Director of Trade Relations

About Us

What started as a single pharmacy in 2010 has grown into KabaFusion becoming the largest privately held home infusion company in the country. We have a national network of pharmacies and nursing offices strategically placed to service 40+ states. Couple that with over 30 years of combined experience and it's no wonder why KabaFusion is the industry leader in home infusion.

JOB SUMMARY

This position is responsible for leading the development and management of strategic partnerships with pharmaceutical manufacturers, wholesalers, GPOs, and distribution partners to support growth, profitability, and patient access. This role oversees contracting strategy, manufacturer access, limited distribution network participation, and trade operations to align with business objectives and market opportunities. Serving as a key liaison between internal leadership and external partners, this position ensures compliance with regulatory requirements and alignment with organizational goals and helps drive strategies consistent with the company’s mission and vision.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develop and maintain strategic relationships with pharmaceutical manufacturers, wholesalers, GPOs, and distribution partners.
• Lead negotiations for limited distribution drug networks (LDDs) and manage manufacturer contracts and service agreements.
• Identify and pursue new manufacturer partnerships and specialty drug opportunities, including RFP participation.
• Oversee trade agreements, pricing strategies, rebate structures, and distribution terms.
• Analyze drug pipeline, market trends, and competitive positioning to support growth initiatives.
• Monitor financial performance, including profitability, reimbursement trends, and gross margins tied to trade relationships.
• Partner with finance and operations to forecast revenue, manage trade spend, and optimize inventory strategies.
• Ensure contract compliance and drive operational efficiencies across trade and distribution activities.
• Collaborate cross-functionally with pharmacy operations, payer relations, clinical, legal, compliance, and finance teams.

JOB REQUIREMENTS AND QUALIFICATIONS

• Education: Bachelor’s degree in business, healthcare administration, pharmacy, finance, or related field required.
• Experience: Minimum five (5) years of experience in specialty pharmacy, pharmaceutical trade relations, account management, or healthcare contracting. Experience working with pharmaceutical manufacturers and limited distribution networks strongly preferred. Proven success negotiating contracts and managing strategic partnerships. Proficient experience with Microsoft Office including Word, Excel, PowerPoint, Outlook, Teams, and/or electronic health care record software system preferred.
• Skills and Competencies: Strong ability to negotiate complex agreements and build effective partnerships with manufacturers, wholesalers, GPOs, and distribution partners. Strong understanding of specialty pharmacy reimbursement and distribution models. Advanced ability to analyze financial data, reimbursement trends, margins, and trade performance to drive sound business decisions. In-depth knowledge of specialty pharmacy operations, manufacturer programs, and therapeutic areas such as immunology, neurology, and rare disease.