Director, Trade Accounts

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Trade Accounts based in the United States. This leadership opportunity is designed for an experienced pharmaceutical trade professional ready to shape distribution strategies and strengthen commercial performance across Infectious Diseases and Rare Diseases portfolios. You will serve as the primary relationship manager for wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other channel partners. By optimizing distribution networks, negotiating strategic agreements, and improving channel economics, you will help ensure product availability and support patient access. Working closely with Market Access, Supply Chain, Finance, Pricing, Legal, and Commercial teams, you will align trade strategies with broader business objectives. You will also contribute to product launch readiness, financial forecasting, and data-driven decision-making. This role offers the opportunity to influence enterprise-wide trade performance, strengthen strategic partnerships, and deliver measurable commercial impact in a collaborative, cross-functional environment.

As Director, Trade Accounts, you will lead trade strategy and account management across assigned pharmaceutical distribution channels, ensuring effective product distribution, strong partner relationships, financial performance, and alignment with commercial and patient access objectives. Strategic Trade Leadership: Develop and execute trade and distribution strategies for assigned accounts across Infectious Diseases and Rare Diseases business units. Design and optimize distribution models across specialty pharmacies, specialty distributors, retail pharmacies, and wholesale channels to improve product availability and channel performance. Monitor market trends, competitive dynamics, and evolving pharmaceutical trade practices to identify risks and opportunities. Account and Partner Management: Build and maintain strategic relationships with wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other key channel partners. Lead quarterly business reviews with major trade partners to evaluate performance, address challenges, and align on shared objectives. Negotiate, implement, and manage distribution and service agreements, ensuring alignment with business priorities and contractual requirements. Monitor account performance, inventory levels, service standards, and contractual obligations, taking corrective action when necessary. Distribution and Operations: Collaborate with Trade Operations, Supply Chain, and third-party logistics providers to ensure compliance with Distribution Service Agreements (DSAs). Proactively address potential product shortages, improve service levels, and strengthen distribution reliability. Financial and Commercial Leadership: Partner with Finance and Trade Operations to support Gross-to-Net (GTN) forecasting, financial planning, and analysis of trade-channel performance and profitability. Identify opportunities to reduce operating costs and improve efficiency by evaluating distribution economics, service agreements, channel fees, and related expenses. Product Launch and Market Access Support: Lead trade readiness activities for new product launches and coordinate execution across assigned channel partners. Collaborate with Payer, Pricing, Patient Services, and other Market Access teams to align distribution strategies with access objectives. Develop and implement distribution models that support commercial goals, product lifecycle management, and patient access. Analytics and Business Intelligence: Partner with Trade Operations and Commercial Operations to establish relevant key performance indicators and improve trade performance dashboards. Use internal systems, industry resources, trade reporting tools, and market data to inform account strategies and investment decisions. Improve forecasting models and trend analyses in collaboration with internal stakeholders to support executive-level decision-making. Leadership and Continuous Improvement: Promote accountability, collaboration, and continuous improvement across trade account management activities. Contribute to the achievement of product availability, partner satisfaction, contract compliance, forecast accuracy, inventory management, launch execution, distribution performance, and revenue objectives. Requirements: The ideal candidate brings extensive pharmaceutical trade and distribution experience, strong commercial and financial judgment, and a proven ability to manage complex channel relationships. You should be comfortable negotiating strategic agreements, influencing senior stakeholders, and translating operational and financial data into decisions that improve business performance and patient access. Education: Bachelor's degree in Business, Supply Chain, Finance, Economics, Healthcare Administration, or a related field. Preferred Education: MBA, PharmD, or another relevant advanced degree. Professional Experience: At least 10 years of experience in pharmaceutical trade, market access, distribution, supply chain, specialty pharmacy, or channel management. Demonstrated experience negotiating and managing agreements with wholesalers, specialty distributors, and specialty pharmacies. Significant experience in product launches and pharmaceutical channel strategy development is preferred. Pharmaceutical Trade Expertise: Deep understanding of pharmaceutical trade channels, distribution networks, and the market access landscape. Strong knowledge of specialty distribution models and specialty pharmacy networks. Financial and Analytical Skills: Strong financial acumen, including experience with forecasting, Gross-to-Net (GTN) analysis, distribution economics, and channel profitability. Experience using IQVIA, SAP, JD Edwards, or comparable enterprise resource planning, reporting, and analytics systems. Negotiation and Communication: Excellent negotiation, presentation, and executive communication skills, with the ability to manage complex commercial agreements and communicate recommendations effectively. Cross-Functional Leadership: Proven ability to influence internal stakeholders and external partners across Market Access, Supply Chain, Finance, Pricing, Legal, Commercial Operations, and Brand teams. Strategic and Operational Judgment: Ability to translate market trends, operational performance, and financial insights into actionable distribution strategies. Strong relationship management, problem-solving, and collaboration skills, with a focus on accountability and continuous improvement. Performance Orientation: Ability to balance product availability, inventory management, partner satisfaction, compliance, financial performance, and successful product launch execution. Benefits: Annual base salary ranging from $220,000 to $255,000 USD . Eligibility for additional compensation, which may include bonuses, long-term incentives, and applicable allowances. Comprehensive benefits package; specific coverage and eligibility details were not provided in the job description. Opportunity to lead strategic pharmaceutical trade accounts across Infectious Diseases and Rare Diseases portfolios. Cross-functional collaboration with senior stakeholders across commercial, financial, operational, and market access teams. Opportunity to influence distribution strategy, product launch readiness, channel optimization, and patient access.