Director, Trade & Distribution - Remote
Scorpion Therapeutics, New Bremen, Ohio, United States
Role Summary
The Director, Trade & Distribution (T&D) leads business development, account management, and trade operations across assigned retail, wholesale, and distributor partners. This role serves as the primary contact for these accounts, managing relationships, monitoring performance, and ensuring alignment with key metrics and KPIs. It collaborates cross-functionally to grow product access and sales and engages with executive leadership across Retail Pharmacy, Wholesalers, Distributors, and Strategic Accounts on both commercial and public-interest initiatives. Location: Remote. Responsibilities
Implement Trade and Distribution Channel Strategy within assigned accounts Demonstrates a deep understanding of the account to deliver a solutions-based value proposition. Develops and implements comprehensive account strategies that align with commercial objectives and incorporate all commercial functions (e.g., marketing, finance, market access, etc.) Advances innovative purchasing agreements and education initiatives Develops new channels and partners to support new product launches Monitors account sales trends on an ongoing basis to assess progress, altering strategy and tactics accordingly Attends outside meetings or events, as appropriate, to stay abreast of national, local and/or regional changes, trends or activities that may impact channel and account strategy Contributes to the development of creative and compliant solutions to address trade channel challenges across various stakeholders (e.g., distributors, wholesalers, pharmacies) Collaborates with Field Directors and Customer Operations on Public Interest-driven initiatives to drive growth in key target states Manages external vendors as necessary (e.g., IntegriChain, consultant groups) and the resulting data analysis Execute Contracting Agreements within assigned accounts Leads an internal cross-functional team to develop/revise, negotiate, and execute wholesaler, pharmacy, and distribution contracts consistent with the overarching T&D strategy Leads onboarding, integration, and execution with new channel customers Partners with Customer Operations to support any T&D 3PL requirements, including those to ensure launch-readiness for future new products Represent and Integrate Trade Operations into Cross-functional Teams Works effectively with internal stakeholders, such as Manufacturing, Supply Chain, Quality, IT, Legal, and Finance, to ensure the success of the T&D channel and T&D operations Works closely with the Finance team to track costs and forecast operational expenses Works closely with Regulatory, Legal, and other partners/stakeholders to ensure fully compliant practices, policies & procedures Clearly communicates the progress of weekly/monthly/quarterly initiatives to the Sr. Director; perform quarterly business reviews In conjunction with the Sr. Director, works closely with key internal stakeholders to ensure appropriate T&D inputs into P&L and gross to net calculation Maintains timely and effective communications on key trends and high-level performance of the distribution networks Leads or participates in initiatives from very small to large-scale, highly complex company-critical projects Performs other duties as assigned by Management Qualifications
A minimum of a bachelor’s degree in a related discipline plus 8 years of direct, related experience Experience in customer account management at the national/enterprise level, inventory control compliance, contracting and rebating, and commercial strategic planning at the national/enterprise level Demonstrated success establishing distribution contracts with pharmacy and distribution providers Demonstrated strong understanding of the market impacting Emergent’s products Demonstrated strategic and analytical agility with the ability to understand complex business issues and opportunities Demonstrated leadership skills with a proven record of delivering results Exceptional oral and written communication skills, with the ability to build strong relationships across diverse stakeholders and effectively articulate the company’s vision and mission High accountability for their actions, results, and ability to ensure an elevated level of commitment to the success of the organization, peers, and customers Highly developed organizational and planning skills Proficiency in Microsoft Office applications (Word, PowerPoint, Excel) Ability to be a motivated self-starter, capable of independent action and business savvy Additional Requirements
Extensive travel may be required, including overnights
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The Director, Trade & Distribution (T&D) leads business development, account management, and trade operations across assigned retail, wholesale, and distributor partners. This role serves as the primary contact for these accounts, managing relationships, monitoring performance, and ensuring alignment with key metrics and KPIs. It collaborates cross-functionally to grow product access and sales and engages with executive leadership across Retail Pharmacy, Wholesalers, Distributors, and Strategic Accounts on both commercial and public-interest initiatives. Location: Remote. Responsibilities
Implement Trade and Distribution Channel Strategy within assigned accounts Demonstrates a deep understanding of the account to deliver a solutions-based value proposition. Develops and implements comprehensive account strategies that align with commercial objectives and incorporate all commercial functions (e.g., marketing, finance, market access, etc.) Advances innovative purchasing agreements and education initiatives Develops new channels and partners to support new product launches Monitors account sales trends on an ongoing basis to assess progress, altering strategy and tactics accordingly Attends outside meetings or events, as appropriate, to stay abreast of national, local and/or regional changes, trends or activities that may impact channel and account strategy Contributes to the development of creative and compliant solutions to address trade channel challenges across various stakeholders (e.g., distributors, wholesalers, pharmacies) Collaborates with Field Directors and Customer Operations on Public Interest-driven initiatives to drive growth in key target states Manages external vendors as necessary (e.g., IntegriChain, consultant groups) and the resulting data analysis Execute Contracting Agreements within assigned accounts Leads an internal cross-functional team to develop/revise, negotiate, and execute wholesaler, pharmacy, and distribution contracts consistent with the overarching T&D strategy Leads onboarding, integration, and execution with new channel customers Partners with Customer Operations to support any T&D 3PL requirements, including those to ensure launch-readiness for future new products Represent and Integrate Trade Operations into Cross-functional Teams Works effectively with internal stakeholders, such as Manufacturing, Supply Chain, Quality, IT, Legal, and Finance, to ensure the success of the T&D channel and T&D operations Works closely with the Finance team to track costs and forecast operational expenses Works closely with Regulatory, Legal, and other partners/stakeholders to ensure fully compliant practices, policies & procedures Clearly communicates the progress of weekly/monthly/quarterly initiatives to the Sr. Director; perform quarterly business reviews In conjunction with the Sr. Director, works closely with key internal stakeholders to ensure appropriate T&D inputs into P&L and gross to net calculation Maintains timely and effective communications on key trends and high-level performance of the distribution networks Leads or participates in initiatives from very small to large-scale, highly complex company-critical projects Performs other duties as assigned by Management Qualifications
A minimum of a bachelor’s degree in a related discipline plus 8 years of direct, related experience Experience in customer account management at the national/enterprise level, inventory control compliance, contracting and rebating, and commercial strategic planning at the national/enterprise level Demonstrated success establishing distribution contracts with pharmacy and distribution providers Demonstrated strong understanding of the market impacting Emergent’s products Demonstrated strategic and analytical agility with the ability to understand complex business issues and opportunities Demonstrated leadership skills with a proven record of delivering results Exceptional oral and written communication skills, with the ability to build strong relationships across diverse stakeholders and effectively articulate the company’s vision and mission High accountability for their actions, results, and ability to ensure an elevated level of commitment to the success of the organization, peers, and customers Highly developed organizational and planning skills Proficiency in Microsoft Office applications (Word, PowerPoint, Excel) Ability to be a motivated self-starter, capable of independent action and business savvy Additional Requirements
Extensive travel may be required, including overnights
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