Senior Director, Lead for Distribution and Trade
General Scope and Summary
Sage Therapeutics is searching for a creative, resourceful, integrative thinker for an important role that is responsible for managing and ensuring seamless delivery of product to patients. This person will implement and oversee the distribution strategy for Sage across all US channels and have complete business ownership of trade accounts. The successful candidate must establish and maintain strong relationships with distribution partners and oversee distribution operations, ensuring that product reaches patients and providers efficiently, accurately, and cost effectively. They will need to scale and refine the distribution, pricing, and contracting strategies as appropriate with any future approved products and indication(s). This individual will work closely with Reimbursement and Patient Services, Marketing, Finance, Manufacturing and Supply Chain, Quality, and Field Sales and will be a key member of the Market Access team.
Roles and Responsibilities
Set strategic direction for the distribution channel strategy and coordinate with the team to foster and maintain relationships with our 3PL, Specialty Distribution partners, Specialty Pharmacy partners, and Home Infusion pharmacies.
Serve as primary contact for national and select regional trade partners and point person to Field Sales, National Accounts, and Patient Services.
Play a leading role in driving the successful commercialization of our products as the strategic and functional lead for US product distribution, partnering closely with Reimbursement and Patient Services to enable high quality product access to patients and providers.
Implement and update (as needed) the US Trade and Distribution business plan, ensuring execution of effective trade strategies and programs across multiple customer segments.
Manage 3PL (along with supply and finance) and specialty distributors and pharmacies to distribute product to relevant customer segments. Partner with Finance and Manufacturing and Supply Chain to oversee 3PL ordering process, manage distribution inventory, and lead overall distribution implementation and operations.
Assess opportunities for distribution network expansion and execute new and renewal contracts with trade partners.
Identify opportunities to enhance sales of products through trade and specialty channels.
Educate trade partners on product procurement and all processes around operational delivery of Sage therapies.
Educate trade partners on coverage and reimbursement related to Sage therapies.
Support issue resolution for trade partners, i.e. product procurement, product preparation and administration, payer coverage and reimbursement, etc.
Experience, Education and Specialized Knowledge and Skills
Must thrive working in a fast-paced, innovative environment while remaining flexible, proactive, resourceful, and efficient. Must have excellent interpersonal skills, the ability to develop important relationships with key stakeholders, good conflict management and negotiation skills, and the ability to analyze complex issues to develop relevant and realistic plans, programs, and recommendations. Must have a demonstrated ability to translate strategy into action, excellent analytical skills, and an ability to communicate complex issues in a simple way and to orchestrate plans to resolve issues and mitigate risks.
Bachelor’s degree required.
10+ years of experience in the pharmaceutical/biotech industry.
5+ years of experience in any of the Market Access segments of the business: reimbursement, health plans, distribution, physician networks, federal marketplace, and others.
Infusible and medical benefit experience required.
Up to 50% business-related travel.
Advanced degree (e.g. MBA, PharmD, MPH) preferred.
Experience building and managing distribution networks, including specialty distributors and specialty pharmacies.
Experience negotiating and managing complex contracts, building infrastructure to capture and report actionable performance metrics, and managing multiple partners to successfully achieve business goals.
Demonstrated track record showing high business impact via strategic planning and operational excellence.
Deep knowledge of US pharmaceutical channel dynamics, payer coverage and reimbursement environment, government policies pertaining to price reporting obligations, and contracting strategies.
Experience working with all levels of management and consulting with key business stakeholders. An ability to influence for greater outcomes.
Strong team player that has a customer service approach and is solution-oriented.
Attention to detail and the ability to work individually, within a multi-disciplinary team, as well as with external partners and vendors.
Motivated by patient focus, urgency, and personal commitment to high performance, results, and compliance. Possesses high integrity and exceptional work ethic.
Possesses strong written and verbal communication skills.
Embrace our Core Values: Put People First, Improve Lives, Cultivate Curiosity, Do Right, and Forge New Pathways.
Excitement about the vision and mission of Sage.
All Sage new hires will be required to provide documentation that they are fully vaccinated against COVID-19 or, if not, that they are legally entitled to an accommodation due to a medical condition or a sincerely held religious belief. Requests for accommodation will be considered on a case-by-case basis, and Sage will consider, among other things, whether the proposed accommodation would create an undue hardship.
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.
We value our relationships with professional recruitment firms. To protect the interests of all parties, and given the large volume of inquiries received from third-party placement agencies, we are not able to respond to all agency inquiries. We do not accept unsolicited resumes from any source other than directly from candidates for current or future positions. Submission of unsolicited resumes in advance of a signed agreement between our company and a placement agency does not create an implied obligation and, if an unsolicited candidate represented by a placement agency is hired, we are not obligated to pay a fee. Only approved recruitment firms will be allowed to provide services to Sage Therapeutics, Inc.