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Associate Director, Trade & Distributor Relations

Job Requisition ID:  32399
Department:  807 S&M - Trade Operations (807)
Category:  Commercial - Customer
Location: 

Philadelphia

Date:  28 Nov 2024

Come and Save Lives with Us!

SERB Pharmaceuticals is a growing international specialty pharmaceutical group that is a dedicated ally to healthcare providers treating patients with critical conditions, focusing on emergency care and rare diseases.  We have over 470 employees in 16 countries and a group revenue in excess of €350m.

Our portfolio 80+ rescue medicines make a real difference in the lives of patients and their caregivers and that gives every one of our employees a sense of purpose.

Our Purpose is supported by our 4 key values:

  • We make patients our priority
  • We act with integrity and accountability        
  • We work together as one team         
  • We look for better ways forward       

Broad Overview:

The Associate Director, Trade & Distributor Relations will support all activities related to distribution of SERB’s pharmaceutical products, new launches, warehouse operations and channel data. This position will report to the Sr. Director of Trade Relations. This individual is expected to work out of our Conshohocken, PA office on a hybrid schedule. 

 

 

As the Associate Director, Trade & Distributor relations, some of your responsibilities will include:

  • Manage a team of three individuals responsible for all day-to-day activities with wholesale and specialty distribution partners, 3PL warehouse management and customer interactions to ensure effective and efficient distribution to the end-user customer. Foster and maintain strong relationships with all stakeholders.
  • In this role, you'll play a pivotal part in managing our channel activities across multiple business units, including Emergency and Acute hospital, Oncology and CBRN products.
  • Ensure appropriate channel inventory across all brands and distributors, and oversight of analytics to provide forecasts and metrics to upper management.
  • Ensure effective problem solving of issues within the distribution channel and customers including deductions, chargebacks, returns, mis-shipments, damages, re-negotiations, accounts receivables and risk mitigation strategies.
  • Oversee processes to ensure timely response to customers inquiries, order requests and triaging to appropriate internal personal to ensure customer needs are fully met.
  • Monitor all Channel Partner Distribution Services Agreements to ensure compliance and adherence to all terms, conditions, fees and renewal dates.  Perform regular business reviews with all channel partners, including all performance analytics, hot topic issue management and all meeting follow-ups.  Ensure ongoing training with Channel partner customer service team to ensure partner teams effectively respond to customer calls, inquiries and order requirements.
  • Oversight of all Channel Partner Data Sets: Sales of BTG products to wholesalers and wholesaler sales to hospitals; Sales data through 3PL; EDI data through Third Party Aggregator; Excel files from Consignor Channel. Prepare analytics for presentation to upper management.
  • Oversight of team to ensure Annual NABP Accreditation activities and compliance with ongoing state and federal for distribution licensure.
  • Ensure DSCSA compliance across all brands to meet federal milestone requirements.
  • Project manage new product launch activities, including coordination with cross-functional launch teams, channel partners and data partners.
  • Collaborate cross-functionally with departments such as Finance, Legal, Sales & Marketing, and Supply Chain to ensure effective business processes; Lead budgeting exercise and mid-year budget reforecasts for Trade department annual budget.
  • Oversight of internal team.  Work Instructions to ensure daily team activities are documented and updated periodically.
  • Ensuring that all interactions and engagements with internal and external partners are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with Company values.
  • Mentor and develop team members, fostering a culture of adaptability and agility. 

 

 

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

 

Principe Relationships:

Internal:

Sr. Director Trade Relations, Business Unit Heads, 3PL Operations Manager, Channel Analyst, Order and Customer Service specialist, Regional Sales Managers and Territory Sales Managers (TSMs), Finance team, Marketing, Manufacturing and Supply partners

 

External:

Distribution Channel Partners / Wholesalers and Distributor, Third Party Logistics Provider (3PL), Third Party data aggregator, Other outside vendors as needed

 

To be successful in this role, you should demonstrate:

  • At least 10 years experience in the Pharma Industry, and Previous Channel Management and 3PL vendor management.
  • Bachelor’s degree in Supply Chain, Business, Finance, or Health sciences preferred but not required.
  • High level user in Excel, PowerPoint and Word
  • Superior analytical writing and presentation skills with the ability to present data and findings, both orally and in writing, utilizing excel and other business intelligence platforms
  • Outstanding customer relationship, interpersonal, and communication skills with the established ability to collaborate and effectively work with diverse audiences and influence cross-functional and multi-disciplinary teams
  • Understanding of EDI datasets (852,867, etc.) and reporting platforms such as PowerBI
  • Able to perform all job responsibilities in a fast-paced environment.
  • Strong organizational and problem-solving skills, with high attention to detail required
  • Extensive experience managing Distribution activities at the Wholesale, Specialty Distribution and 3PL level of the Oncology and Movement Disorders and other SERB products and Channel Operations functions.
  • High level experience in 3PL order to cash pharmaceutical warehousing, distribution and financial services.  Strong understanding of complex customer account base and management of EDI and manual orders for specialty, high touch products.
  • Expert Project Management skills to ensure on time and accurate completion of daily activities, ad hoc projects and issue resolution.   Highly organized with strong attention to detail.
  • Extensive cross-functional collaboration with Finance & Accounting, Legal, QA, Supply Chain, Sales & Marketing, Contract Operations, and National accounts to ensure all business processes and requirements are defined and working effectively
  • Adapts to multiple demands, shifting priorities, ambiguity and rapid change; coaches team to be adaptable and agile and work cross functionally
  • This individual must have a firm grasp of the pharmaceutical industry and comprehensive knowledge of analytical techniques and report building of 852 and 867 data.
  • Excellent communicator with outside vendors

 

Company Benefits:
  • Vacation, Sick & Personal Time Off
  • Medical, Dental, Vision and other Voluntary benefits
  • Paid Parental Leave
  • Tuition Assistance
  • Discretionary Bonus Plan
  • Competitive 401(k)

 

 

Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.

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