Executive Vice President, Trade Relations

WHO WE ARE
At Polaris Pharmacy Services, we’re more than a pharmacy — we’re a dedicated partner in care, transforming how patients experience long-term, post-acute, correctional, PACE, and specialty pharmacy services. As industry leaders, we’re raising the bar for quality and coordination across all sites of care, ensuring every patient receives seamless, compassionate, and expert support.

 Founded in 2015, Polaris is proud to be locally and independently owned, with a growing national footprint. Our team thrives in a mission-driven environment where innovation meets purpose, and every role contributes to making a real impact. We offer more than just a job — we provide competitive pay, robust benefits, and genuine opportunities for career advancement.

If you're passionate about shaping the future of pharmacy and making a difference in the lives of those who need it most, we invite you to grow with us.

The Executive Vice President of Trade Relations is a senior executive responsible for leading the organization’s overall trade strategy, manufacturer relationships, and contract economics across the LTC, Specialty, and AIC lines of business. This individual will own the end-to-end trade relations function — including manufacturer contracting, rebate and fee-for-service negotiations, and limited distribution drug (LDD) access, while partnering closely with clinical operations, finance, supply chain, and business development to maximize profitability, drug access, and market competitiveness.

This role requires a strategic dealmaker who understands the distinct economics and regulatory nuances of institutional pharmacy, specialty pharmacy, and infusion/alternate-site care, and who can represent the enterprise credibly with manufacturer C-suites, GPO leadership, and industry trade groups.

Trade Strategy & Manufacturer Relations

• Develop and execute the enterprise-wide trade relations strategy, aligning contract structures with corporate growth, margin, and access goals across all three lines of business.
• Serve as the primary executive relationship owner with pharmaceutical manufacturers, and biotech partners negotiating direct contracts, rebates, chargebacks, and fee-for-service agreements.
• Lead pursuit and retention of limited distribution drug (LDD) and limited network specialty agreements critical to specialty and AIC growth.
• Represent the company at manufacturer business reviews, trade conferences, and industry forums (e.g., Asembia, NASP, PCMA, NICA, LTC-100).

Cross-Line-of-Business Contract Management

• Oversee trade contract portfolios distinctly tailored to LTC (institutional formulary, consultant pharmacy dynamics), Specialty (payer/PBM network access, hub services, LDD), and AIC (infusion suites, home infusion, site-of-care economics).
• Ensure contract compliance, accurate rebate reconciliation, and timely realization of negotiated economics in partnership with Finance.

Financial Performance & Analytics

• Own the trade relations P&L contribution, setting annual targets for rebate income, cost of goods improvement, and contract-driven margin expansion.
• Partner with Finance/FP&A to forecast trade revenue, model contract scenarios, and report performance to the executive team.
• Identify and close gaps in rebate capture, tier compliance, and underutilized contract terms.

Cross-Functional Leadership

• Collaborate with Supply Chain on purchasing strategy, inventory positioning, and distributor relationships.
• Partner with Business Development and Payer Relations teams to align trade terms with new client acquisition and network strategy.
• Work with Clinical/Pharmacy Operations to ensure formulary, utilization management, and adherence programs support contract commitments (e.g., market share thresholds).

Team Leadership

• Build, mentor, and lead a high-performing trade relations team, including manufacturer contract managers and rebate/analytics staff.
• Establish scalable processes, playbooks, and governance for contract negotiation, approval, and lifecycle management.

Required

• Bachelor’s degree in business, finance, healthcare administration, or related field (MBA or advanced degree preferred).
• 10+ years of progressive experience in pharmaceutical trade relations, manufacturer contracting, or pharmacy business development, with 5+ years in a senior leadership role.
• Demonstrated experience negotiating manufacturer contracts, rebates, and GPO agreements within pharmacy, PBM, or specialty/infusion pharmacy settings.
• Deep understanding of at least two of the following: institutional/LTC pharmacy, specialty pharmacy, home/alternate-site infusion.
• Established relationships with pharmaceutical manufacturers, GPOs, and/or wholesalers.
• Strong command of pharma pricing structures (WAC, AWP, 340B, best price, chargebacks) and regulatory considerations (AKS, Stark Law, Medicare Part B/D).
• Executive presence with proven ability to negotiate and present to C-suite stakeholders internally and externally.

Preferred

• Experience across multiple pharmacy lines of business (LTC, specialty, infusion) within a single organization.
• Track record of building or scaling a trade relations function.
• Familiarity with limited distribution drug (LDD) networks and specialty pharmacy accreditation requirements (URAC, ACHC).

Internal: CEO, CFO, COO, VP Supply Chain, VP Clinical Operations, EVP Payer/Network Relations, Legal/Compliance

External: Pharmaceutical manufacturers, GPOs, wholesalers/distributors, industry associations

• Consolidated, enterprise-wide trade strategy across LTC, Specialty, and AIC with clear governance.
• Measurable improvement in rebate capture and contract compliance.
• Expanded LDD/limited-network access supporting specialty and AIC growth.
• Strong, documented relationships with top-tier manufacturers and GPO partners.