Director of Trade Relations

POSITION OVERVIEW

Medix Infusion is looking for an experienced Director of Trade Relations to fulfill an essential role in the innovation and implementation of the trade and distribution strategy for Medix Infusion. The individual selected for this role will negotiate contracts and maintain relationships with pharmaceutical manufacturers and will have accountability for developing and leading negotiations on trade contracts, with a focus on negotiating complex financial and contractual brand fee-for-service agreements.

The Director of Trade Relations will be responsible for developing business relationships with appropriate individuals within each Trade account. They will also be responsible for developing, maintaining, and executing Trade customer business plans that deliver on the distribution Agreements.

The Director of Trade Relations will report to the Chief Executive Officer and will be a critical member of the leadership team. We are looking for someone passionate about transforming health care, building, and growing an organization and collaborating on future innovation.

DUTIES and RESPONSIBILITIES

Own manufacturer negotiations and establish strong relationships across each account to effectively negotiate full-line wholesale contracts delivering financial value.

Develop annual account-level business plans with accountability for financial performance of each account.Ownership of accounts to manage current product and pipeline product to continually deliver the value proposition to manufacturing partners.Act as a strategic partner with manufacturer customers, cultivating executive relationships with decision makers.Understand customer processes and decision drivers as well as current and future needs.

Ownership for negotiating and redlining business terms within the full-line distribution contracts between Medix Infusion and the manufacturer and wholesaler accounts.

Ability to navigate high-valued financial negotiations. Strong financial acumen required, ability to develop financial analytics, understand P&L’s, cash flow and balance sheets.Collaborate internally with Procurement, Contract Compliance, Operations, Finance and other internal stakeholders.Remain tightly connected with key internal stakeholders such as Finance, Procurement and Operations and their activities, including supply chain optimization, operations, reporting, governance, and planning.

Responsible for effectively and compliantly engaging C-suite executives (external and internal), account business leaders, administrative personnel, and other decision makers within priority accounts to discuss, present, and negotiate pricing and contracting terms and conditions.

Develop and maintain a thorough knowledge of Medix Infusion functions, marketing and/or service policies and procedures.Conduct quarterly business reviews with key contacts.Develop verbal and visual value propositions for negotiations, internal approval protocols and issue resolutions.

Collaboratively manage contract performance, quality, availability, and financial goals and strategies.

Continually assess account on current contract performance, identify new opportunities to partner, continually engage with accounts across multiple levels to differentiate Medix Infusion as key leader within the healthcare marketplace.Collaborate internally with Pricing and Finance to evaluate and monitor contract value.

Closely align with Account Management team to support each account for contract implementation, product launch and over account service. Manage customer satisfaction and proactively resolve customer issues with manufacturers and wholesalers.

Support manufacturer accounts in navigating Medix Infusion.Proactively track and manage customer issues through resolution.Partner with Medix Infusion teams to collaborate on rebate analysis and rebate agreement process to ensure alignment with corporate goals, performance standards and expected outcomes.Work closely with Medix Infusion internal teams on internal formulary development.Represent Medix Infusion’s objectives and perspective to external partners (i.e., pharmaceutical manufacturers, clients, and others) and communicate to ensure understanding of mutual objectives.Negotiate and manage contractual agreements with wholesalers, distributors, and manufacturers.Build relationships with the major wholesalers and pharmaceutical retail chains to ensure that they are informed about the company's products and pricing.Support sales activities with wholesaler distribution partners to ensure effective and efficient distribution to the end-user customer.Exercise sound judgment and oversight to ensure integrity and compliance with company policies in all activities and communications.Adhere to relevant regulatory and compliance guidelines and Company policies.Attend/staff/participate in meetings and/or conferences as requested.

QUALIFICATIONS and SKILLS

Bachelor's degree in Business Administration, Marketing, Healthcare, or related field.6+ years of relevant experience including successfully developing sales/account management teams, contract negotiation, and redlining.Trade experience with a pharmaceutical company or distributor is a plus.Strong financial acumen and negotiations experience.Collaborative sales experience with demonstrated ability to work with customers to identify needs, evaluate and present opportunities and assist with navigating the decision process.Strong written, oral and presentation skills with ability to effectively communicate across multiple audiences at all levels.Demonstrated ability to build partnerships and influence in a cross functional, highly matrixed environment.Experience with contract management databases and/or Salesforce preferred.Strong business and financial acumen, with advanced proficiency in Excel and PowerPointStrong detail orientation and capability of gathering, conducting, and evaluating analyses of program performance, identifying points of improvement, and developing clear and compelling solutions and strategies from the findings.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those the employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Equal Opportunity Employer that Prohibits Discrimination and Harassment of any kind. The organization is committed to the principles of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.

Noise level in the work environment is usually moderateThe employee is exposed to outside weather conditions when traveling