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Company Info
Minority Executive Search
P.O. Box 18063

Phone: (216) 932-2022

Company Profile

Senior Director of Trade Operations

Job ID: 49383
Job Views: 17658
Location: San Francisco, California, United States
Zip Code: 44118
Job Category: Management, Marketing, Pharmaceutical
Employment Type: Full time
Salary: Competitive per year
Posted: 03.09.2017


Marketing-Product: Brand-Product Marketing, Copy Writing-Editing, Direct Marketing (CRM), Events-Promotional Marketing, General-Other: Marketing-Product, Investor and Public-Media Relations, Market Research, Marketing Communications, Marketing Production-Traffic, Media Planning and Buying, Product Management, Telemarketing, Visual-Display Merchandising

Job Description



Specific Responsibilities:

The Director of Trade Operations leads the development, implementation and day to day operations for distribution of commercial products across all therapeutic areas.  Primary responsibilities include the development of channel strategy, account management, operations and analytics associated with getting medicines to patients.  This role has responsibility for wholesalers, specialty distributors, retailers and specialty pharmacies.


Essential Duties and Job Functions:


·               Serves as an internal/external point-of-contact for relevant issues, questions or other matters related to channel strategies and distribution networks

·               Sets long-term strategic plans for the Trade Operations department, including performance goals and budget, and communicates this plan to management

·               Sets appropriate metrics and KPIs (key performance indicators) to help monitor and measure results performance of distribution networks and agreements.

·               Develops and cultivates important and influential relationships with cross-functional business partners and stakeholders, including other Commercial Operations teams and the product brand teams.

·               Works closely with Regulatory, Legal and other partners/stakeholders to ensure fully compliant practices, policies & procedures

·               Works closely with the Finance team to track costs and forecast operational expenses.

·               Defines structure, criteria and reporting required for new channels and partners in order to support new product launches while continually reviewing existing programs and evaluating additional development needed.

·               Leads presentations and develops material for internal training of the Managed Markets and Sales & Marketing teams on both a routine basis and upon request.

·               Ensure adequate Standard Operating Procedures to cover the trade operations.   Through auditing and oversight ensure operations are consistent with documented procedures.

·               Attends outside meetings or events, as appropriate, to stay abreast of national, local and/or regional changes, trends of other activities that may impact channel strategy.

·               Provides routine and ad hoc analyses and reporting and keeps key internal partners and stakeholders abreast of distribution trends.

·               Maintains timely and effective communications with senior management on key trends and high level performance of the distribution networks.

·               Lead, sponsor or participate on initiatives from very small to large-scale, highly complex company critical projects.

Job Requirements

Knowledge, Experience and Skills:


·               Experienced commercial leader within a pharmaceutical or commercial biopharmaceutical organization, with a diverse and broad set of functional expertise across sales and/or marketing organizations.

·               Must be an excellent strategic thinker with ability to formulate, develop and execute strategy based on applied analytical skills

·               Strong knowledge of the commercial pharmaceutical market and its customers is required

·               Extensive knowledge of wholesaler, distributor, specialty pharmacy, payer contracting and pricing methods.

·               Demonstrated ability to recognize and interpret business issues/opportunities and make sound business judgments regarding solutions

·               Able to leverage and optimize partnerships with other functions, including Information Technology, Legal and Financial Planning and Analysis.

·               Able to make decisions that balance a variety of factors to achieve optimal outcomes.

·               Demonstrates confidence and able to effectively influence senior business leaders

·               Able to effectively manage several direct reports accordingly and departmental standards

·               14+ years of related experience in a channel and distribution environment within the biotech or pharmaceuticals industry and a BS or BA degree.

·               Able to multi-task with multiple interruptions in a deadline intensive environment

·               Strong verbal, written and interpersonal skills with an emphasis on time management, follow-through, and issue resolution abilities

·               Advanced knowledge of Microsoft Excel, PowerPoint and Word and third party claim processing tools is required. 

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