Senior Director, Contract Marketing (Distributor Contract Relations)

The Senior Director, Distributor Contract Relations is a strategic leader responsible for the overall management, direction, and execution of Pharmaceutical & MedSurg reporting distributor agreements, alternative channel partnerships as well as house accounts (as defined). Serving as the primary liaison, this individual plays a critical role in fostering and sustaining high-value partnerships that drive business growth. With a focus on optimizing new and existing reporting distributor relationships in the targeted markets, the Senior Director collaborates cross-functionally to develop and execute negotiation strategies, ensure seamless agreement execution, and expand market opportunities through innovative channel solutions. This role will also support national wholesaler activities as needed and in coordination with our head of Trade Relations.

Responsibilities

• Responsible for understanding growth strategies of the business and foster Pharmaceutical and MedSurg reporting distributor partnership opportunities that align with business goals. Present new areas for strategic growth to commercial leaders.
• Collaborate with the U.S. sales team to identify opportunities and develop contract strategies for successfully onboarding potential new distributor clients.
• Responsible for vetting all new Pharmaceutical and MedSurg reporting distributor inquiries/interests in accordance with internal company policies.
• Develop and maintain strong relationships with key accounts while actively driving the execution of strategic opportunities.
• Responsible for drafting, negotiating, and finalizing all Pharmaceutical and MedSurg reporting distributor contract terms and conditions. Work collaboratively with internal stakeholder to review, edit and secure approval for contracts.
• Analyze and evaluate key contract terms for channel partners, serving as the subject matter expert on acceptable business terms and contractual obligations. Identify and escalate material exceptions to appropriate party (e.g. legal, compliance, finance).
• Prepares account strategy, tactics, and KPIs for assigned accounts. Anticipate the consequences in developing a contract strategy, and review as appropriate with internal stakeholders to gain acceptance.
• Manage house accounts including wholesaler/distributor sourcing programs (or as defined from time to time) and present opportunities.
• Oversee daily operations of distribution service agreements with assigned accounts.
• Collaborate closely with legal and finance teams to stay ahead of evolving regulations and ensure compliance with internal company policies and external regulatory requirements.
• Works closely with key stakeholders (supply chain, finance, customer service) to address and resolve issues related to inventory levels, product listings, data reporting, contract eligibility, chargeback discrepancies, compliance, and any other downstream concerns that arise from the U.S. sales team or customer.
• Oversee contract implementation to ensure and confirm accurate set up with sales and customer, working with finance, contract administration and membership to resolve any concerns.
• Properly manages customer expectations and ensure excellent service through continuous communication and feedback, including in-person visits and regular business reviews
• Resolve issues promptly and effectively.
• Stay informed about market trends, conditions, and competitors.
• Assess alternative channel partnerships that challenge and redefine the existing business model.
• Analyze competitive activity and identify opportunities to enhance sales, margins, and market share.
• Contribute to planning processes for new product launches and distribution strategies to ensure end-customer supply.
• Participates at conferences, national tradeshows, and other customer related events.
• In collaboration with SVP, Commercial Operations, supports the development and execution of departmental strategies and decisions regarding daily business functions and ad-hoc projects.
• This role does not have any direct reports but will need to work in a matrix management environment to manage project deadlines and provide frequent updates to key stakeholders on deliverables.
• Mentor and coach other employees in department.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.
• As part of Top Management, you have the overall responsibility and accountability for all aspects of the Health, Safety, Environment, Energy, and Quality Management Systems, including the following:
• taking overall responsibility and accountability for the prevention of work-related injuries and ill health, the protection of the environment, as well as the provision of safe, harmless, and healthy workplaces, ensuring that the Health, Safety, Environment, Energy, and Quality Management Systems’ policies and related objectives are established and are compatible with the strategic direction of the organization.

Requirements

• Bachelor’s degree (master’s or advanced degree preferred).
• 12 years of relevant experience in healthcare or related industry (Generic and/or Brand pharma preferred).
• 5 years of relevant experience in Trade Relation/Distribution or Commercial Contracting or Sales required.
• Highly self-driven, capable of working independently and collaboratively in dynamic conditions.
• Able to manage and prioritize multiple complex projects with demonstrated time management skills.
• Exceptional attention to detail.
• Executive level communication and presentation abilities, both written and verbal.
• Proficiency in relationship and account management.
• Strong team player that is solution oriented and can build influential relationships with both internal department and external customers.
• Exercise sound business judgement, confidentiality, and discretion in business relationships.
• Demonstrated ability to pivot solutions based on shifting market landscape.
• Strong project management, vendor management, people management, problem-solving, presentation, interpersonal, negotiation, decision-making and analytical skills required
• Strong presentation skills accompanied with exceptional interpersonal and communication skills (verbal and written).
• Intermediate to advance skillset with Microsoft Office (Word, Outlook, PowerPoint) and familiarity with Customer Relationship Management (CRM) tools (SalesForce.com).
• Ability to travel by car, public transportation (i.e., airline travel); Travel requirement of approximately 15% (overnight travel will vary depending on business need).
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to collaborate effectively with internal and external business contacts while conveying a positive, service-oriented attitude.
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• Ability to work flexible hours and weekends to meet business/customer needs.

Additional Information

Salary Range: $200,000 - $230,000 per year

Position is eligible to participate in a bonus plan with a target of 22% of the base salary. Position is also eligible to participate in our medium-term incentive plan. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.