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Develop and execute the enterprise-wide trade relations strategy, aligning contract structures with corporate growth, margin, and access goals across all three lines of business.
Serve as the primary executive relationship owner with pharmaceutical manufacturers, and biotech partners negotiating direct contracts, rebates, chargebacks, and fee-for-service agreements.
Lead pursuit and retention of limited distribution drug (LDD) and limited network specialty agreements critical to specialty and AIC growth.
Represent the company at manufacturer business reviews, trade conferences, and industry forums (e.g., Asembia, NASP, PCMA, NICA, LTC-100).
Oversee trade contract portfolios distinctly tailored to LTC (institutional formulary, consultant pharmacy dynamics), Specialty (payer/PBM network access, hub services, LDD), and AIC (infusion suites, home infusion, site-of-care economics).
Ensure contract compliance, accurate rebate reconciliation, and timely realization of negotiated economics in partnership with Finance.
Own the trade relations P&L contribution, setting annual targets for rebate income, cost of goods improvement, and contract-driven margin expansion.
Partner with Finance/FP&A to forecast trade revenue, model contract scenarios, and report performance to the executive team.
Identify and close gaps in rebate capture, tier compliance, and underutilized contract terms.
Collaborate with Supply Chain on purchasing strategy, inventory positioning, and distributor relationships.
Partner with Business Development and Payer Relations teams to align trade terms with new client acquisition and network strategy.
Work with Clinical/Pharmacy Operations to ensure formulary, utilization management, and adherence programs support contract commitments (e.g., market share thresholds).
Build, mentor, and lead a high-performing trade relations team, including manufacturer contract managers and rebate/analytics staff.
Establish scalable processes, playbooks, and governance for contract negotiation, approval, and lifecycle management.
Requirements:
Bachelor’s degree in business, finance, healthcare administration, or related field (MBA or advanced degree preferred).
10+ years of progressive experience in pharmaceutical trade relations, manufacturer contracting, or pharmacy business development, with 5+ years in a senior leadership role.
Demonstrated experience negotiating manufacturer contracts, rebates, and GPO agreements within pharmacy, PBM, or specialty/infusion pharmacy settings.
Deep understanding of at least two of the following: institutional/LTC pharmacy, specialty pharmacy, home/alternate-site infusion.
Established relationships with pharmaceutical manufacturers, GPOs, and/or wholesalers.
Strong command of pharma pricing structures (WAC, AWP, 340B, best price, chargebacks) and regulatory considerations (AKS, Stark Law, Medicare Part B/D).
Executive presence with proven ability to negotiate and present to C-suite stakeholders internally and externally.
