• Senior Director, Channel & Trade

    Job Locations US
    ID
    2019-1134
    Category
    Sales
    Type
    Full-Time
  • Overview

    The Senior Director, Channel & Trade is responsible for developing appropriate market access strategies by channel leveraging the entire marketing mix to ensure patient access and base business growth.  This position will lead the development, implementation, and execution of the channel marketing strategy for our lead products.  This position will manage all trade and distribution in the US Market, formulate the strategic direction, engage in contract negotiation, and ensure effective administration of product inventory and distribution throughout the trade channel.  This position will also manage price changes, line extensions, NDC changes, product allocations, and recalls.

    Responsibilities

    • Ensure successful launch of new products through targeted market access strategies and customer channel strategies
    • Create innovative programs designed to stimulate stakeholders to improve patient access across all end channels. 
    • Demonstrate understanding of the customer buying process and product value proposition. 
    • Develop and/or coordinate channel tools, resources, and communication materials to support the strategy. 
    • Responsible for managing the budget associated with all channel marketing initiatives
    • Develop reporting procedures for determining effectiveness and ROI of channel marketing investment, including communication regarding results and presentations to senior leadership.
    • Effectively collaborate with Payor and Reimbursement teams. 
    • Establish strong customer relationships with US Trade accounts including wholesalers, specialty distributors, retail chains, specialty pharmacies, pharmacy cooperatives, third party logistics provider, etc.
    • Successfully manage product orders and inventory management to ensure effective distribution of company products minimizing product disruptions and ensuring excellent service levels.
    • Create and manage trade channel analytics and communicate findings with senior management. 
    • Serve as company liaison between trade customers and third party logistics providers.
    • Manage all communications between Xeris and trade channel customers
    • Create and implement trade and distribution strategies aligning with organization goals and objectives.
    • Develop and execute Distribution Service Agreement contracting strategies favorable to the organization.
    • Foster a high level partnership with Marketing and Sales on the development and execution of channel strategies.  

    Qualifications

    • Deep market channel experience and knowledge across multiple channels - retail, hospital, long-term care, etc
    • Bachelor’s degree is required, advanced degree MBA preferred
    • Minimum of 5-7 years of healthcare experience
    • 10+ years of successful Trade and Distribution management in the biotech/pharmaceutical industry.
    • Demonstrated experience in Launch and/or strategic market access from concept to execution.
    • Strong knowledge of US Pharmaceutical distribution, third party logistics, and distribution regulations as it relates to drug quality and safety requirements.
    • Previous success with multiple product launches, NDC changes, pricing updates, and product recalls within the trade channel.
    • Strong knowledge of channel compliance and regulatory requirements.
    • Ability to take initiative to identify areas of opportunity and seeks out solutions to problems.
    • Forward thinking mindset with the ability to change directions quickly.
    • Able to plan and achieve challenging objectives, based on a sound understanding of industry market trends and customer needs.
    • Strong presentation skills with both internal teams as well as external customers.
    • Strong written and verbal communication skills.
    • Proven track record of success in going above and beyond established goals and objectives.
    • Able to successfully foster relationships with cross-functional teams
    • Ability to manage trade and distribution nationally working independently
    • Travel up to 25%

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