Senior Director of Trade and Channel Management

About the role

The Senior Director of Trade and Channel Management reports to the Vice President of Market Access. You will be responsible for the strategic design, implementation, and optimization of a high-performing distribution network that ensures patient access while maximizing commercial value.

You will oversee the total distribution ecosystem, including Specialty Pharmacy, Distribution and 3PL, while driving the long-term roadmap for trade operations and ensuring the organization is positioned to scale for future therapeutic innovations.

This role is based out of either our Boston or San Francisco office and will require approximately 20% travel.

Responsibilities

• Strategic Trade & Distribution Architecture
• Define and lead the long-term U.S. distribution strategy and the design of a distribution network to support the launch of our future oncology product(s), including a selection process to select key externals partners (ie. SP, SD, 3PL, etc)
• Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL and other key trade partners to support product availability, service performance, and operational excellence
• Establish, monitor, and manage key performance indicators, service-level expectations, inventory metrics, dispense data, and reporting requirements for channel partners; hold partners accountable while maintaining strong relationships
• Ensure patient accessibility to product through trade partners and specialty pharmacies while supporting compliant processes and appropriate operational controls
• Lead cross-functional teams with Patient Services, Commercial Operations/Analytics, Finance, IT, Field Sales, Legal/Compliance, Contracting, and Supply Chain to implement channel strategies, improve workflows, strengthen data quality, and track progress against established goals
• Serve as the lead negotiator for enterprise-level contracts with major Wholesalers, Specialty Distributors, and Specialty Pharmacies to optimize channel fee structures and service requirements
• Develop and implement an optimized distribution and contracting strategy which can anticipate industry shifts and proactively adapt the distribution model to maintain a competitive advantage
• Oversee launch readiness for activities within the Trade and Distribution as we prepare for the launch our lead clinical asset as well as all pipeline assets and lifecycle management initiatives
• Lead transformation initiatives in Trade & Distribution including process redesign, systems modernization, vendor optimization, and automation to improve efficiency, scalability, and data accuracy
• Forecasting, Financial Governance & GTN
• Own the trade-related components of the Gross-to-Net (GTN) strategy, providing executive leadership with visibility into channel costs, inventory fluctuations, and potential financial risks
• Drive the integration of channel data into enterprise forecasting models to ensure high-accuracy demand planning and inventory management
• Establish and evolve KPIs and performance frameworks to assess and guide trade performance and strategic effectiveness
• Collaborate with finance and other internal stakeholders to set up and manage systems/processes to track order to cash as well as fulfill government reporting obligations

Requirements

• Education and Required Skills
• A bachelor’s degree required; MBA or advanced degree in supply chain management or healthcare administration preferred
• Experience: 15+ years of progressive leadership experience in pharmaceutical trade and distribution, with a proven track record of working with partners in specialty pharmacy, distribution and 3PL
• Therapeutic Knowledge: Experience with oral oncology products is required and knowledge of the oncology provider space, specifically large and complex customers (GPOs, Institutions, IDNs, etc…) will be essential
• Technical Expertise: Knowledge and experience with key Trade and Distribution technologies, well as with relevant federal and state legislation
• Strategic Negotiation: Demonstrated success in leading high-stakes negotiations with national wholesalers and large-scale oncology providers
• Leverage Leadership: Extensive experience leading trade strategy for successful U.S. product launches, particularly in the oncology drug space, with relevant and recent experience launching oral oncology products
• Cross-Functional Collaboration Skills: Demonstrated ability to work cross-functionally and to influence stakeholders with the aim of creating and maintaining an optimized distribution system/processes which optimizes GTN and prioritizes customer service
• Performance Management: Works with vendors and external partners to drive performance while maintaining relationships
• Analytical Skills: Set and maintain clear performance objectives and KPIs which ensure alignment with broader US commercial and global market access priorities

Qualifications

• Knowledge of key Trade and Distribution technologies, well as with relevant federal and state legislation
• Experience with oral oncology products
• Knowledge of the oncology provider space, specifically large and complex customers (GPOs, Institutions, IDNs, etc…)
• Extensive experience leading trade strategy for successful U.S. product launches, particularly in the oncology drug space, with relevant and recent experience launching oral oncology products
• Demonstrated ability to work cross-functionally and to influence stakeholders with the aim of creating and maintaining an optimized distribution system/processes which optimizes GTN and prioritizes customer service
• Set and maintain clear performance objectives and KPIs which ensure alignment with broader US commercial and global market access priorities

Benefits

The base pay range for this position is expected to be $270,000 - $300,000 annually, however the base pay offered may vary depending on location, market, job related knowledge, skills and capabilities, and experience.

The total compensation package for this position also includes equity, bonus, and benefits.

Please note: Olema doesn’t accept agency resumes and is not responsible for any fees related to unsolicited resumes. Thank you.

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