Trade Account Associate Director

Job Description

The Trade Account Associate Director, will be responsible for executing and managing Vertex's distribution strategy with accounts and executing/maintaining a combination of Specialty Pharmacy Master Service Agreements (MSAs), Enhanced Service Agreements (ESA), Retail Stocking Agreements (RSA), and Distribution Service Agreements (DSA) in the U.S. This individual will play an integral role in the sale and distribution of Vertex's commercialized products and the tactical execution of new product launches and/or label expansions. The qualified candidate will serve as the lead point of contact for account management activities within the Vertex Trade &Distribution network of National and Regional channel partners of Full Line Wholesalers (FLWs), Specialty Distributors (SDs), Specialty Pharmacies (SPs)and Retail Chains and Independent Community Retail Pharmacies. The TAD will ideally possess a broad network of relationships within Trade/Distribution accounts. Role requires strong collaboration with members of Market Access, Sales & Marketing, Guidance & Patient Support (GPS), Global Insights Analytics and Commercial Operations (GIACO) , Accounting, Legal, Medical, Finance, Data Technology and Engineering ((DTE), Government Affairs and Patient Advocacy, Regulatory, Quality, and Commercial Manufacturing and Supply Chain (CMSC).

To effectively perform the duties of this position the candidate should have a strong understanding of pharmaceutical distribution business models, Trade channel data, and healthcare access and reimbursement.

Primary Responsibilities

• Lead all activities related to the engagement and account management of assigned accounts i.e., national/regional wholesalers and distributors and/or national specialty and retail community pharmacies. Negotiate, implement and manage Specialty Pharmacy Master Service Agreements (MSAs), Enhanced Service Agreements (ESA), Retail Stocking Agreements (RSA), and Distribution Service Agreements (DSA) with Trade accounts
• Develop long term strategic business relationships with key decision makers within U.S. Trade & Distribution accounts and healthcare distribution industry.
• Ensure comprehensive knowledge of Vertex MSA/DSA's contractual components and manage to KPI goals as tracked and measured by scorecards, channel reports, CRM entry, and/or analytics dashboards.
• Effectuate an "above the agreement" positive customer experience and efficient issue resolution through relationship management and resource utilization
• Coordinate new product launches to ensure launch preparedness within assigned accounts. Lead account training initiatives as applicable to compliantly educate appropriate account work team(s) , strategically deploy resources (marketing and Vertex personnel resources) to support discussion and inquiries related to products, stocking and availability.
• Ensure on-time and complete delivery of channel data in agreed upon format for established data sets i.e., 844, 845, 849, 852, and 867. Lead the resolution of all data and reporting issues within the channel in timely fashion i.e., purchasing trends, class of trade integrity, and days of inventory on hand.
• Analyze trade channel data/reports to support appropriate product supply, monitor inventory reports and leverage custom data offerings to identify customer purchase patterns and channel trends.
• Develop strategic business plans supporting corporate and account priorities. Conduct regular business reviews Collate functional partner inputs, build timely content to drive partnerships leveraging Vertex resources, sharing initiatives and relevant business objectives. Provide market updates to commercial leadership. Communicate account performance broadly with key internal stakeholders.
• Develop data-driven business cases to support account-level rationale to pursue compliant enhanced services or resolution to one-off account scenarios, such as shortage claims
• Identify new strategic opportunities and lead related efforts to partner across channels i.e., hospitals, retail community pharmacy, GPOs and appropriate internal Vertex account teams i.e. IDN Sales, ARL and Payer teams.
• Provide compliant knowledge and leadership to functional area partners, Vertex Sales, Market Access and Patient Services teams. Work collaboratively to educate and inform on distribution practice, purchase insights and 340b program eligibility.
• Partner with Trade and Distribution team and functional business partners to develop distribution strategy for future pipeline in new therapeutic areas, support Vertex's understanding of distribution capabilities, market expertise and differentiation. Provide input and support for decisions related to:
  • Composition of distribution network
  • Requisite services provided by various wholesalers, specialty pharmacy, retail pharmacy chains, and specialty distributors
  • Innovative ways to engage with distributors and retail community pharmacy
  • Class of Trade capabilities i.e., distributors, pharmacy, GPOs and IDNs

• Provide updates and recommendations for organizational preparedness of DSCSA related legislation (serialization). Support compliance with appropriate government regulations within distribution practices.
• Exercise sound judgment in all activities to ensure integrity and compliance with company policies. Promote Vertex core values, leading by example, developing and fostering exceptional collaboration and promote enterprise thinking to drive breakthrough results

Minimum Qualifications

• Pharmaceutical/Specialty/Biotech industry commercial experience with at least 5+ years of experience working with wholesale/distributors, specialty pharmacy, or other Trade account management.
• Experience with any combination of prominent Trade Accounts in the rare and orphan, general medication, and/or cell and gene therapy, and specialty spaces, such as, but not limited to: Walgreens, CVS, Accredo, Acaria, Optum Specialty Pharmacy/Frontier Therapies, Maxor, Orsini, PantherRx, health system specialty pharmacies, the various segments of McKesson, Cencora, Cardinal, regional distributors, and regional retail pharmacies.
• Experience driving complex contract negotiations with proven track record of success.
• Previous experience managing national or regional pharmacy or distribution accounts
• Ability to network and develop new relationships with trade accounts of all segments
• Relevant experience with distribution networks, new product launches, trade processes, and understanding of pharmaceutical supply chain.
• Understanding of the pharmacy reimbursement environment.
• Excellent analytical skills with solid understanding of Trade channel data.
• Strong understanding, current working knowledge of medical and pharmacy benefit dollar flows, healthcare policy topics.
• Outstanding interpersonal, oral and written communication skills. Ability to influence stakeholders at all levels of the organization.
• Proactive communications, attention to detail, self-motivated.
• Highly organized with strong project management skills.
• Demonstrated ability to collaborate effectively.
• Possess a working understanding of compliance with FDA regulations governing pharmaceutical marketing and the PhRMA code for HCP interactions.
• Bachelor's degree: MBA or PharmD preferred.
• Valid drivers license
• Ability and willingness to travel up to 50% of the time.

Desired Qualifications

• Experience with cell and gene therapies, the pain management market, and/or Cystic Fibrosis or other rare/orphan therapeutic areas

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Company Information

Vertex is a global biotechnology company that invests in scientific innovation.

Vertex is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person's race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Vertex is an E-Verify Employer in the United States. Vertex will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the recruiter or hiring manager, or contact Talent Acquisition at ApplicationAssistance@vrtx.com