Job Description

The Senior Trade Manager is a critical member of IBSA’s Market Access team, supporting trade and channel strategies and tactics for both inline and pipeline products.

As a cross-functional integrator, the Senior Trade Manager will use his/her commercial, market access and trade expertise to collaborate closely with internal and external partners to support in-line brands and to prepare for the launch of future products. For inline products, this position supports patient access to IBSA brands via trade distribution, copay assistance programs, Independent Pharmacy programs (with the Director of MA) and government programs (FSS). For future products, this position develops trade and access strategies, identifies and works with external vendors to support key distribution/trade strategies.

Key Responsibilities :

• Develop product-specific trade strategies and tactics for traditional drug wholesalers, hybrid distributors, independent pharmacies, chain drug, food/drug and other retailers in conjunction with the Director of MA and other internal stakeholders
• Develop and execute copay savings programs to maintain patient access, reduce Rx abandonment and maximize patient LOT while supporting annual GTN goals
• Develop integrated IBSA Direct program with SPs and internal stakeholders. Track specialty pharmacy performance: Rx abandonment, time-to-fill, PA success rate etc. and communicate to internal stakeholders. Recommend strategies to improve pharmacy and program performance
• Manage Cash Voucher and hybrid programs (GoodRx, Cost Plus etc.)
• Review wholesaler and distributor inventory levels, service levels, days-on-hand, and other metrics. Recommend actions to optimize wholesaler/distributor performance
• Liaise with external and internal partners to design and execute new product launch plans, ensuring that all trade-related launch deliverables are completed on time
• Shape, inform and coordinate RFP processes to identify and engage prospective channel partners needed to launch new products
• Manage PAP Program
• Manage GPO relationships (Premier, Vizient, MHA, etc.)
• Manage Fingertip Formulary program including program tracking, training and communication for field sales
• Support gross-to-net (GTN) modeling for existing and new products leveraging knowledge of trade channel economics to develop brand WAC pricing and access program recommendations for management consideration
• Participate in sales training programs including Initial Sales Training (IST), the IBSA annual sales meeting (NSM) and POA meetings

Strategic Planning & Analysis:

• Provide insights and strategic analysis to support current IBSA Portfolio products, future launch brands and business development cases
• Support IBSA sales team in understanding business opportunities for current IBSA portfolio and launch brands
• Partner with US Commercial Team (Sales, Marketing, Sales Operations) to pull through initiatives that align to the annual Strategic Brand Plans

Qualifications:

• Bachelor’s degree (4 years B.A., B.S. or equivalent) from an accredited institution. MBA or advanced degree is preferred
• Minimum of 4 years’ experience in pharmaceutical and/or health care sales
• Experience with various healthcare trade channels (retail pharmacies, specialty pharmacies, independent pharmacies, VA/DOD, GPO etc.) and familiarity with various payment models (PBM, DTP, buy-and-bill, Medicare Parts B and D).
• Experienced in customer negotiation, financial analysis, and execution/ implementation of contracting activities.
• Team player willing to “roll up his/her sleeves” with excellent oral (presentation and communication), written, and interpersonal skills
• PC skills required; MUST be proficient in MS Office, including Word and Excel, PowerPoint, Microsoft Teams, Zoom
• Other Duties assigned as needed

This role reports to the Head of Market Access & Trade and will require no more than 20% travel. A home office (HQ) presence required an average of 4 days per week.

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