Trade Relations Manager
Role Overview: The Trade Relations Manager acts as the primary liaison between the organization and its wholesale, distributor, and alternative channel clients. This role is essential in fostering and sustaining strategic partnerships. The individual will oversee all aspects of channel distribution while collaborating across teams to manage and execute agreements.
Primary Stakeholders:
External: Wholesalers, Distributors, Alternative Sites
Internal: Sales, Finance, Legal, Supply Chain, Compliance, Quality, Third-Party Logistics, Operations, Executive Leadership
Core Responsibilities:
- Negotiate and oversee daily operations of distribution service agreements with assigned accounts.
- Build and nurture relationships with wholesalers, distributors, and alternate channel managers to ensure full contract execution.
- Develop and maintain strong ties with key third-party logistics contacts to optimize trade operations.
- Act as the primary contact for assigned accounts to address and resolve issues related to inventory levels, product listings, data reporting, compliance, and downstream customer concerns.
- Provide regular updates to senior leadership to align wholesaler shipments with budgets (including adjustments for holidays and quarter-end).
- Work with the U.S. sales team to identify and approach potential clients.
- Track and assess key contract terms for wholesalers, distributors, and alternative channels, ensuring accurate product placement and availability.
- Manage wholesaler sourcing programs and present contracting opportunities.
- Conduct regular business reviews with wholesalers, distributors, and alternative channels.
- Draft, negotiate, and finalize contract terms and conditions.
- Review, edit, and secure approval for contracts from the Senior Director of National Accounts.
- Oversee contract implementation with input from various company departments, including Finance, Supply Chain, and Operations.
- Ensure excellent customer service through continuous communication and feedback, including in-person visits and annual reviews.
- Resolve issues promptly and effectively.
- Share contract updates across internal teams.
- Regularly report on sales and prospecting data within the organization.
- Support sales team training initiatives.
- Stay informed about market trends, conditions, and competitors.
- Analyze competitive activity and identify opportunities to enhance sales, margins, and market share.
- Contribute to planning processes for new product launches and distribution strategies to ensure end-customer supply.
Key Skills and Attributes:
- Highly self-driven, capable of working independently and collaboratively in dynamic conditions.
- Strong time management and prioritization skills.
- Exceptional attention to detail.
- Strong communication and presentation abilities, both written and verbal.
- Proficiency in relationship management and sales techniques.
- Familiarity with healthcare industry operations (acute and non-acute settings).
- In-depth knowledge of the organization's product portfolio, including pricing and contract details.
- Comprehensive understanding of pharmaceutical sales and distribution processes.
- Advanced skills in software applications such as CRM, Excel, PowerPoint, and Word.
- Expertise in negotiation and financial management.
- Ability to travel, with a valid driver's license and auto insurance (estimated 30%-50% travel per month).
Qualifications:
- Bachelors degree required.
- 2-3 years experience managing wholesaler and distributor accounts.
- 3-5 years experience in the pharmaceutical industry, with injectable products preferred.
- Field sales experience is a plus.
- Demonstrated expertise in contract negotiation.