Trade & GPO Director - United States

Henlius USA Inc.; New Jersey; On-site; USD 200,000 - 250,000; Full time

Job summary

Henlius USA Inc. seeks an experienced Director, Trade & GPO to own the US trade channel and GPO strategy for oncology and specialty products. You will design and execute contracting with national and regional GPOs, IDNs, and trade partners, while leading a focused team to drive pull-through and formulary impact.

The role emphasizes negotiating complex contracts, ASP modeling support, and ensuring compliant revenue realization across channels, with travel as needed.

Qualifications

• Bachelor’s degree in Life Sciences, Pharmacy, Business, or related field required.
• 10–12+ years in US biopharma trade, GPO, national accounts, or market access.
• Deep expertise in US GPO ecosystem and contract negotiation with major groups.
• Experience in oncology, biosimilars, and buy-and-bill channels is preferred.
• Strong leadership, cross-functional collaboration, and travel willingness.

Responsibilities

• Own US trade & GPO strategy aligned with launch plans and portfolio growth.
• Lead contracting with national/regional GPOs and IDNs; manage lifecycle and compliance.
• Develop top-down IDN engagement plans and drive formulary access and pull-through.
• Collaborate with Finance, Supply Chain, and Field teams to ensure access and revenue capture.
• Build and mentor a high-performing team focused on contract execution and channel growth.

Skills

GPO/IDN strategy leadership

Contract negotiation

Team leadership

Healthcare strategy

Education

Bachelor’s degree in Life Sciences / Pharmacy / Business

Job description

We are seeking an experienced Director, Trade & GPO to own the US trade channel and Group Purchasing Organization (GPO) strategy for Henlius’s growing oncology and specialty portfolio, including biosimilars and innovative biologics.

This role is responsible for designing and executing GPO and trade contracting strategies that secure optimal access, distribution, and net price realization across acute, community, and alternate sites of care. The ideal candidate brings deep, hands‑on expertise in the US GPO and IDN landscape, a proven record negotiating and implementing complex contracts with national and regional GPOs, and the ability to build and lead a focused team that drives immediate pull‑through and formulary impact.

Key Responsibilities

• Develop and execute the US trade and GPO strategy in alignment with US commercial launch plans and portfolio growth objectives.
• Lead engagement and contract strategy with major national GPOs (e.g., Vizient, Premier, HPG) and regional/aggregate purchasing groups, as well as community and LTC GPOs.
• Design and implement GPO, IDN, and trade agreements that support competitive formulary positioning and channel access for oncology and specialty products.
• Evaluate and optimize distribution channel economics across wholesalers, distributors, specialty pharmacies, and buy-and-bill settings.

Contracting, Negotiation & Lifecycle Management

• Negotiate, execute, and manage GPO, IDN, and trade contracts; ensure terms align with pricing governance, GTN targets, and compliance standards.
• Support the Head of Market Access & Pricing in pricing corridor development, ASP modeling, and net-price scenario analysis specific to trade and GPO commitments.
• Oversee the full contract lifecycle—from strategic design and negotiation through implementation, compliance monitoring, and performance analytics.
• Identify and mitigate revenue leakage risks; ensure accurate chargeback administration and contract compliance.

IDN & Organized Customer Partnerships

• Build and sustain senior‑level relationships with key IDNs, health systems, and organized customers accessed via GPO and direct contracting channels.
• Drive formulary access, coverage, and pull‑through strategies in close partnership with field sales, account management, and field reimbursement teams.
• Develop top‑down IDN engagement plans that translate GPO formulary wins into measurable utilization and share growth.
• Collaborate with Supply Chain, Operations, and Finance to ensure seamless product availability, inventory flow, and accurate revenue recognition across trade channels.
• Assess and recommend optimal channel strategies (buy-and-bill, specialty pharmacy, retail, home health) based on product characteristics and customer access requirements.
• Monitor trade performance metrics, inventory data, and channel trends to inform strategic decisions and forecast risk.

Cross-Functional Collaboration

• Partner closely with Pricing & Contracting, Field Reimbursement, Marketing, Medical Affairs, and Sales to ensure integrated access execution and launch readiness.
• Act as the internal subject‑matter expert on GPO dynamics, IDN consolidation trends, and trade channel evolution; provide strategic counsel to the Head of Market Access & Pricing and executive leadership.
• Represent Henlius at key industry forums, trade conferences, and clinical meetings (e.g., Asembia, HOPA, NCCN, AMCP, GPO summits).
• Build, mentor, and lead a high‑performing team, fostering a results‑driven culture focused on contract execution, access pull‑through, and account growth.
• Set clear performance objectives, KPIs, and development plans for the team; ensure alignment with broader US commercial and global market access priorities.

Requirements

• Bachelor’s degree in Life Sciences, Pharmacy, Business, or related field (required).
• Minimum 10–12 years of progressive biopharmaceutical experience in US trade, GPO, national accounts, or market access roles.
• Deep, demonstrated expertise in the US GPO ecosystem (acute, community, LTC, and aggregate groups) and trade distribution dynamics.
• Proven track record negotiating, executing, and managing contracts with major GPOs and large IDNs.
• Strong experience in oncology, biosimilars, and/or complex specialty products; familiarity with buy‑and‑bill and specialty pharmacy channels.
• Solid understanding of reimbursement dynamics, ASP modeling, and the financial implications of trade and GPO contracts on gross‑to‑net.
• Demonstrated ability to lead, coach, and develop small teams within matrixed commercial organizations.
• Exceptional negotiation, communication, and stakeholder management skills with the ability to influence without authority.
• Willingness to travel as required for GPO negotiations, IDN engagements, and industry conferences.

Preferred Qualifications

• Advanced degree (MBA, PharmD, MPH) preferred.
• Direct experience launching and commercializing biosimilars or new biologic entities in the US market.
• Established, active network and relationships with national GPOs, major IDNs, wholesalers, and specialty pharmacy partners.
• Experience working across both large pharmaceutical and growth‑stage biotech environments; comfortable building infrastructure and scaling operations.
• Background in developing community GPO, LTC GPO, or alternate site-of-care contracting strategies.
• Familiarity with value‑based contracting concepts and innovative channel partnerships.

About Henlius

Henlius (2696.HK) is a global biopharmaceutical company with the vision to offer high-quality, affordable and innovative biologic medicines for patients worldwide with a focus on oncology, autoimmune diseases and ophthalmic diseases. Up to date, 10 products have been approved for marketing worldwide, and 5 marketing applications have been accepted for review in China and the EU, respectively. Since its inception in 2010, Henlius has built an integrated biopharmaceutical platform with core capabilities of high‑efficiency and innovation embedded throughout the whole product life cycle including R&D, manufacturing and commercialization. It has established global innovation centre and Shanghai‑based commercial manufacturing facilities certificated by China, the EU and U.S. GMP.

Henlius has pro‑actively built a diversified and high‑quality product pipeline covering about 50 molecules and has continued to explore immuno‑oncology combination therapies with proprietary HANSIZHUANG (anti‑PD‑1 mAb) as the backbone. To date, the company’s launched products include HANSIZHUANG (serplulimab, trade name: Hetronifly® in Europe), the world’s first anti‑PD‑1 mAb for the first‑line treatment of SCLC, HANQUYOU (trastuzumab, trade name: HERCESSI™ in the U.S., Zercepac® in Europe), a China‑developed mAb biosimilar approved in China, Europe and U.S., HANLIKANG (rituximab), the first China‑developed biosimilar, denosumab Bildyos® and Bilprevda®. and pertuzumab Poherdy®. What’s more, Henlius has conducted over 30 clinical studies for 19 products, expanding its presence in major markets as well as emerging markets.

For more information, please visit https://www.henlius.com/en/Index.html