Job Summary:
The Director/Sr. Director, Trade and Distribution will manage and measure the execution of the Evofem Bioscience, US. Distribution Strategy and achieve corresponding support/service objectives for assigned wholesale, retail, mail order and specialty pharmacy customers. This position is also responsible for developing and leveraging innovative industry-leading customer service capabilities with two possible direct reports depending on customer needs.
Job Responsibilities:
• Act as account lead and manage relationships for wholesale retail and select mail order customers.
• Collaborate with key internal teams including 3PL relationship, Supply Chain, Finance, Market Access Account Team, Marketing, Sales and Legal etc.
• Negotiate and manage the contractual agreements with wholesalers (DSA/IMA), 3PL, and/or Specialty Pharmacies.
• Develop a functional business-to-business relationship to assist in driving sales.
• Lead strategic plan development for strategy for new product launches
including resources required to achieve target objectives.
• Actively participate in cross-functional efforts to address broad-based customer service needs and ensure implementation of solutions.
• Develop and execute account-based product distribution / new product launches and inventory management plans aligned to current and future brand strategy, including gross/net financial goals.
• Secure customer agreements that will maximize the lifetime value of each prescription generated through:
o Lead Inventory Management and Relationships with all Direct
Wholesalers/Customers.
o Retail Compliance & Persistency Solutions
o Transaction Based Data Analytics and Evidence Generation.
o Innovative product distribution models.
o Other wrap-around services (e.g. patient education, benefits
investigations).
o Manage pricing actions with customers and Compendia.
o Responsible for the 3PL day to day operations.
o Manage the returns from customers; identify any variances from
expected levels of returns and recommend any changes needed to
Returned Goods Policy.
o Coordinate with Supply Chain on their management of product shipment logistics, inventory levels, and other related issues relating to the distribution center; act as the point person in the relationship with our 3PL
o Ensure data integrity and adequate data flows between the company and distribution vendors and trade partners; develop and disseminate
distribution related analytics and reporting to ensure accurate information and timeliness.
o Work with external vendor to keep all our state distribution licenses
current.
o Develop distribution related policies and procedures including but not
limited to orders, returns and inventory.
o Manage and monitor the Trade budget, including promotional spend.
o Ensure targets are met with minimal over/underspendingm.
Competencies:
• Business Acumen
• Negotiating / Influencing
• Analytical
• Action Oriented/Drive for Results
• Organizationally savvy
• Comfort around higher management
Education and Qualifications:
• Bachelor’s degree or MBA preferred
• 10+ years pharmaceutical industry experience working with wholesale/distributors;
strong understanding of typical functions and procedures
• Strong understanding of Trade processes and pharmaceutical regulatory requirements; experience working with a sales force.
• Ability to build relationships and expand Evofem Biosciences presence with wholesaler/distributors and retails customers;
• Experience managing budgets and expenses; knowledge of financial statements and budget management. Able to build business case for any proposed initiatives and present to upper management.
• Experience in working with both retail and specialty products, devices etc.
• Ability to travel extensively
• Demonstrated contract negotiation skills
• Strong analytical, strategic and influencing skills
• Ability to develop accurate short- and long-term plans, forecasting, and business analysis.
Travel:
• 60%-70% domestically