Trade Director

SERB Pharmaceuticals; Cambridge (MA); Hybrid; USD 120,000 - 150,000; Full time

Benefits offered by this job

Hybrid Working

Vacation, Personal and Sick time

15 Paid Company Holidays

Medical, Dental, Vision and other Voluntary benefits

Tuition Assistance

Discretionary Bonus Plan

Competitive 401(k) with immediate vesting

Job summary

A pharmaceutical company is seeking a Trade Director to oversee distribution operations, manage channel relationships, and ensure compliance. The ideal candidate will have at least 5 years of experience in the pharmaceutical industry, strong skills in customer relationship management and project management, as well as proficiency in tools like Excel and Power BI. This role includes managing teams, executing new product launches, and ensuring the highest professional standards in engagements. Hybrid work is offered.

Qualifications

• Minimum 5 years in the Pharma Industry with Channel Management experience.
• Extensive knowledge in Distribution activities at Wholesalers.
• High level user in Excel and other business intelligence platforms.

Responsibilities

• Manage a team for distribution and customer interactions.
• Ensure channel inventory and metrics oversight.
• Project manage new product launches effectively.

Skills

Customer relationship management

Analytical skills

Project management

Cross-functional collaboration

Team management

Education

Bachelor’s degree in Supply Chain, Business, Finance, or Health sciences

Tools

Power BI

Excel

Word

PowerPoint

Job description

The Trade Director will support all activities related to distribution of SERB’s pharmaceutical products, warehouse operations, channel management and support of new product launches. This position will report to the Sr. Director of Trade Relations.

This role can be based out of our Conshohocken, PA or Cambridge, MA offices.

As Trade Director, your responsibilities will include:

• Manage a team of three individuals responsible for all day-to-day activities with wholesale and specialty distribution partners, 3PL warehouse management and customer interactions to ensure effective and efficient distribution to the end-user customer. Foster and maintain strong relationships with all stakeholders.
• In this role, you’ll play a pivotal part in managing our channel activities across multiple business units, including Emergency and Acute hospital, Oncology and CBRN products.
• Ensure appropriate channel inventory across all brands and distributors, and oversight of analytics to provide forecasts and metrics to upper management.
• Ensure effective problem solving of issues within the distribution channel and customers including deductions, chargebacks, returns, mis-shipments, damages, re-negotiations, accounts receivables and risk mitigation strategies.
• Oversee processes to ensure timely response to customers inquiries, order requests and triaging to appropriate internal personal to ensure customer needs are fully met.
• Monitor all Channel Partner Distribution Services Agreements to ensure compliance and adherence to all terms, conditions, fees and renewal dates. Perform regular business reviews with all channel partners, including all performance analytics, hot topic issue management and all meeting follow-ups. Ensure ongoing training with Channel partner customer service team to ensure partner teams effectively respond to customer calls, inquiries and order requirements.
• Oversight of all Channel Partner Data Sets: Sales of SERB products to wholesalers and wholesaler sales to hospitals; Sales data through 3PL; EDI data through Third Party Aggregator; Excel files from Consignor Channel. Prepare analytics for presentation to upper management.
• Oversight of team to ensure Annual NABP Accreditation activities and compliance with ongoing state and federal for distribution licensure.
• Ensure DSCSA compliance across all brands to meet federal milestone requirements.
• Project manage new product launch activities, including coordination with cross-functional launch teams, channel partners and data partners.
• Collaborate cross-functionally with departments such as Finance, Legal, Sales & Marketing, and Supply Chain to ensure effective business processes; Lead budgeting exercise and mid-year budget reforecasts for Trade department annual budget.
• Oversight of internal team Work Instructions to ensure daily team activities are documented and updated periodically.
• Ensuring that all interactions and engagements with internal and external partners are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with Company values.
• Mentor and develop team members, fostering a culture of adaptability and agility.

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

Principle Relationships:

Internal:

Sr. Director Trade Relations, Business Unit Heads, 3PL Operations Manager, Trade Operations Analyst, Order and Customer Service Specialist, Regional Sales Managers and Key Account Managers (KAMs), Directors of Strategic Accounts (DSAs), Finance team, Marketing, Manufacturing and Supply partners

External:

Distribution Channel Partners / Wholesalers and Distributors, Third Party Logistics Provider (3PL), Third Party data aggregator, Other outside vendors as needed

To be successful in this role, you should demonstrate:

• At least 5 years experience in the Pharma Industry, and Previous Channel Management and 3PL vendor management
• Bachelor’s degree in Supply Chain, Business, Finance, or Health sciences preferred but not required
• Extensive experience managing Distribution activities at Wholesalers and Specialty Distributors
• High level experience in 3PL order to cash pharmaceutical warehousing, distribution and financial services. Strong understanding of complex customer account base and management of EDI and manual orders for specialty, high touch products
• Understanding of EDI datasets (852,867, etc.) and reporting platforms such as PowerBI
• High level user in Excel, PowerPoint and Word
• Superior analytical writing and presentation skills with the ability to present data and findings, both orally and in writing, utilizing excel and other business intelligence platforms
• Outstanding customer relationship, interpersonal, and communication skills with the established ability to collaborate and effectively work with diverse audiences and influence cross-functional and multi-disciplinary teams
• Managerial experience with a team of individuals; ability to hold team accountable to goals and timelines; coaching skills to support team growth
• Excellent communicator with outside vendors
• Able to perform all job responsibilities in a fast-paced environment
• Strong organizational and problem-solving skills, with high attention to detail required
• Expert Project Management skills to ensure on time and accurate completion of daily activities, ad hoc projects and issue resolution; Highly organized with strong attention to detail
• Extensive cross-functional collaboration with Finance & Accounting, Legal, QA, Supply Chain, Sales & Marketing, Contract Operations, and National accounts to ensure all business processes and requirements are defined and working effectively
• Adapts to multiple demands, shifting priorities, ambiguity and rapid change; coaches team to be adaptable and agile and work cross functionally

Company Benefits

• Hybrid Working
• Vacation, Personal and Sick time
• 15 Paid Company Holidays
• Medical, Dental, Vision and other Voluntary benefits
• Tuition Assistance
• Discretionary Bonus Plan
• Competitive 401(k), $1 for $1 up to 6% of pay. The safe harbour match is vested immediately. In addition, SERB also offers a discretionary match of up to 4% of pay which vests 20% a year for 5 years.