting to the Seaport office with limited remote working
• Travel up to 20%

Servier’s Commitment

Servier is committed to modelling diversity, equity, and inclusion within the industry. We are dedicated to fostering an environment that maintains equitable treatment for all and we welcome applicants who are passionate, committed, and innovative individuals. We encourage candidates to apply to our open roles as we are always willing to consider experiences and skills beyond what is listed in the job description.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Salary Range

The salary range for this role is $207,000 – $250,000. An employee’s pay position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. We may ultimately pay more or less than the posted range, and the range may be modified in the future. Employees in this position are also eligible for Short-Term and Long-Term incentive programs. Servier also offers a competitive and comprehensive benefits package that includes benefits such as medical, dental, vision, flexible time off (Servier provides unlimited sick time and flex time, and does not accrue time off), 401(k), life and disability insurance, recognition programs among other great benefits (all benefits are subject to eligibility requirements). For more information on our benefits, please visit this link.