As the Associate Director (AD) of Trade & Distribution (T&D) you will report into the Head of Market Access.
You will build and lead the T&D organization which is the dedicated channel strategy for company products for our trade customers during prep-for-launch, launch, and post-launch phases in the United States.
The position involves managing all aspects of the 3PL as well as working closely with other members of the commercial team, including marketing, managed markets, finance, and business analytics, as well as other cross-functional partners including manufacturing/supply chain, finance, and legal.
RESPONSIBILITIES
- Manage the 3PL set-up, implementation, and day-to-day management of all direct purchase customers with daily monitoring of shipments and inventory.
- Lead channel strategy and build relationships with key direct and indirect customers.
- Work closely with the Head of Managed Markets and Exec Director of Market Access on price modeling/pricing recommendations.
- Lead drug listing process (e.g. Redbook, First Data Bank, etc.).
- Plan for product reach in key channels (e.g. hospital, pharmacy, Kaiser, VA/DoD, etc.) Analyze trends to anticipate inventory needs.
- Work closely with the Head of Managed Markets and Exec Director of Market Access on price modeling/pricing recommendations.
- Develop contracting strategies & agreements. Work with legal/compliance to develop the fair market value for services delivered.
- Draft/deliver/negotiate contracts with trade partners on behalf of the company.
- Determine essential services needed from trading partners, serving as the basis for trade contracts.
- Manage Specialty and Pharmacy relationships and strategy Research and identify future direct specialty pharmacies that will enhance the distribution process and gross to net.
- Lead a cross-functional team to develop wholesaler and pharmacy contracts.
- Twice a week EDI 3PL recap of EDI orders from McKesson, Cencora, and Cardinal to the finance team.
- Receive and review weekly return data from Inmar and verify that returns meet the returned goods policy and at the correct acquisition WAC price. criteria. Approve returns submitted to the 3PL AR team.
- Analyze and provide a monthly 3PL sales recap that identifies trends, confirms pricing, and recaps return costs and trends.
- Compile channel fee data and monthly market share per NDC to create the channel fee report for finance so that we can complete the monthly government pricing report.
- Monitor PAP product and shipper inventory to ensure adequate quantities on hand. Arrange shipments of both with enough lead time to ensure no interruption in servicing patients.
- Monitor sample shipper inventory to ensure adequate quantities on hand. Create purchase orders of shippers with enough lead time for production to ensure they are adequately stocked.
- Work with the 3PL Accounts Receivable team and CSL finance to approve invoices and oversee any financial questions or issues that arise from our direct customers.
- Meet with manufacturing monthly to analyze current sales trends versus inventory to anticipate our product needs and adjust manufacturing plans accordingly.
- Analyze 3PL inventory reports weekly to identify stocking or process issues. Identify partial cases that arrive from inventory shipments and place these on a product hold until they can be shipped to the PAP pharmacy.
Education
Experience
- 10+ years of working in the pharma/biotech space, with experience including:
- US Trade/channel strategy experience – specifically setting channel strategy and pulling through contracts.
- Contract Development and Negotiation
- Managing vendors – independent consultants
- 5+ years’ experience managing, building, and developing a remote team.
- Analytical experience
- Manages resources to bring about the successful completion of projects.
- Builds collaborative relationships with internal and external customers.
- Successfully navigates and works within a complex, regulated, and matrixed environment.
- Effectively and appropriately leverages tools and resources to grow the business.
The expected base salary range for this position at hiring is $170,000 - $195,000. Please note this salary range reflects the minimum and maximum base pay that CSL expects to pay for this position at the listed location as of the time of this posting. Individual base salary for you is determined by qualifications, skill level, experience, competencies, and other relevant factors. In addition to base salary, total compensation for this role will also include sales incentive compensation and may include equity.
Our Benefits
We offer a full range of medical/dental/vision, financial, and other benefits, including 401(k) eligibility and various paid time off benefits, such as vacation, holidays, sick time, and parental leave.
About CSL Vifor
CSL Vifor aims to become the global leader in iron deficiency and nephrology.
The company is a partner of choice for pharmaceuticals and innovative patient-focused solutions across iron, dialysis, nephrology and rare conditions. CSL Vifor strives to help patients around the world with severe, chronic and rare diseases lead better, healthier lives. It specializes in strategic global partnering, in-licensing and developing, manufacturing and marketing pharmaceutical products for precision patient care.
For more information, please visit viforpharma.com
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As a global organization with employees in 35+ countries, CSL embraces diversity and inclusion. Learn more about Diversity & Inclusion at CSL.
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