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Overview
The Director, Trade Accounts serves as the face of the organization, serving as the point-of-contact for assigned wholesalers, specialty distributors, specialty pharmacies, retail pharmacies, and other channel partners. This role will develop and execute trade strategies that ensure product availability, optimize distribution performance, support product and patient access, and align with corporate commercial objectives across the Infectious Diseases and Rare Disease portfolio at Shionogi , Inc.
This is a critical role within the Trade Relations and Patient Services Team and the Director, Trade Relations also serves a critical function for assigned accounts by seamlessly working cross-functionally across Market Access, Supply Chain, Finance, Pricing, Legal, Commercial Operations, and Brand Teams to maximize channel performance and support product launches and lifecycle management.
Responsibilities
Responsibilities
Strategic Trade Leadership
Influence and execute enterprise-wide trade and distribution strategies for assigned accounts across multiple business units (Infectious Diseases and Rare Diseases).
Implement channel design and optimization for specialty pharmacy, specialty distributor, retail, and wholesale accounts.
Identify emerging market trends and competitive trade dynamics impacting the trade channel
Account & Partner Management
Facilitate key trade-channel relationships.
Ensure Quarterly Business Reviews (QBRs) with major trade partners are conducted across assigned accounts.
Negotiate and operationalize distribution and service agreements for assigned accounts.
Manage performance metrics, inventory levels, service requirements, and contractual obligations for assigned accounts.
Distribution & Operations
Ensure compliance with Distribution Service Agreements (DSAs) via partnership with Trade Operations, Supply Chain and 3PL providers to mitigate shortages and improve service levels.
Financial & Commercial Leadership
In partnership with internal Finance and Trade Operations, Support Gross-to-Net (GTN) forecasting and financial planning, analyze trade-channel performance and profitability.
Identify opportunities to reduce operational costs and improve efficiency (evaluation of fees, service agreements, and distribution economics) across assigned accounts
Product Launch & Market Access Support
Engage in trade readiness activities for new product launches and embed within assigned accounts.
Collaborate across the Market Access organization (e.g., Payer, Pricing, and Patient Services teams) to ensure alignment of access strategies.
Design and implement distribution models that support commercial objectives and patient access for assigned accounts.
Analytics & Business Intelligence
Partner with Trade Operations and Commercial Operations team to further embed KPIs and maximize dashboards for Trade channel performance.
Utilize available internal systems, industry references, and trade reporting tools to inform decisions.
Partner with internal colleagues to maximize forecasting models and trend analyses to support executive decision-making for assigned accounts.
Leadership & Talent Development
Thrive within a culture of accountability, collaboration, and continuous improvement.
Minimum Job Requirements
Education
Bachelor’s degree in business, Supply Chain, Finance, Economics, Healthcare Administration, or related field.
MBA, PharmD, or other advanced degree preferred.
Experience
10+ years of pharmaceutical trade, market access, distribution, supply chain, specialty pharmacy, or channel management experience.
Demonstrated experience negotiating agreements with wholesalers, specialty distributors, and specialty pharmacies.
Significant launch experience and channel strategy development preferred.
Preferred Skills
Deep understanding of pharmaceutical trade channels and market access landscape.
Expertise in specialty distribution and specialty pharmacy networks.
Strong financial acumen, forecasting, and GTN knowledge.
Experience with IQVIA, SAP, JD Edwards, or similar ERP/reporting systems.
Excellent negotiation, presentation, and executive communication skills.
Ability to influence internal cross-functional stakeholders and external partners.
Success Measures
Product availability and channel performance.
Trade partner satisfaction and contract compliance.
Forecast accuracy and inventory management.
Successful product launch execution.
Achievement of distribution and revenue objectives.
Additional Information
The base salary range for this full-time position is $220,000 - $255,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role.
EEO
Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.
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