Senior Director, Trade Strategy, Distribution & Strategic Accounts — San Diego, CA
ARS Pharmaceuticals — San Diego, CA
ARS Pharmaceuticals lists this role in San Diego, CA.
Stated in the posting
Pay: $250K – $280K (base salary)
Experience: 8+ years
Travel: up to 35%
ARS Pharmaceuticals is a fast-growing, innovative company dedicated to transforming the treatment of severe allergic reactions with neffy®, the first and only FDA-approved needle-free epinephrine product. If you’re motivated to make a meaningful impact, this is your opportunity to join a collaborative, entrepreneurial, and inclusive culture.
The Senior Director, Trade Strategy, Distribution & Strategic Accounts sets the strategy for all Trade Channel accounts, serves as the executive relationship lead for National Retail and other strategic trade partners, and is responsible for implementing and managing the day-to-day operations of ARS’ Trade and Distribution channels for our products. They will implement optimal network access for all new product launches across the entire Trade Channel to include 3PL, Wholesale, National Retail, Alternate Channel, Distribution, GPO, and Pharmacy partners. This role serves as the lead point of contact for all trade related activities, including distribution and trade contracting efforts for the entire product portfolio and developing business relationships with appropriate individuals within each assigned account. Beyond product availability, the role is accountable for identifying and growing trade partner opportunities that deliver measurable account growth and attractive channel economics.
ESSENTIAL DUTIES & RESPONSIBILITIES:
Performs periodic business reviews and strategic planning meetings with Trade Channel partners, including National Retail accounts.
Serves as the executive relationship lead for National Retail and other strategic trade partners and maintains strong business relationships with key decision makers across purchasing, pharmacy operations, distribution, and finance.
Identifies and develops new growth opportunities with National Retail and other trade partners, translating them into joint business plans, negotiated initiatives, and measurable results.
Direct and oversee all partner activities, including, product handling and storage, inventory management, performance measurement for services provided by channel, audit support, and resolution of field issues (i.e., problems reported from providers/pharmacies, distributors, related to service and product access); establishes service-level expectations and serves as the senior escalation point for partner performance
Establishes and executes the multiyear U.S. trade and distribution strategy (channel architecture, partner mix, and service model) and any new product distribution strategy and launch preparedness, supported by business cases for channel expansion and strategic investments
Owns an end-to-end understanding of how product moves through every component of the channel, from 3PL and wholesaler through retail and specialty pharmacy to the patient, and proactively identifies potential marketplace trends/barriers and opportunities to accelerate or leverage trade partners, and creates strategies that will optimize access and create reimbursement confidence with providers and patients; advises commercial leadership on partner consolidation and emerging distribution and retail models
Owns trade activation and pull-through, ensuring contracted accounts can order, stock, and access product, resolving barriers such as item setup, eligibility, and ordering pathways, and distinguishing initial channel fill from sustained demand.
Collaborates with cross functional teams specific to SOP’s and contractual obligations associated with distribution infrastructure, reimbursement, marketing, pharmacovigilance, supply chain, quality assurance, patient services, legal, regulatory, TechOps, and finance
Negotiates and executes distribution and trade contracts including oversight and management of renewals, terms of sale, revenue recognition, payment/collections for product sales with all trade channel accounts, including National Retail, wholesalers, GPOs, buying groups, 3PLs, and specialty pharmacies; evaluates agreement economics and terms.
Monitors and maintains compliance to Prescription Drug Marketing Act (PDMA), Good Manufacturing Practice, Safety Health and Environmental, Sarbanes-Oxley, business procedures, raising and addressing issues as they arise; partners with Government Pricing, Legal, and Compliance before trade commitments are finalized
Aligns with Finance on managing accounting, pricing, GTN, inventory, forecasting and the trade operating budget
Ensures data integrity and adequate data flows and compliance between the company and distribution vendors and trade partners; partners with business analytics to develop and disseminate distribution and account related key performance indicators/analysis covering channel inventory, downstream demand, account penetration, and contract performance, and ensures accurate sales/shipment reporting to senior management
Proactively develops data-driven, defensible strategic recommendations for leveraging trade partners and presents them to the VP, Market Access, owning each recommendation from analysis through implementation.
Perform quarterly accuracy and completeness audits for finance and external auditors.
Builds and leads the trade function (including internal partners essential to trade/account work, supported by external partners as appropriate) directing vendors and cross functional workstreams against defined outcomes and budgets
KNOWLEDGE, SKILLS, AND ABILITIES:
Strong understanding of various distribution and retail trade models, operation challenges and requirements to implement.
Ability to build relationships and expand company's presence with National Retail and distribution partners, with executive presence among senior trade and purchasing leaders.
Deep experience and strong understanding of Trade processes and pharmaceutical regulatory requirements, including government reporting and pricing considerations.
Strong commercial judgment, financial acumen, analytical, communication and negotiation skills, and broad understanding of Pricing and Contracting SOPs, practices, methodology, and approaches.
Strategic and rigorous analytical agility while using sound judgment to set objectives; naturally curious and proactive, approaching the role as a strategic owner
Leadership, presentation, and cross-functional interaction skills with a proven track record of delivering results, and the ability to build a function while remaining hands-on.
Strong diplomatic & interpersonal skills and able to inspire respect and trust from others, and ability to influence without authority.
Must be able to travel up to 35%, consistent with national account responsibilities.
EDUCATION AND EXPERIENCE:
Bachelor’s degree in marketing, Sales, Business Administration or Pharmaceutical related field required; advanced degree (e.g., MBA and/or CPA) preferred.
12–15+ years relevant industry experience in the bio/pharmaceutical, and/or vaccines environment, including leadership responsibility in trade, distribution, or strategic accounts.
8 years of experience in pharmaceutical industry experience working with payer / reimbursement/ wholesale/ specialty distributors, national retail, GPOs, and specialty pharmacies; strong understanding of typical functions and procedures.
Demonstrated success negotiating complex trade agreements, launching products, and delivering measurable account growth with national retail and other trade partners.
At ARS, we are proud to offer a highly competitive compensation & benefits package.
The full-time salary range for this posted position is $250,000 to $280,000 and may be eligible for a discretionary annual performance bonus. Actual pay rates are determined by considering multiple factors including qualifications, relevance of experience, education & credentials, subject matter expertise, and other job-related factors permitted by law.
This position is also eligible for Equity, 401k matching, and our excellent benefits package including 100% employer paid Medical, Dental & Vision for employees. View the full package here: ARS Careers Page
ARS Pharmaceuticals believes in Equal Opportunity for all and is committed to ensuring all individuals, including individuals with disabilities, have an opportunity to apply for those positions that they are interested in and qualify for without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. ARS Pharmaceuticals is also committed to providing reasonable accommodation to qualified individuals so that an individual can perform their job-related duties. If you are interested in applying for an employment opportunity and require special assistance or an accommodation to apply due to a disability, please contact us at careers@ars-pharma.com
The position will be posted until a final candidate is selected for the requisition or the requisition has a sufficient number of applications.