Trade Relations Manager

Business: Critical Care
Department: Sales
Location: Outside Sales
Travel: 30-50%

The Trade Relations Manager serves as the primary contact between Piramal Critical Care US and its wholesaler, distributor and alternate channel customers. This role is responsible for developing and maintaining strategic customer relationships. This individual will manage all activities related to the channel distribution as well as work cross functionally to assist in the contract management of all agreements.

• Effectively negotiates and manages day to day operations of Distribution Service Agreements with assigned accounts
• Cultivates relationships with wholesalers, distributors, and alternate channel account managers with an emphasis on full contract implementation
• Establishes and maintains strong relationships with key 3PL contacts to ensure efficient operations as it relates to trade
• Acts as the point of contact for assigned accounts to mitigate and resolve problems related to product inventory levels, product listing, data reporting, compliance, and downstream customer issues
• Communicates regularly with senior leadership to ensure alignment of wholesaler shipments vs budget (including order alignment with holidays and close of quarter)
• Collaborates with the US sales team to identify and target prospects
• Measures and monitors wholesalers, distributors, and alternate channel key contract terms with a focus on ensuring Piramal products are loaded correctly and stocked at all warehouses
• Manages wholesaler source programs and presents all contracting opportunities
• Conducts regular business reviews with wholesalers, distributors, and alternate channel customers
• Develops and negotiates contract terms and conditions
• Reviews, edits, and authorizes all contracts for approval by the Sr. Director of National Accounts
• Manages contract implementations with support from all company divisions including, but not limited to Finance, Supply Chain & Operations
• Assures goal driven customer service through constant communication and feedback (face to face visits, annual reviews, etc.)
• Resolves problems quickly and effectively
• Communicates contract updates within the company
• Reports sales and prospect pipeline data on a regular basis within the company
• Assists in training sales team within the company
• Develops and maintains a current understanding of the marketplace (i.e., market conditions, trends, and competitors)
• Evaluates competitive activity and identifies key opportunities to develop account objectives to increase sales, margin, and market share
• Participates in launch planning process and trade strategies for pipeline products that ensure product supply to end customer

Key Competencies (knowledge, skills, and abilities every person must possess to be successful)

• Highly self-motivated with the ability to work independently and collaboratively under changing conditions and strategies
• Task prioritization and efficient time management is needed
• Keen attention to detail
• Ability to present at a high level with strong verbal, written and presentation skills using clear and concise communication
• Consistently keep manager and the leadership team advised of activities, successes and challenges
• Significant knowledge and skills in selling techniques and customer relationship management
• Healthcare industry knowledge (acute & non-acute)
• Knowledge of Piramal Critical Care product portfolio including commercial information, contract terms and pricing
• Understanding of pharmaceutical sales and distribution process
• Superior information technology skills including a strong ability to utilize software applications such as CRM, PowerPoint, Excel, and Word
• Professional negotiation skills
• Budgeting and financial management knowledge and skills
• Ability to travel including valid driver’s licence and auto insurance (travel estimated at 30%-50% per month)

Education/Experience

• Bachelor’s degree required
• 2-3 years of wholesaler and distributor account management experience
• 3-5 years’ experience with the pharmaceutical industry; injectable preferred
• Field sales experience preferred
• Contract Negotiation Experience