Director, Trade & GPO

Company: A global, fast-growing, publicly traded biotechnology company focused on developing, manufacturing, and commercializing high-quality innovative biologics and biosimilars, with a strong and growing portfolio in oncology and specialty therapeutics.

Location: United States — Remote or Hybrid | Employment Type: Full-Time | Department: US Market Access & Pricing | Reports To: Head of Market Access & Pricing – United States

About the Role

We are seeking an experienced Director, Trade & GPO to lead the company's US trade channel and Group Purchasing Organization (GPO) strategy across its growing oncology and specialty portfolio, including biosimilars and innovative biologics. This role will develop and execute GPO, IDN, organized customer, and trade strategies to maximize product access, distribution, formulary positioning, and net revenue realization across acute care, community, and alternate sites of care.

The ideal candidate will bring deep expertise in the US GPO and IDN ecosystem, with a proven track record negotiating and implementing complex agreements with national and regional GPOs, health systems, wholesalers, distributors, and other organized customers. This role will translate contracting and GPO access into measurable customer adoption, utilization, market share, and revenue growth, with the opportunity to build and lead a focused team as the US business scales.

Responsibilities

• Trade & GPO Strategy
  • Develop and execute the US Trade and GPO strategy in alignment with commercial objectives, product launch plans, and portfolio growth priorities.
  • Lead strategic engagement with major national GPOs (Vizient, Premier, HPG) and other relevant national, regional, community, LTC, and aggregate purchasing organizations.
  • Develop GPO, IDN, and trade strategies supporting competitive formulary positioning, product access, customer adoption, and sustainable net price realization.
  • Evaluate evolving GPO and IDN market dynamics, consolidation trends, customer economics, and competitive contracting activity.
  • Develop channel strategies tailored to product characteristics, customer requirements, site of care, and distribution model.
  • Optimize channel economics across wholesalers, specialty distributors, specialty pharmacies, GPOs, IDNs, and buy-and-bill settings.
• Contracting, Negotiation & Lifecycle Management
  • Lead the strategy, negotiation, execution, and ongoing management of GPO, IDN, trade, and organized customer contracts.
  • Ensure contract terms align with pricing governance, GTN objectives, access strategy, and compliance requirements.
  • Partner with the Head of Market Access & Pricing on pricing corridors, ASP considerations, financial modeling, and net-price scenario analysis.
  • Manage the complete contract lifecycle, including strategic design, negotiation, implementation, compliance monitoring, renewal, and performance optimization.
  • Establish contract governance, KPIs, and performance-management processes.
  • Monitor contractual obligations, utilization, discounts, chargebacks, fees, and other financial components to mitigate revenue leakage.
  • Partner with Finance, Pricing & Contracting, Legal, and Operations to ensure accurate contract implementation and financial execution.
  • Continuously evaluate contract performance and recommend changes to improve access, profitability, and customer outcomes.
• IDN & Organized Customer Partnerships
  • Build and maintain senior-level relationships with key IDNs, health systems, GPOs, and other organized customers.
  • Develop strategic account engagement plans to translate GPO and formulary wins into measurable utilization, pull-through, and market-share growth.
  • Partner with Sales, Key Account Management, Field Reimbursement, and Market Access teams to drive customer adoption and access.
  • Identify opportunities for direct IDN contracting and strategic partnerships beyond traditional GPO arrangements.
  • Understand customer-specific formulary, reimbursement, procurement, and utilization dynamics and translate insights into actionable commercial strategies.
  • Develop top-down IDN engagement strategies complementing field-level customer engagement.
• Trade & Distribution Strategy
  • Partner with Supply Chain, Commercial Operations, Finance, and Distribution teams to ensure appropriate product availability and inventory flow across trade channels.
  • Evaluate and optimize distribution strategies across buy-and-bill, specialty pharmacy, retail, home health, and other relevant channels.
  • Assess wholesaler and distributor relationships, inventory levels, channel mix, and customer purchasing patterns.
  • Monitor trade performance, inventory data, chargebacks, utilization trends, and channel dynamics to identify opportunities and risks.
  • Support launch readiness by ensuring distribution networks, customer agreements, channel infrastructure, and operational processes are established ahead of commercialization.
  • Collaborate cross-functionally to ensure accurate revenue recognition and seamless order-to-cash execution.
• Commercial Pull-Through & Performance
  • Translate GPO and trade access wins into measurable commercial pull-through, customer adoption, utilization, and market-share growth.
  • Establish performance dashboards and KPIs to monitor GPO, IDN, trade, distribution, and contract performance.
  • Analyze customer and channel data to identify growth opportunities, access barriers, and areas of underperformance.
  • Partner with Sales and Field Reimbursement teams to develop targeted pull-through strategies following formulary and contracting wins.
  • Provide senior leadership with regular insights into channel performance, competitive activity, customer dynamics, and commercial risks.
• Cross-Functional & Strategic Leadership
  • Serve as the organization's subject-matter expert on US GPO, IDN, trade, distribution, and organized customer dynamics.
  • Provide strategic counsel to the Head of Market Access & Pricing and senior commercial leadership.
  • Partner closely with Pricing & Contracting, Market Access, Field Reimbursement, Sales, Marketing, Medical Affairs, Finance, Supply Chain, Legal, Compliance, and Commercial Operations.
  • Ensure integrated execution across contracting, pricing, distribution, reimbursement, and commercial functions.
  • Align US trade and GPO strategies with global market access governance and broader corporate objectives.
  • Represent the company at industry forums, customer meetings, trade conferences, and professional events (GPO, oncology, market access, and specialty pharmaceutical forums).
  • Maintain current knowledge of evolving GPO models, IDN consolidation, channel economics, reimbursement trends, and competitive contracting practices.
• Team Leadership & Development
  • Build, mentor, and lead a high-performing Trade & GPO organization as the US commercial business expands.
  • Establish clear performance objectives, KPIs, development plans, and accountability standards.
  • Foster a culture focused on commercial excellence, customer partnership, execution, analytical rigor, and results.
  • Develop scalable processes, tools, and capabilities to support future product launches and portfolio growth.
  • Collaborate with broader US and Global Market Access leadership to build organizational capabilities aligned with long-term business objectives.

Qualifications

• Bachelor's degree in Life Sciences, Pharmacy, Business, Economics, or a related discipline required; advanced degree (MBA, PharmD, or MPH) preferred.
• 10–12+ years of progressive biopharmaceutical experience in US Trade, GPO, National Accounts, Organized Customers, Market Access, or related commercial functions.
• Deep expertise in the US GPO ecosystem, including acute care, community, LTC, aggregate purchasing organizations, and IDNs.
• Proven track record negotiating, executing, and managing complex contracts with major GPOs, IDNs, health systems, wholesalers, and/or specialty distributors.
• Strong experience in oncology, biosimilars, biologics, and/or complex specialty products.
• Solid understanding of buy-and-bill, specialty pharmacy, and other specialty distribution models.
• Understanding of reimbursement dynamics, ASP considerations, contracting economics, and the impact of trade and GPO agreements on gross-to-net.
• Demonstrated ability to convert contracting and access strategies into measurable commercial pull-through.
• Experience leading, coaching, and developing teams within matrixed commercial organizations.
• Exceptional negotiation, communication, influencing, and stakeholder-management skills.
• Strong strategic and analytical capabilities, balancing customer access, commercial objectives, and financial performance.
• Willingness to travel as required for customer meetings, GPO negotiations, IDN engagements, and industry conferences.
• Must be legally authorized to work in the United States without requiring current or future sponsorship.

Preferred Qualifications

• Direct experience launching and commercializing biosimilars or innovative biologic products in the US market.
• Established relationships with national GPOs, major IDNs, health systems, wholesalers, specialty pharmacies, and other key channel partners.
• Experience working across both large pharmaceutical organizations and growth-stage biotech companies.
• Demonstrated experience building Trade/GPO infrastructure and processes within a scaling commercial organization.
• Experience developing strategies for community GPOs, LTC GPOs, alternate sites of care, or other emerging purchasing models.