Director, Trade & Market Access

SUMMARY:
The Director, Trade & Market Access executes strategies that support the business growth of Aytu BioPharma prescription products. Reporting to this individual is Analyst, Trade and Channel Operations. The Director, Trade & Market Access partners with Commercial, DEA Compliance, Manufacturing, Quality, Operations and Accounting to execute, support, and influence business initiatives and to identify proper stocking targets while implementing strategies to minimize product obsolescence and outages. Additionally, this position will identify strategic market access opportunities to improve coverage and approval rates of Aytu brands and implement complex channel and payer initiatives to improve brand GtN's with detailed program oversight. This position will collaborate with cross-functional teams to address issues and strategize on solutions while planning and communicating future events (i.e., new product launches, strategic payer contracting, promotions, and holiday/seasonal impact on demand). The Director, Trade & Market Access will ensure strategies are executed against and objectives are achieved regarding key trade customers, managing day to day activities with 3PL providers and in recommending and implementing channel strategies for future products/projects with distribution partners.
ESSENTIAL FUNCTIONS :
Trade - Manages all aspects of the distribution business plan while providing strategic and tactical leadership for the Trade function.

• Planning and policy
  1. Coordinates with Supply Chain manufacturing members on management of product shipment logistics, inventory levels, and other related issues regarding distribution center stocking & demand requirements through the Sales and Operational Planning process.
  2. Works with Commercial, Operations, Quality and Accounting to review, coordinate, communicate and maintain the appropriate support, inventory positions and lines of communication in conjunction with various post manufacturing supply chain members. (i.e., 3PL, wholesale, retail)
  3. Develops distribution related policies and procedures. (i.e., orders, returns and inventory)
• Supply Chain Management
  1. Leads strategic relationships and manages contractual agreements with 3PLs, wholesalers and other product distributors in close alignment with Commercial, Channel and Finance leadership. Leads fulfillment and inventory accuracy improvement programs to support business growth.
  2. Leads projects and assesses alternative fulfillment results such as third-party logistics solutions to improve upon warehouse and distribution practices while improving service and reducing cost to serve.
  3. Monitors contract compliance and performance including inventory carrying levels of trade partners to ensure the contractual obligations are being met and forecasting is accurate; raises issues with customer leads.
  4. In collaboration with legal, develop compliant, consistent, and timely contracts to support Trade business objectives.
  5. Responsible for all agreements and documentation related to customer set up and maintenance, new account set up, surveys, questionnaires, credit terms and licensing.
  6. Plan, lead, and coordinate assigned customer service functions. Manage all issues, questions, resolution, credits and complaints between pharmacies, wholesalers, 3PL and Aytu BioPharma.
  7. Partners with the Sales team to prevent or address trade partner inventory outages.
  8. Ensures policies, legislation and procedures are adhered to, including company SOPs, DSCSA, 21 CFR Part 11 and Sarbanes-Oxley (SOX) compliance, as appropriate to position.
• Supply Chain Analytics
  1. Identifies and implements measurement of appropriate metrics and tracking to ensure the success of the distribution business plan through informative, actionable, and repeatable reporting that highlights relevant performance data, business trends and opportunities for improvement.
     • Tracking and reporting of forecast KPI's and monitoring of forecast accuracy in collaboration with Finance, Commercial Analytics and Channel Strategy.
     • Analyzes brand channel movement trends and growth for distribution channels.
     • Tracks and reports inventory levels, related KPIs and Trade costs in close collaboration with Channel and Finance leadership.
     • Tracks results of launches and promotional strategies to make recommendations on future improvements.

Market Access

• In collaboration with internal colleagues, facilitates evaluation and analysis for the internal and external execution of payer, specialty pharmacy, wholesaler, specialty distribution, GPOs and direct purchase agreements or contracts.
  1. Support the development of contract proposals (financial models, GTN implications, and ROI analysis for evaluation).
  2. Works with Commercial and Finance to identify and execute against opportunistic payer contracts to improve approval and/or coverage rates for Aytu brands.
  3. Provide insights to the business to help improve forecasting, pricing, and contracting decisions.
  4. Partner with accounting to measure success of contracts and evaluate and communicate contract performance to internal stakeholders; assist in tracking and reporting of ASP, gross-to-nets, and implications.
     • Provide PBM & chargeback rebate invoice auditing and accrual support.
• Support the continued development and implementation of analytic modeling tools, processes, databases, information sources, tracking mechanisms, KPIs, templates and analytic platforms; ensure established processes are followed.
• Establish and maintain strong collaboration and internal stakeholder management with sales, legal, finance, accounting, operations, payer field team, payer marketing, brand lead, and government affairs.
• Performs ad hoc financial modeling in support of Market Access and Commercial leadership.
• Performs other duties as required and necessary to ensure the success of the Company.

SUPERVISORY DUTIES:
Trade Analyst
Knowledge, skills and abilities:

• Strong proficiency in Microsoft Office (Excel, PowerPoint, Outlook, and Word).
• Ability to prioritize, organize, schedule and plan effectively.
• Ability to build relationships and expand company's presence with wholesales/distributors/payers.
• Ability to analyze data and monitor customer patterns and sales to drive incremental business.
• Effective presentation, written and verbal communication skills.
• Strong project management skills and abilities to assess trade-offs and synergies among projects.
• Ability to develop accurate short and long-term plans, forecasting, and business analysis.
• Strong interpersonal skills including ability to communicate effectively with people individually and groups.
• Ability to communicate with technical and non-technical colleagues.
• Demonstrated contract negotiation skills.
• Detail oriented.
• Verbal and written communication skills to correspond and interact professionally with management, associates, customers, vendors, and other contacts.
• Ability to execute with limited supervision.
• Ability to work with urgency in a fast paced, rapidly growing organization focused on product growth.
• Ability to work cross-functionally and with vendors in various countries, time zones, and of different urgency levels.
• Knowledge of Drug Supply Chain Security Act (DSCASA) regulations with experience implementing pharmaceutical serialization programs preferred.

Education:

• Bachelor's degree in business administration, Marketing, or related field required; Master's degree preferred.

Experience:

• 10+ years' pharmaceutical industry experience working with wholesalers, distributors, and/or payers with a strong understanding of distribution and access functions, procedures, policies, and efficiencies.
• 8+ years' experience in developing and implementing business/marketing/project plans.
• 8+ years' experience establishing and maintaining effective relationships across departments.

Working Environment

• General office environment.
• Prolonged periods sitting at a desk and working on a computer.

Physical Activities:

• Ability to travel approximately up to 25%
• Must be able to lift up to 15 pounds at times.