Distribution and Trade Lead

San Francisco, CA, United States
Dec 02, 2018
Biotech Bay
Required Education
Masters Degree/MBA
Position Type
Full time

Position Summary:

Global Blood Therapeutics is seeking an experienced leader to oversee our U.S. Distribution & Trade functions. This Director/Sr. Director position will report directly to the Chief Commercial Officer. This exciting role provides the opportunity to build, implement and oversee a best in class distribution and trade strategy for exciting product(s) for rare and orphan disease.

The Distribution & Trade Lead will leverage GBT's portfolio and his/her professional network to lead the development of all distribution and trade strategies related to making our products available to the patients that need them. This individual will be responsible for developing and overseeing all aspects of product channel strategy including engaging with specialty pharmacies and 3PL/wholesalers. This position will hire and manage a direct report to help accomplish the duties.

Essential Duties and Responsibilities:
  • Work cross functionally to determine the optimal strategy for distributing our products to patients. This includes assessing the unique aspects of SCD and developing a cohesive and clear strategy to ensure patients, especially in Medicaid, have appropriate access through our distribution partners
  • Partner with payer team lead to ensure distribution channel is cohesive with payer community
  • Recommend unique distribution models to support closed system health plan and federal payer needs
  • Develop and maintain relationships with specialty pharmacy partners before and after launch
  • Evaluate and determine the best trade strategies with 3PL/wholesalers for GBT and our patients. Execute this strategy to ensure adequate availability and support for our products throughout the channel
  • Represent the function and strategy within the cross functional launch planning team structure to ensure alignment, transparency and support
  • Develop informed, innovative and compliant agreements with specialty pharmacy partners to maximize the distribution of our products to patients
  • Partner with Managed Markets, Patient Support, Marketing and Sales to continually monitor, assess and evolve our distribution strategies and tactics to ensure objectives are met and exceeded
  • Identify, develop and execute on practical compliance/adherence and other patient support programs in conjunction with our Patient Support team that utilize our distribution and trade partners
  • Work with legal and other internal operations functions to draft, implement and execute on compliant contracts with key trade and distribution partners to ensure business objectives are met
  • Plan, lead and execute the Distribution & Trade functional business reviews
  • Work with channel partners to ensure proper purchasing, stocking, and inventory of GBT products to achieve corporate goals in a compliant manner
  • Monitor services agreements to ensure compliance and hold partners accountable to agreements. This includes monitoring customer contacts, service levels, service fees, 852 & 867 data and other business reports.
  • Develop and implement performance metrics and tools such as dashboards and communicate results internally
  • Partner with Patient Support and Managed Markets leadership to develop an appropriate return goods policy. Implement this policy within the distribution channel where necessary and monitor to ensure compliance and that appropriate objectives are met or exceeded
  • Continually monitor weekly sales to ensure purchases are aligned with demand and highlight any discrepancies to be investigated
  • Identify business opportunities in alignment with GBT values and mission.
  • Partner with government price reporting organization and finance to ensure distribution contracts and ensure compliance with current regulatory environment
  • Work cross functionally with manufacturing and quality team on chain of custody and inventory tracking with, or in absence of an ERP system


The successful candidate will have extensive product launch experience in the distribution and trade function. A strong working knowledge of/experience with successful distribution models for patients within the state Medicaid systems, and rare and orphan product launch experience is desired.
  • 7+ years of pharmaceutical/biotech experience
  • Significant Distribution & Trade strategy, leadership and execution experience
  • A track record of building and maintaining relationships with key stakeholders and Distribution & Trade partners
  • A keen sense of the policies, regulations and compliance areas that surround this function and will seek to keep the company and our customers safely within them
  • Experience with developing RFPs and leading fair market assessments
  • Account management and contracting experience
  • Proven ability to support financial reporting and an understanding of gross to net implications, of the chosen distribution model
  • Specialty oral product launch experience
  • Strategic thinker experienced in working with commercial and financially oriented issues
  • Demonstrated critical thinking skills and the ability to achieve results.
  • Experience hiring and developing successful people
  • Superior written and verbal communication skills
  • Bachelors' degree required and an advanced degree (e.g. MBA, RPh., PharmD) preferred
  • Able to travel 50-60% of the time to ensure appropriate representation with distribution and trade customers

Fit with GBT Culture and Values:
  • Ability to build strong relationships with co-workers of various backgrounds and expertise
  • Ability to function at a high level in a team setting whether leading the group or acting as an individual contributor
  • Values-based leadership consistent with GBT's Core Values
  • Excitement about the vision and mission of GBT
  • Flexibility
  • Integrity

NOTE: This position summary is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Global Blood Therapeutics is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or any other characteristic protected by law.