Director, Distribution and Trade

San Francisco, CA, United States
Aug 23, 2019
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time

Position Summary:

Global Blood Therapeutics is a clinical-stage biopharmaceutical company determined to discover, develop and deliver innovative treatments that provide hope to undeserved patient communities.

This Director position will report directly to the Distribution Trade Lead. This exciting role provides the opportunity to support, execute and manage a best in class distribution and trade strategy for exciting product(s) for rare and orphan disease.

The Distribution & Trade Director will leverage GBT's portfolio, expertise and his/her professional network relationships to implement and manage the distribution and trade strategies related to making our products available to the patients that need them. This individual will be responsible for managing and overseeing all aspects of product channel strategy including engaging with specialty pharmacies and 3PL/wholesalers in collaboration with the Distribution Trade Lead. This position will interact and collaborate with key internal and external stakeholders to help accomplish the duties.

Essential Duties and Responsibilities:
  • Work cross functionally to support the GBT strategy for distributing our products to patients. This includes understanding the unique aspects of SCD, our patients and developing comprehensive plan to assess and monitor our external partners to ensure patients, especially in Medicaid, have appropriate access and a positive patient journey through our distribution partners
  • Collaborate with the Patient Services, HUB and Payer Team to ensure the distribution channel is cohesive with the payer community and minimize any payer/PBM barriers for patient on-boarding and access to GBT products
  • In collaboration with key internal stakeholders and the Distribution Trade Lead, assess unique market distribution models to support closed system health plan, IDN and federal payer needs
  • Leverage past and current account relationships to develop and maintain collaborative, productive and enduring partnerships with specialty pharmacy, 3PL, and SD partners before and after launch of GBT Products
  • Proactively oversee the management of the day-to-day operations of Global Blood Therapeutics distribution and channel and continually monitor and provide recommendations to assure 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
  • Direct and implement distribution channel strategy improvements that increase service levels to end customers and patients; analyze program data and market dynamics and recommend programs to improve the overall platform for all customers
  • Bring an analytic rigor to the channel management function; assist the commercial business in making data driven decisions to improve access, sales and the patient experience
  • In collaboration with the Distribution and Trade lead, represent the function and strategy within the cross functional team structure to ensure alignment, transparency and support for new launch products and on-market products going forward
  • Assist the Distribution and Trade Lead in the development of informed, innovative and compliant agreements with specialty pharmacy partners, 3PLs and SDs to maximize the distribution of our products to patients while assuring a positive financial position
  • Partner with Managed Markets, Patient Support, Marketing and Sales to continually monitor, assess and evolve our distribution strategies, tactics and performance to ensure objectives are met and exceeded
  • In collaboration with the Distribution Trade Lead; identify, develop and execute an innovative practical compliance/adherence program and other patient support programs which align to our patient's needs in conjunction with our Patient Support team that utilize our distribution and trade partners
  • Work with legal and key internal operations functions to draft, implement and execute compliant contracts with trade and distribution partners to ensure business objectives are met
  • Plan, schedule, lead and execute the quarterly external partner SP, 3PL and SD Business reviews to assure full program compliance and proactively identify opportunities to support the growth and sustainability of the GBT product portfolio
  • Collaborate with the Distribution Trade Lead to develop and present the Distribution & Trade functional business reviews to key internal stakeholders and business units
  • Work with channel partners to ensure proper purchasing, stocking, and inventory of GBT products to achieve corporate goals in a compliant manner while assuring no interruptions in patient's access to GBT products
  • 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
  • In collaboration with the Distribution Trade Lead, develop and implement distribution channel performance metrics and tools such as dashboards and communicate results internally
  • Partner with Patient Support and Key GBT internal teams to assure partner compliance with the GBT 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 to assure market availability of GBT products
  • In collaboration with the Distribution Trade Lead, 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
  • Collaborate with key GBT internal stakeholders, contracted data aggregator and external distribution channel partners to assure data collection, reporting and aggregation is valid and any issues are resolved in a timely manner to assure business continuity


The successful candidate will have extensive product launch experience within the Rare and Orphan drug market with respect to the distribution and trade function. A strong working knowledge and 10-15 years industry experience of working in the pharma/biotech space, with at least 5+ years working with wholesale/specialty distributors and specialty pharmacies, specifically setting channel strategy and pulling through contracts with successful distribution models for patients within the state Medicaid systems, Commercial and Medicare.
  • 10-15 years of pharmaceutical/biotech experience with a focus on Rare Orphan products
  • Experience with the Hematology therapeutic area is desired
  • Significant Distribution & Trade strategy, leadership and execution experience
  • A track record of building and maintaining relationships with key stakeholders and Distribution & Trade partners. Outstanding relationships with channel partners, pharmacy customers, and service vendors
  • 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
  • Extensive account management and contracting experience within the Specialty Distribution, 3PL and Specialty Distributor arena
  • 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
  • Proven ability to work in a fast paced, collaborative, engaging and results driven organization.
  • Superior written and verbal communication skills
  • Bachelor degree required and an advanced degree (e.g. MBA, R.Ph., PharmD) preferred
  • Able to travel 50-60% of the time to ensure appropriate representation with distribution and trade customers

Fit with GBT culture:
  • 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.