Director, Trade Relations

About the Role

Responsible for the management and execution of Trade Relations for Tarsus portfolio of products. This position will provide strategic guidance and access expertise to various customer segments focusing on the distribution network. The individual will design and lead 3PL, distributor and pharmacy strategy and monitoring, while addressing complex field access challenges. This role will lead national level initiatives, evaluate existing data platforms, identify data enhancements, and synthesize information from available platforms to drive exceptional field & home office execution within the distribution network.  The role is responsible for ensuring patients start treatment with a focus on conversion, turnaround times, and positive access experience. This position collaborates with cross functional partners, including finance, supply chain, legal, compliance, sales, account manager team, marketing, and others, and will report to the Senior Director of Patient Services and Distribution.

Let’s talk about some of the key responsibilities of the role:

• Evolve and innovate distribution network considering business needs, gaps in service/support, or to address challenges.
• Leads distribution network including 3PL, Specialty Distributors and Specialty Pharmacies, in contract negotiations, strategy, business performance monitoring, ROI analysis and quarterly business reviews.
• Simplifies complex issues into solutions by working cross-functionally to improve the customer experience, educate providers on access and reimbursement requirements, coverage status, and payer navigation processes.
• Collaborates with field reimbursement leadership to identify pull-through opportunities and improve case management data and processes
• Identifies and conducts access analytics to highlight potential brand performance issues and clarify opportunities to improve performance and access.
• Develops and monitors KPIs, continually assessing impact and execution of access services & offerings including feedback from service users and internal stakeholders.
• Participates and presents updates to Senior leadership on distribution performance, metrics, and initiatives. Implements corrective and immediate action to address and overcome pain points.
• Develops awareness of market and government policy changes in collaboration with legal and compliance and implications across key stakeholders to help inform/update commercial strategies.
• Performs ongoing variance analysis to assess accuracy of distribution forecast and summarize key drivers for senior leadership.
• Supports analysis and recommendation for specialty pharmacy enhancement programs working closely with Finance partners.
• Serves as subject matter expert in preventing and addressing access and reimbursement issues through education and problem-solving.
• Attends professional, provider programs, and patient conferences, and keeps up to date on innovation and recommends ways to improve business.

Factors for Success:

• Master’s or other advance degree (MBA, PharmD, MD) in finance, health care, business administration or related preferred.
• 10+ years of relevant experience in Pharmaceutical Patient Access, Specialty Pharmacy, Distribution, National Accounts, Sales, etc. 7+ years of Access & Reimbursement experience (Distribution, Market Access, Patient Access).  An equivalent combination of relevant education and applicable job experience may be considered.

Must possess:

• Proven success in developing and executing strategy through understanding of the market and industry.
• Strong understanding of the US access environment, including distributors, pharmacies, reimbursement / co-pay support services, payer coverage, prior authorization process, pricing, patient support programs, field reimbursement specialists, etc.
• Ability to build and maintain relationships with Pharmacy, Trade, and other executives.
• Skilled at negotiating with business partners or management and influencing senior level leaders regarding matters of significance to the organization.
• Proficient at creating and communicating a clear vision among team members effectively aligning resources and activities to achieve functional area and/or organizational goals.
• Demonstrated ability to effectively communicate complex business challenges and data-driven recommendations to senior leaders.
• Experience leading a cross-functional team of colleagues without a direct reporting relationship.
• Ability to work effectively in a cross functional matrix environment.
• Good understanding of regulatory, legal, compliance requirements for success.
• Strong analytical abilities and project planning skills.
• Ability to effectively communicate in verbal, written, and presentation form.
• Ability to complete quantitative and qualitative analyses of complex strategic initiatives.
• Understanding of reimbursement methodologies utilized by commercial and government payers under pharmacy benefits.

A Few Other Details Worth Mentioning: 

• The position will be based in our beautiful Irvine office, complete with a courtyard, snacks, drinks, and occasional catered meals. We provide a hybrid work environment. For the right candidate, the position may be based remotely.
• We are passionate about our culture! Our Tarsans live our values of commitment to patients, empowerment to champion innovation, and teamwork to amplify impact!
• This position reports directly to our Senior Director of Patient Services and Distribution
• Some travel may be required – up to 20-40%

At Tarsus, we understand the importance of attracting and retaining top talent. The expected base pay range for this position is $191,200 - $267,800 plus bonus, stock equity, and comprehensive benefits. The base pay range reflects the target range for this position, but individual pay will be determined by additional factors such as job-related skills, experience and relevant education or training. Our benefits include health, dental and vision insurance benefits to ensure your well-being. We believe in work-life balance and offer generous paid time off, including vacation, holidays, and personal days. For more details regarding Tarsus benefits, please visit: https://alliantbenefits.cld.bz/tarsus2024BenSnapshot.

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