The successful candidate for this role will establish and lead Ironwood’s Trade Operations function, including a team of national accounts managers/directors. In addition to leading the team, he/she will be responsible for developing and implementing trade channel strategy with Ironwood’s wholesale and retail customers including: wholesalers, specialty distributors, mail order and retail chain pharmacies, for Ironwood’s growing portfolio of commercial products. The successful candidate in this role will also be expected to directly support some of Ironwood’s key accounts. This position reports to the Head of Global Supply Chain.
Develops trade channel strategies and tactics for each of Ironwood’s commercial and developing products
Develops and enforces business terms of sale and policies such as: Returns, Buy-in, Wholesale and Inventory Management
Leads the negotiation of DSA contracts and works with the internal team of stakeholders to develop contracting strategies
Develops, drives approval for, and issues trade channel communications
Support the launch planning process for Ironwood pipeline products. Collaborate with multiple internal stakeholders to develop and execute trade and distribution strategies that meet both brand and sales & operations planning team objectives to ensure product supply to dispensing customers and patients.
Lead the development of account level plans of action for all assigned customers including wholesaler, specialty distributor and retail chain and mail order pharmacies.
Build customer level sales force account teams for managing contract execution including sales force pull through tactics to ensure product stocking throughout the supply channels
Negotiate trade management contracts that support inventory management of trade channel product supply, sales and compliance to contract.
Provide insights to Marketing on trade customer segments and collaborate on opportunities to drive awareness and demand
Support the Sales & Marketing, Finance, and Manufacturing departments through timely and accurate analysis and reporting of assigned customer product orders, sales, returns, inventory levels and projections and demand management.
Manage wholesaler distribution contracts including issue resolution maintaining compliance with business policy and terms of sale
Serve as the functional representative to the Brand Team
Monitors and measures performance
Participate in Trade Association meetings to increase knowledge of distribution channel changes and opportunities
Key Internal Stakeholders Include:
Accounting and Finance
Commercial Operations
Compliance
Legal
Managed Markets: Pricing & Payer
Marketing
Supply Chain & Manufacturing
Senior Management
Minimum Qualifications:
At least seven (7) years of experience in pharmaceutical Trade management
At least seven (7) years of experience in the development and implantation of Trade customer contracts, including recent experience managing Wholesaler agreements and specialty pharmacy contracts
Previous trade customer account management experience required
Demonstrates deep business knowledge of pharmaceutical distribution channels including: wholesale, retail, specialty pharmacy, group purchasing organizations, and specialty distribution
Demonstrated ability to develop and implement trade business processes
Excellent oral and written communication skills
Preferred Qualifications:
Additional experience serving in other pharmaceutical industry roles such as distribution, strategic sourcing, managed markets, or commercial operations.
Strong business acumen. Fluent in understanding the financial impact of contract terms and fee structures
Advanced contract negotiation skills and business planning skills
Able to demonstrate managerial courage in decision-making by balancing the various stakeholder business needs
Strong analytical and critical reasoning skills. Makes solid business decisions based on thorough analysis of knowledge of the channel marketplace
Experience in establishing distribution strategies for new product launches
Previous team management experience preferred
Internal selling, influencing, and negotiating skills
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