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IBSA USA · 3 days ago

Senior Trade Manager

Parsippany, NJ

Full-time

Hybrid

Mid, Senior Level

4+ years exp

IBSA USA is seeking a Senior Trade Manager as a critical member of their Market Access team. This role involves supporting trade and channel strategies for both inline and pipeline products, collaborating with internal and external partners, and developing trade and access strategies for future products.

Pharmaceuticals

Responsibilities

Develop product-specific trade strategies and tactics for traditional drug wholesalers, hybrid distributors, independent pharmacies, chain drug, food/drug and other retailers in conjunction with the Director of MA and other internal stakeholders

Develop and execute copay savings programs to maintain patient access, reduce Rx abandonment and maximize patient LOT while supporting annual GTN goals

Develop integrated IBSA Direct program with SPs and internal stakeholders. Track specialty pharmacy performance: Rx abandonment, time-to-fill, PA success rate etc. and communicate to internal stakeholders. Recommend strategies to improve pharmacy and program performance

Manage Cash Voucher and hybrid programs (GoodRx, Cost Plus etc.)

Review wholesaler and distributor inventory levels, service levels, days-on-hand, and other metrics. Recommend actions to optimize wholesaler/distributor performance

Liaise with external and internal partners to design and execute new product launch plans, ensuring that all trade-related launch deliverables are completed on time

Shape, inform and coordinate RFP processes to identify and engage prospective channel partners needed to launch new products

Manage PAP Program

Manage GPO relationships (Premier, Vizient, MHA, etc.)

Manage Fingertip Formulary program including program tracking, training and communication for field sales

Support gross-to-net (GTN) modeling for existing and new products leveraging knowledge of trade channel economics to develop brand WAC pricing and access program recommendations for management consideration

Participate in sales training programs including Initial Sales Training (IST), the IBSA annual sales meeting (NSM) and POA meetings

Provide insights and strategic analysis to support current IBSA Portfolio products, future launch brands and business development cases

Support IBSA sales team in understanding business opportunities for current IBSA portfolio and launch brands

Partner with US Commercial Team (Sales, Marketing, Sales Operations) to pull through initiatives that align to the annual Strategic Brand Plans

Qualification

Pharmaceutical sales experienceHealthcare trade channelsCustomer negotiationFinancial analysisContracting activitiesMS Office proficiencyOral communicationWritten communicationInterpersonal skillsTeam player

Required

Bachelor's degree (4 years B.A., B.S. or equivalent) from an accredited institution

Minimum of 4 years' experience in pharmaceutical and/or health care sales

Experience with various healthcare trade channels (retail pharmacies, specialty pharmacies, independent pharmacies, VA/DOD, GPO etc.) and familiarity with various payment models (PBM, DTP, buy-and-bill, Medicare Parts B and D)

Experienced in customer negotiation, financial analysis, and execution/ implementation of contracting activities

Team player willing to “roll up his/her sleeves” with excellent oral (presentation and communication), written, and interpersonal skills

PC skills required; MUST be proficient in MS Office, including Word and Excel, PowerPoint, Microsoft Teams, Zoom

Other Duties assigned as needed