Director Trade Operations

Director, Trade Operations for Mid-Sized Pharmaceutical Company

• Pharmaceuticals
• Greater San Francisco Bay Area
• $220,000 - $240,000 base salary + benefits package

A growing pharmaceutical company is seeking a strategic and operationally focused Director of Trade Operations to lead the execution and optimization of product distribution activities across the U.S. commercial market. This individual will play a critical role in ensuring product availability, maintaining distribution partner relationships, and driving operational excellence throughout the trade ecosystem.

The successful candidate will serve as a key liaison between commercial, finance, market access, supply chain, and external distribution partners, ensuring effective management of trade operations while supporting broader business objectives. This role is ideal for a professional who enjoys balancing strategic initiatives with hands-on operational execution in a dynamic and evolving environment.

Position Summary

The Director of Trade Operations will oversee pharmaceutical distribution activities across multiple channels, including wholesalers, specialty distributors, specialty pharmacies, third-party logistics providers (3PLs), and sample distribution programs. The position is responsible for inventory oversight, contract and pricing administration, chargeback management, trade analytics, and operational process improvements.

This leader will help ensure uninterrupted product access, support commercial growth initiatives, and provide critical insights that enhance supply chain and distribution performance.

Key Responsibilities

Trade Distribution Leadership

• Develop and implement distribution strategies that promote product availability, channel efficiency, and overall commercial success.
• Evaluate trade channel performance and recommend solutions that improve operational effectiveness.
• Monitor market dynamics and distribution trends that may impact product access or customer experience.

Third-Party Logistics & Inventory Management

• Oversee relationships with third-party logistics providers and ensure service expectations are consistently achieved.
• Monitor inventory levels across the distribution network and establish plans to mitigate shortages or excess inventory.
• Manage sample inventory programs and identify opportunities to optimize costs and operational efficiency.
• Collaborate with supply chain partners to support accurate forecasting and replenishment planning.

Distribution Partner Management

• Maintain strong partnerships with wholesalers, specialty distributors, and specialty pharmacy organizations.
• Support contract administration, customer onboarding, roster management, and pricing communications.
• Address operational issues related to product ordering, allocations, contract compliance, and customer access.

Pricing & Chargeback Operations

• Lead chargeback review and reconciliation processes to ensure alignment with contractual agreements.
• Partner closely with finance and market access teams to investigate discrepancies and resolve issues.
• Oversee credit and rebill activities while minimizing financial exposure and operational risk.

Trade Data, Reporting & Analytics

• Manage trade-related data sources and reporting processes, including EDI transactions and distribution reporting.
• Ensure the accuracy and integrity of sales, inventory, and distribution data.
• Develop meaningful KPIs, dashboards, and performance metrics for senior leadership.
• Translate data into actionable insights that support business decision-making.

Compliance & Governance

• Maintain compliance with applicable pharmaceutical distribution regulations and industry requirements.
• Ensure policies, contracts, and operating procedures are consistently followed.
• Support internal and external audit activities as needed.

Cross-Functional Collaboration

• Partner with commercial, finance, market access, regulatory, healthcare operations, and supply chain teams.
• Serve as the trade operations subject matter expert for pricing initiatives, product launches, packaging updates, and channel strategies.
• Provide operational guidance for projects impacting distribution and customer access.

Process Optimization

• Identify opportunities to improve efficiency through automation, standardization, and workflow enhancements.
• Establish and maintain SOPs related to distribution, pricing administration, returns processing, chargebacks, and inventory management.
• Lead continuous improvement initiatives that increase visibility and operational effectiveness.

Leadership & Influence

While this position does not directly manage a team, the Director of Trade Operations will lead cross-functional initiatives and influence stakeholders throughout the organization. The individual will be expected to provide direction, subject matter expertise, and project leadership across multiple business functions.

Qualifications

Education

• Bachelor's degree in from a 4-year accredited university is required
• Advanced degree (MBA or equivalent) preferred

Experience

• Minimum 8 years of experience within pharmaceutical trade operations, commercial operations, distribution, or related functions
• Demonstrated experience working with wholesalers, specialty distribution channels, and third-party logistics providers
• Strong understanding of chargebacks, contract administration, pricing programs, and trade compliance
• Experience utilizing ERP systems, EDI transactions, and pharmaceutical data-management platforms
• Previous experience leading cross-functional projects and influencing stakeholders at multiple organizational levels

Desired Skills & Competencies

• Strategic thinker with the ability to execute operational priorities effectively
• Strong analytical and problem-solving capabilities
• Exceptional attention to detail and commitment to data accuracy
• Ability to manage competing priorities in a fast-paced environment
• Effective communicator with strong relationship-building skills
• Experience driving process improvements and operational excellence initiatives
• Proven ability to collaborate across commercial, financial, and supply chain functions
• Results-oriented mindset with a focus on continuous improvement

Travel & Work Environment

• Travel requirement: up to 20%
• Hybrid office environment with occasional travel to partner sites, meetings, and company events
• Position may require extended periods of computer-based work, meetings, and cross-functional collaboration