Job Title: Director of Trade and Channel
Job Title: Director of Trade and Channel
Department: Market Access
Reports to: Head of Market Access
The Director, Trade & Channel manages and ensures seamless delivery of product to patients. The Director proactively designs and executes channel strategies that meet the needs of patients and caregivers. He/ She will manage corporate relationship with specialty pharmacy partners and oncology channel partners to support efficient access for Puma products and successful implementation of patient and HCP programs. He/she will also cultivate and maintain strong relationships on behalf of Puma with major state and national bodies that influence policy and access of oncology and specialty agents.
- Develops & implements oncology channel strategies that are configured to meet the needs of our patients, caregivers, payers, and distribution partners.
- Evaluates capabilities and selects in collaboration with cross-functional launch teams the appropriate specialty distributor, oncology GPOs and specialty pharmacy providers.
- Cultivates and strengthens trust-based business relationships with oncology institutions such as pathways providers, national and state level associations, oncology specialty provider organizations in order to advance Puma business priorities and improve access for Puma products
- Maintaining mutual compliance between SPs and Puma including tracking of performance metrics.
- Fostering relationships with SP partners and channel stakeholders (E.g. PCMA, Asembia etc.) to identify opportunities and anticipate market changes.
- Conducts regular business reviews to identify and provide updates on business opportunities.
- Actively manages ongoing partners and proactively adjusts as needed to ensure peak service level performance to meet our patientsí needs.
- May be required to call on key accounts during launch phase of commercialization of first product.
- Develops & negotiates bona fide service agreements with channel partners based on needs
- Conducts site of care needs assessment and designs and implements safe, reliable, and efficient solutions and partnerships.
- Works closely with legal, compliance and finance to ensure programs are based on best patient care, are compliant and fair market value assessments conducted.
- Leads the execution of market access account business plans in accordance with brand strategy in order to minimize barriers to access for the companyís first product.
- Coordinates activities with other functions such as sales, marketing, and medical affairs.
- Partners with peers, marketing, sales, and training personnel to; develop material or training tools, share information and implement strategies with channel partners.
- Leads cross-functional commercial initiatives as assigned.
- Ensures teamís compliance with legal and regulatory requirements with respect to market access and reimbursement.
- Manages timelines, costs, resources, and report status and progress plan to management. Identify and review resource requirements.
- Encourages ownership, accountability, initiative, and engagement within the entire team.
- Has excellent interpersonal, presentation and communication skills including leading or facilitating executive level discussions.
- Has a deep and broad understanding of SP processes, data sets and pharmaceutical regulatory requirements.
- Able to build strong trust based relationships with leaders and influencers in customer organizations.
- Demonstrated contract negotiation skills including achieving near-term and long-term objectives
- Has strong clinical, financial and analytical skills and acumen.
- Identifies issues and opportunities and uses robust analytical rigor to frame situations, make decisions and incorporate new perspectives and ideas.
- Exhibits both a long-term, strategic view of the business and a focus on driving immediate results.
- Develops solutions to overcome internal and external obstacles in the strategic planning process
- Is familiar with organizational structures and dynamics and can get things done through formal and informal channels.
- Understands and leverages roles and responsibilities of the cross-functional team to drive strategic imperatives, including Marketing, Medical Affairs, Sales and Commercial Operations.
This position may manage all employees of the department and is responsible for the performance management and hiring of any employees reporting to this role within that department.
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
The physical demands described are representative of those that must be met by an employee to successfully perform the primary functions of this position.
The physical demands of the office are normally associated with extended amounts of time sitting and using office equipment, including a computer, keyboard and mouse, which can cause muscle strain. While performing duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; and talk or hear. The employee must occasionally lift or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.
Position Type/Expected Hours of Work
This is a full-time position. Days and hours of work are Monday through Friday, 8:30 a.m. to 5 p.m. This position regularly requires long hours and may require weekend work.
Travel is primarily local during the business day, although some out-of-area and overnight travel may be expected. Travel may be required (up to 50%).
Required Education & Professional Experience
Preferred Education & Experience
- Bachelorís degree; MBA or other relevant advanced degree preferred
- Ten (10) plus years of Biotech/pharmaceutical trade and distribution experience working with specialty pharmaceuticals, oncology and rare diseases.
- Minimum of five (5) years of market access experience
- Minimum three (3) yearsí experience working with specialty pharmacy providers or limited distribution vendors in an account management capacity
Additional Eligibility Qualifications
- Oncology therapeutic market experience
- Previous experience working on a new product launches
- Experience in regional sales / account management position at a biotechnology or pharmaceutical company.
- Broad functional experiences in the US specialty market (particularly sales/sales management and/or marketing, pricing/reimbursement distribution/specialty pharmacy and/or policy/government relations and/or patient advocacy/professional relations).
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that ae required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Equal Opportunity Employer
Puma Biotechnology Inc is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, veteran status, marital status, or any other characteristic protected by law.
Back to Careers Page
Puma Biotechnology, Inc.
10880 Wilshire Blvd., Suite 2150
Los Angeles, CA 90024
Stacey Willard, Recruiting Manager