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Executive Vice President – Trade Relations

Job Description:

  • 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).
  • 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.
  • 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.
  • 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).
  • 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.

Requirements:

  • 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.

Benefits:

  • competitive pay
  • robust benefits
  • genuine opportunities for career advancement
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