National Director, Distribution & Key Accounts

TITLE:

Title: National Director, Distribution & Key Accounts 

Reports To: Head of Trade, Operations, and Administration Programs

Location: Remote

Indivior is a global pharmaceutical company working to help change patients' lives by developing medicines to treat opioid use disorder (OUD). Our vision is that all patients around the world will have access to evidence-based treatment for the chronic conditions and co-occurring disorders of OUD. Indivior is dedicated to transforming OUD from a global human crisis to a recognized and treated chronic disease. Building on its global portfolio of OUD treatments, Indivior has a pipeline of product candidates designed to expand on its heritage in this category. Headquartered in the United States in Richmond, VA, Indivior employs over 1,000 individuals globally and its portfolio of products is available in over 30 countries worldwide. Visit www.indivior.com to learn more. Connect with Indivior on LinkedIn by visiting www.linkedin.com/company/indivior.

POSITION SUMMARY:

Reporting to the Head of Trade, Operations, and Administration Programs, the National Director, Distribution and Key Accounts is a national accounts customer-facing leader on a multi-channel account management team in the branded specialty pharmaceutical market.  Current and future channels include: Specialty Distribution, GPO and National Key Accounts.

This position will be responsible to own distributor relationships on behalf of Indivior, connecting distribution to potential GPO relationship development, and pulling through the strategic shift in working with national key accounts.  This position will also assist in the ongoing development and optimization of network consisting of distribution, pharmacy and associated services for our specialty, cold-chain injectable.  This is a highly visible and entrepreneurial position requiring a high degree of collaboration with departments such as Channel Ops, Sales, Key Account Management, Managed Care, Finance, Legal, Marketing, Analytics, Regulatory, and IT.

ESSENTIAL FUNCTIONS:

The responsibilities of this role include, but are not limited to, the following:

Specialty Channel Development

• Negotiate agreements with specialty channel partners.  Monitor performance to contract and take action to correct as necessary.
• Provide insight and analysis into potential partnerships
• Recommend, develop, and implement further programs as necessary to improve the overall service platform for providers and patients.
• Support efforts to ensure nationwide coverage of alternate site injection locations
• Work with Field Sales and Account Leadership to determine areas where additional partnerships may be required.  Identify best-in-class partners and secure agreements as required.
• Negotiate vendor SOWs as necessary and implement assigned programs.
• Collaborate with other department colleagues, including HUB/Reimbursement Services to ensure network provides consistent patient/provider experience.

Channel Account Management

• Manage daily 3PL activities affecting assigned accounts.  Ensure no disruptions to channel sales.  Responsible for customer business reviews and to ensure we meet customer service goals of on time delivery, order fulfillment and informing customers of order/shipment status.
• Negotiate distribution service agreements with assigned accounts as necessary.
• Monitor wholesaler and distributor inventory levels and ensure they meet contractual requirements and are appropriate for forecasted sales levels. 
• Assist in revenue management activities.  Coordinate directly with channel buyers and account management teams.
• Negotiate GPO agreements (as needed) and manage accounts to best service customers.
• Recommend, develop, and implement distribution and service strategies for potential future product launches.  Negotiate with vendor partners as required to ensure optimal launch success.
• Build mutually beneficial relationships with the Trade Customers and pricing agencies to ensure key contacts are well informed about company's products.
• Coordinate and resolve customer service issues with Field Sales and Medical Information Unit. 
• Travel to meet with channel partners as appropriate.  Attend industry symposiums, conferences, and trade shows as directed. 

Perform other duties as assigned.

MINIMUM QUALIFICATIONS:

Education: BS/BA degree from a four-year accredited university or college

Experience:

• 5-7 years of demonstrated experience and proven success in healthcare or biotech/pharmaceutical industries having worked in Trade Relations, Category Management, National Accounts, Managed Care, Marketing, or similar environments.

Other:

• Demonstrated analytical, problem solving, and troubleshooting skills.

• Experience in contracting with customers and/or vendors and establishing scope of work, business rules and standard operating procedures.
• Practiced in project management activities and project planning/reporting. 
• Ability to travel domestically as necessary.

COMPETENCIES/CONDUCT:

In addition to the minimum qualifications, the employee will demonstrate:

In addition to the minimum qualifications, the employee will demonstrate:

• Excellent verbal and written communications skills.  Ability to communicate effectively and diplomatically with all levels of management.
• High level of personal accountability and sense of urgency.  May need to be available “off hours” for occasional emergency issues.
• Customer focused.  Ability to develop relationships, deliver presentations, and diplomatically resolve issues.
• Understanding of Channel partner challenges, needs, ways of working, and motivators.
• Excellent organizational skills with a high attention to detail.
• Ability to prioritize workload and participate in multi-functional project teams

PREFERRED QUALIFICATIONS:

• MBA preferred

BENEFITS:

Indivior is committed to providing a culture driven by guiding principles and top-tier benefits that match the importance of the work we do. The Indivior experience includes:

• 3 weeks’ vacation plus floating holidays and sick leave
• 401(k) and Profit Sharing Plan- Company match of 75% on your first 6% of contributions and profit sharing contribution equal to 4% of your eligible pay
• U.S. Employee Stock Purchase Plan- 15% Discount
• Comprehensive Medical, Dental, Vision, Life and Disability coverage
• Health, Dependent Care and Limited Purpose Flex Spending and HSA options
• Adoption assistance
• Tuition reimbursement
• Concierge/personal assistance services
• Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage
• Gym, fitness facility and cell phone discounts

GUIDING PRINCIPLES:

Indivior’s guiding principles are the foundation for each employee’s success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.

COMPLIANCE OBLIGATIONS:

Indivior is committed to maintaining a workplace where employees are committed to compliance and feel comfortable raising concerns about potential violations of policies or unethical behaviour. As part of your responsibilities, you are expected to:

Employee Obligations:

• Always act with honesty and integrity.
• Risk IQ: Know what policies apply to your role and function and adhere to them.
• Speak Up: If you see something, say something.

Manager Obligations:

• Always act with honesty and integrity
• Reinforce risk awareness with your team, with accountability and oversight for ongoing review and mitigation.
• Model and reinforce a Speak Up culture on your team.

The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined.  The employee may perform other functions that may be assigned.  Management retains the discretion to add or change the duties of this position at any time.

EQUAL EMPLOYMENT OPPORTUNITY

EOE/Minorities/Females/Vet/Disabled