Associate Director, Trade & Customer Management (Remote)

Overview

Entrepreneurial Spirit, Rooted in Tradition. Mitsubishi Tanabe Pharma America, Inc. (MTPA) is a U.S. subsidiary of Mitsubishi Tanabe Pharma Corporation (MTPC) in Japan, which touts a storied reputation more than 300 years in the making. Our parent company - one of Japan’s most respected - is a research-driven pharmaceutical company that has tirelessly pursued medical breakthroughs with global reach. MTPC has discovered and produced several first-in-class medicines for serious diseases, including multiple sclerosis (MS), diabetes mellitus (DM), amyotrophic lateral sclerosis (ALS), and is currently developing medicines in  Neurology in Parkinson’s (PD), Spinal Cord Injury (SCI), and in high unmet areas in Immunology and Oncology.

MTPA is rapidly expanding its operations across all functional areas. MTPA’s commitment to patients and their communities continues with a robust late-stage pipeline of investigational treatments for difficult-to-treat diseases and commercializing products with significant unmet medical needs in North American markets.  In the United States, MTPA launched rare disease treatments including RADICAVA® (edaravone) injectables in 2017 and RADICAVA® (edaravone) oral suspension in 2022.  The company handles research, clinical development, sales, marketing, medical affairs, supply chain, and business development functions.  MTPA is dedicated to improving the treatment environment for those with debilitating diseases, researching on real-world evidence, and creating hope for all facing illness. 

This role will support and assist in developing and executing MTPA distribution and channel strategies to achieve contracting, access, and performance objectives with assigned specialty distributor and specialty pharmacy accounts. The Associate Director of Trade will collaborate with members of Supply Chain, Commercial, and corporate functions to achieve individual, group, and organizational goals.

Responsibilities

• Collaboration and Execution: Lead and advance strategic relationships with assigned specialty distributor and specialty pharmacy customers. Collaborate with home office teams (e.g., Supply Chain, Finance, Forecasting, Market Access, Marketing, Sales Operations, and Legal) to address broad-based customer needs and channel challenges and ensure timely implementation of solutions.
• Strategic implementation and execute channel and account-based product distribution models aligned to Brand strategy, Market Access, and financial goals.
• Negotiation: Negotiate Trade account agreements that secure favorable market aligned terms, conditions, and fees for MTPA and its products while ensuring optimal patient, HCP, and pharmacy experience when sourcing MTPA medications. Examples of Trade agreements include:
  • Distribution Service Agreements with Distributors
  • Direct Purchasing Agreements with Specialty Pharmacies
  • Master Service Agreements and Work Orders with Specialty Pharmacies and other vendors
• Innovation: Work directly with key customers, vendors, and internal stakeholders to identify new ways of addressing channel challenges and create win-win-win value for MTPA, the account, and the patient and their provider. Develop targeted channel solutions in the areas of:
  • Order fulfillment and transportation models
  • Alternative distribution methods (e.g., direct distribution, drop-ship, other)
  • Limited or exclusive Specialty Pharmacy arrangements
• Fluent in data management, collecting, analyzing, and interpreting.

Qualifications

• Bachelor’s degree required. Preferred major in sales, marketing and/or relevant healthcare related area
• 7+ years of demonstrated experience and proven success in Biotech/Pharmaceutical industries or Specialty Pharmacy having worked in Sales, Category Management, Managed Care, Marketing, Trade, Supply Chain, or similar environments required.
•  Understanding of Specialty Distribution and Specialty Pharmacy marketplace preferred
• Oral and infused experience preferred.
•  4+ years managing large national accounts in biotech / pharmaceutical industries preferred.
• Experience with Specialty Pharmacy data analytics
• In-depth understanding of the functions and procedures of distribution channel, wholesalers and specialty pharmacy, including physician buy and bill reimbursement models.
• Strong understanding of payer market and payer dynamics, both commercial and government funded and experience in different access and reimbursement models, including Medicare Parts B and D, Medicare Advantage (e.g., Medicare Coverage Determinations (NCDs, LCDs and Coverage Articles), ASP pricing
• In-depth understanding of Health Care Reform, Medical Policy and the legislative arena
• Outstanding cu