Director/Sr. Director, Distribution & Trade Operations

Seattle, WA, United States
Mar 22, 2021
Required Education
Position Type
Full time
Director/Sr. Director, Distribution & Trade Operations

Omeros is seeking a Director/Sr. Director of Distribution and Trade Operations to lead the program implementation and account management for distribution of Omeros" commercial products across all therapeutic areas. Primary responsibilities will include the leadership of distribution and channel strategy management, strategic account planning, contracting and activities associated with getting Omeros' medicines to patients. In this role you will have responsibility for all Channels of distribution; wholesalers, specialty distributors, specialty pharmacies, third-party logistics service providers (3PL), and others.

As the leader of this job function you will work closely with the following cross-functional departments:

CMC and Supply Chain
  • Participate and influence the 3PL plan
  • Ensure that adequate supply of product is available at the chosen warehouse or 3PL
  • Proactively identify potential business issues and or supply chain constraints and manage any supply chain issues with internal resources
  • Closely monitor shipping to the network of distributors so that inventory levels meet demand and sufficient product resides within the Distribution Channel
  • Use data reports to monitor and provide updates throughout this process
Legal and Finance Departments
  • Create and implement SOP's for tracking chargebacks, returns according to policy, pricing and contract terms
  • Create and implement Distributor contracts and service agreements according to company strategies
Sales and Marketing and Market Access
  • Provide regular updates and quarterly business reviews
  • Coordinate with Sales, Market Access (Patient Support Services, PAP, Copay) Commercial Operations to ensure team members understand and have required information related to the distribution model
  • Participate in the development and execution of potential support programs for access to Omeros medicines (e.g. samples, free goods, returns, etc.)
  • Attend POA and National Sales meetings to provide training and presentations as needed
  • Work closely with Sales teams to troubleshoot problems and remedy issues
Good things are happening at Omeros!

Come and be a part of our Commercial Marketing Team!

Who is Omeros?

Omeros is a commercial-stage biopharmaceutical company committed to discovering, developing and commercializing small-molecule and protein therapeutics for large-market and orphan indications targeting inflammation, complement-mediated diseases, disorders of the central nervous system and immune-related diseases, including cancers. In addition to its commercial product OMIDRIA (phenylephrine and ketorolac intraocular solution) 1%/0.3%, Omeros has multiple phase 3 and phase 2 clinical-stage development programs focused on complement-mediated disorders and substance abuse. Omeros also has a diverse group of preclinical programs including GPR174, a novel target in immuno-oncology that modulates a new cancer immunity axis recently discovered by Omeros. Small-molecule inhibitors of GPR174 are part of Omeros' proprietary G protein-coupled receptor (GPCR) platform through which it controls 54 new GPCR drug targets and their corresponding compounds. The company also exclusively possesses a novel antibody-generating platform.

Essential Duties & Responsibilities:
  • Serve as Omeros' external point-of-contact for relevant issues, questions or other matters related to channel strategies and distribution networks
  • Partner with Senior and Executive Management, Finance and Sales Operations in the implementation of product channel strategies and modifications based on ongoing market dynamics. Includes continually reviewing existing programs and evaluating additional development as needed
  • Develop a triage process around distribution fulfillment concerns including a plan to remediate.
  • Lead the negotiation strategy and execution of channel contracts within the approved guidelines and terms
  • Develop long-term strategic and execution plans for the Trade and Channel accounts in support of business and brand and access objectives
  • Set appropriate metrics and KPIs (key performance indicators) to help monitor and measure performance of Omeros' distribution networks and agreements; ensures timely and appropriate business reviews are conducted with Trade and Channel partners
  • Participate in defining how PAP (Patient Assistant Program) will be fulfilled from a distribution standpoint in collaboration with Market Access and Commercial operations.
  • Work collaboratively with the patient reimbursement support services to ensure the processes are working in conjunction with distribution providers responsible for the back-end support.
  • Develop a mission and vision for Distribution and Trade Operations and measures and communicates the value and strategy to internal stakeholders
  • Collaborate and cultivate important and influential relationships with cross-functional business partners and stakeholders, including broader Managed Markets and the Product Brand teams
  • Work closely with CMC, Supply Chain, Regulatory, Legal and other stakeholders to ensure fully compliant contracts, practices, policies & procedures
  • Work closely with the Finance team to track costs and forecast operational expenses
  • Develop adequate Standard Operating Procedures to support distribution account management activities
  • Attend outside meetings or events, as appropriate, to stay abreast of national, local and/or regional changes, trends of other activities that may impact the channel strategy
  • Provide routine and ad hoc analyses and reporting and keeps key internal partners and stakeholders abreast of distribution trends
  • Maintain timely and effective communications with senior management on key trends and high-level performance of the distribution networks
  • Lead, sponsor or participate on initiatives from very small to large-scale, highly complex company critical projects
Education, Experience, Skills, and Knowledge Required:
  • A BS/BA degree with 12+ years of related experience in a channel and distribution environment within the biotech or pharmaceuticals industry; prior work experience within the Specialty Distribution industry is a plus
  • Previous account management experience, previous experience in contract designs, and negotiation with distributors is required; experience supporting managed care and sales teams is preferred
  • Experienced commercial leader within a pharmaceutical or commercial biopharmaceutical organization, with a diverse and broad set of functional expertise across managed markets organization
  • Must have an advanced understanding of various distribution models
  • Must be an excellent strategic thinker with ability to formulate, develop and execute strategy based on applied analytical skills
  • Strong knowledge of the commercial pharmaceutical market and its customers is required
  • Extensive knowledge of wholesaler, distributor, specialty pharmacy, customer (provider, payer) and pricing methods
  • Fundamental understanding of price and price reporting implications around distribution agreements (FMV, etc.)
  • Planning and business acumen
  • Demonstrated ability to recognize and interpret business issues/opportunities and make sound business judgments regarding solutions
  • Ability to leverage and optimize partnerships with other functions, including Information Technology, Operations, Legal, and Financial Planning and Analysis
  • Excellent analytical capabilities for business presentations and quarterly business reviews
  • Strong verbal, written and interpersonal skills with an emphasis on time management, follow-through, and issue resolution abilities
  • Excellent communication, written and verbal/presentation skills, in English, up, down and around the organization
  • Advanced knowledge of Microsoft Excel, PowerPoint and Word and third-party claim processing tools is required
Behavioral Competencies Required:
  • Ability to build strategic relationships and problem solve with Distribution Partners and other key internal and external customers
  • Ability to influence and negotiate with business partners, management and senior level leaders regarding matters of significance to the organization
  • Strong team player with demonstrated ability to build and maintain positive relationships with management, peers, and subordinates
  • Adept at creating and communicating a clear vision among cross-functional team members effectively aligning resources to achieve functional area goals
  • Ability to make decisions that balance a variety of factors to achieve optimal outcomes
  • Strong project ownership and sense of urgency to deliver best results on time
  • Proven track record of consistently meeting or exceeding results and/or other quantitative targets, as well as qualitative goals
  • Demonstrate confidence
  • Integrity and personal credibility
Other Requirements:
  • Ability to travel up to 50% of the time
If you have the experience, skills and knowledge we are seeking, we'd love to hear from you! This is an exciting opportunity for the right person!

Omeros is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, religion, color, national origin, sex, age, marital status, or any other factor determined to be unlawful by federal, state, or local statutes.

It is our policy to provide reasonable accommodation to anyone with a disability who needs assistance completing the job application process. If you need assistance, you can either send an e-mail to or contact Omeros, asking for Human Resources, at (206) 676-5000.