Senior Manager, Trade Relations

About the role

The Senior Manager, Trade Relations serves as the primary liaison between Fresenius Kabi and assigned wholesalers, distributors, alternative channel partners, and specialty pharmacy accounts. This role fosters and sustains strategic partnerships, manages channel operations, supports product launches, and ensures effective product access and availability across the U.S. Biopharma portfolio. The incumbent will lead account strategy and execution, negotiate and manage distribution agreements, and collaborate with internal and external stakeholders to ensure compliant and efficient product delivery.

This is a hybrid position requiring onsite work in the Lake Zurich, Illinois office 3 days a week.

Responsibilities

• Serve as the Fresenius Kabi point of contact and primary liaison for assigned wholesalers, distributors, alternative channel partners, and specialty pharmacy accounts.
• Negotiate, implement, and manage daily operations of distribution service agreements, specialty pharmacy agreements, enhanced service agreements, fee-for-service arrangements, and data reporting solutions.
• Own contract implementation with input from internal departments, including Finance, Supply Chain, Operations, Legal, Contracting, and Market Access.
• Lead and execute account strategies that support product launches, product access, product availability, and end-customer or patient supply.
• Build, maintain, and strengthen productive, professional relationships with key personnel across customer organizations and internal stakeholder teams.
• Ensure excellent customer service through continuous communication, timely issue resolution, account feedback, in-person visits, and structured business reviews.
• Manage overall account performance across assigned channel partners, including wholesaler, distributor, alternative channel, and specialty pharmacy performance.
• Conduct regular business reviews, including quarterly and annual reviews, with wholesalers, distributors, alternative channels, and specialty pharmacy partners.
• Evaluate channel and specialty pharmacy performance against relevant key performance indicators, service requirements, access objectives, and business goals.
• Partner with assigned accounts to perform root cause analysis and lead remediation of operational, procurement, reporting, data quality, product access, or customer service issues.
• Prepare and present contracts, supply, inventory, account performance, and channel updates to senior leadership and cross-functional teams.
• Collaborate with the U.S. sales team to identify and approach potential clients and support new Market Access account opportunities.
• Partner with global manufacturing, supply chain, operations, finance, contracting, market access strategy, sales, marketing, legal, and other internal teams to manage inventory, customer needs, product procurement, and contract execution.
• Along with the Sr. Director, Channel Distribution & Strategic Development, manage participation of the broad stakeholder team to achieve customer, channel, product, and portfolio strategies and goals.
• Participate in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree required.
• 8+ years of relevant experience in the Pharmaceutical or Biotechnology Industries.
• 3+ years of relevant experience in Channel, Trade & Distribution, and/or Specialty Pharmacy.
• Experience deriving actionable insights from channel data, including performance metrics, reporting, and business trends.
• Experience with biological therapies and/or biosimilars is highly desired.
• Strong written, verbal, presentation, interpersonal, and negotiation skills.
• Ability to establish and maintain strong relationships with cross-functional internal teams, external vendors, and channel partners, including specialty pharmacies.
• Strong project management, vendor management, people management, problem-solving, decision-making, and analytical skills.
• Customer-focused, solution-oriented team player who can work independently and collaboratively in a dynamic environment.
• Ability to plan, organize, and manage multiple programs and initiatives simultaneously to meet timelines.
• Proficiency with Microsoft Office Suite, with emphasis on Excel and PowerPoint.
• Demonstrated ability to adapt solutions based on shifting market conditions.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations).
• Ability to work flexible hours and weekends to meet business/customer needs.
• Willing to travel domestically up to 20% of the time.
• Must be able to effectively speak, read, write, and understand English to perform essential functions of the position.

Pay

Salary Range: $135,000 - $160,000 per year. Position is eligible to participate in a bonus plan with a target of 14% of the base salary. Final pay determinations will depend on various factors, including experience level, education, knowledge, skills, and abilities.

Benefits

• Medical, dental, and vision coverage.
• Life insurance and disability.
• 401K with company contribution.
• Wellness program.