Sr. Director, Trade Management

Job summary:

Under minimal direction, the Sr. Director, Trade Management, works closely with other business development colleagues, executive management, national accounts, analytics, finance, marketing, and other cross functional teams to provide deliverables that maximize BioCare strategies and growth. This position serves as the principal contact in developing new manufacturing partners and acquiring new limited and exclusive distribution agreements. This position is responsible for developing and managing those relationships, negotiating contracts, meeting reporting requirements, confirming all earned incentives have been paid in a timely manner, and effectively communicating all possible incentives to the executive team. Aggressively initiates and pursues any opportunity to improve net working capital (e.g., through marketing agreements, negotiating higher fees, or reducing required stocking levels). This position is responsible for assisting with the evolution of business development priorities and contracting strategies, and for implementing and maintaining the appropriate tracking materials.

Primary responsibilities:

• Develop and cultivate strong and longstanding relationships with key decision makers, influencers, and stakeholders within manufacturers and consulting groups that lead to new limited and exclusive distribution opportunities for BioCareSD and LogiCare3PL
• All aspects of contract management, including preparing, reviewing, communicating, and negotiating assigned national contracts; pricing, fees, rebates, incentives, and reporting of assigned manufacturer and Group Purchasing Organization (GPO) contracts; ensuring compliance and growth objectives are met; engaging partners in a timely manner to renew or renegotiate new contracts; and providing regular performance feedback to management
• Responsible for gathering relevant operations and sales information and perspectives and integrating it into the business development and national account process
• Grow revenue and profits through contract changes and growth in contracted lines of business; responsible for assisting in the planning, implementation, and realization of budgeted sales and profit in business development and national accounts areas
• Work closely with finance to confirm and communicate all pricing, fees, and rebates in a timely manner; assist management and sales team in developing responses to Request for Proposals (RFPs) from GPOs, systems, infusion centers and specialty pharmacies
• Remain abreast of changes and developments in the biologic therapeutics industry and provide direction to implement required changes
• Maintain relationships with current customers by meeting or exceeding goals for account revenue, growth objectives, market share preservation, and customer service functions via presentations, sales calls, telephone, and virtual presentations
• Coordinate customer support needs with cross functional teams
• Conduct regular quarterly business reviews with key vendors and customers
• Deliver quality customer service to all team members, customers, and stakeholders
• Perform all assigned duties in compliance with internal SOPs and external regulations; bring any compliance issues to the attention of management
• Perform all other duties as assigned by management

Required competencies, knowledge, skills, and abilities:

• Ability to think strategically and independently, synthesize complex business and financial data, and develop innovative solutions
• Excellent interpersonal skills, including the ability to communicate effectively in both oral and written formats, and to build and maintain mutually beneficial relationships with manufacturers, customers, employees, and vendors at all levels
• Must be able to maintain confidentiality
• Ability to organize, prioritize, and deliver results with a variable workload and multiple priorities, paying close attention to detail with minimal supervision
• Must have analytical, statistical, personal organization, and problem-solving skills
• Must have a participative management style, strong team development, coaching skills, and the ability to lead and motivate senior and executive-level managers
• Ability to work in a team environment and participate as an active member of management
• Must have proficient computer skills
• Ability to travel approximately 30%
• Must possess the skills and abilities to successfully perform all assigned duties and responsibilities
• Must be able to pass a drug test and background check aligned with company, licensing, and accreditation standards

Required certifications, licenses, education, and experience:

• Bachelor’s Degree in related area or equivalent combination of education and experience
• Thorough knowledge of all aspects of operations, sales, and marketing including business management, financial management forecasting, and portfolio management
• Five years senior management experience in business development, trade, sourcing, operations, sales, or marketing in the biological, or specialty pharmaceutical industry
• Valid in–state driver’s license

Preferred education, competencies, knowledge, skills, and abilities:

• Master’s degree in a related area
• Working knowledge of the specialty distribution and third-party logistics industries, including pharmaceutical regulations and manufacturer needs and preferences

Physical demands and work environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prolonged periods sitting at a desk and working on a computer and/or phone
• Visual acuity to accurately read small print in contracts, RFPs, and other documents
• Ability to stand, walk, bend, squat, stretch, kneel, reach, grasp, and pinch
• Physical ability to occasionally lift, carry, push, and pull up to 40 pounds
• Ability to drive safely and fly as an aircraft passenger for up to 8 hours at a time