Posted to MedZilla on 2/4/2020

Touchpoint Solutions

US-PA, National Accounts Manager- Trade Relations tou014929-MZ


National Account Manager, Trade Relations

Location: National

This is a DIRECT HIRE opportunity with Paratek Pharmaceuticals.

An exciting and rare opportunity to join their first product commercialization; a chance to help shape the future of an organization!


We are looking for resourceful, collaborative, passionate and purposeful professionals who want to be part of a fast-moving, entrepreneurial environment, where transformational patient solutions are developed!

Summary of Position:

The National Account Manager, Trade Relations is expected to develop and cultivate meaningful relationships with Paratek trade, distribution and HUB partners as well as internal stakeholders.  A key aspect of this role is to assist in the design, development and execution of the trade plan including HUB / channel / market strategies, data collection and reporting, tactics and tools for all target channels in collaboration with Brand Management, Pricing and Contracting and Market Access leadership (and other such departments as is necessary).  Additionally, the National Account Manager, Trade Relations is accountable for the successful implementation of the trade plan and operating budget in order to ensure that Paratek product(s) are well positioned and patients have seamless access.

It is expected that this individual will spend considerable time communicating with sales leadership and Key Account Managers and directly interact with customers.  It is also expected that the will provide Paratek management with all necessary insights into the trade channel / market so as to ensure a competitive understanding within Paratek.

The role is responsible for setup and data reporting / analytics from 3PL, Specialty Pharmacy, Specialty Distributor, Paratek HUB as well as the updating our pricing compendia. In addition, the role will assist the Director, Trade in the execution of strategy, design and implementation of the specialty distribution services.

The position is also the internal resource on State licensing, utilizing third parties as necessary.

The National Account Manager, Trade Relations oversees the supply-side resources/services such as the reverse logistics supplier, distribution vendors/service and any others as required.

Position Responsibilities:

  • Develop and implement successful Trade plans
  • Successfully interface with National and Regional Wholesalers, Specialty Wholesalers, Specialty Pharmacy, and Group Purchasing Organizations, National and Regional Chain Drug Stores to ensure implementation of the Trade Plan
  • Manage contractual agreements with 3PLs, wholesalers, Specialty Pharmacies and all other Trade customers
  • Identify appropriate metrics and tracking to ensure the right execution and success; analyze product volume, trends, growth, for the wholesale/retail /Specialty Pharmacy channel
  • Manage all aspects of the business: tracking the supply chain, developing processes and procedures, and developing reports for internal and external stakeholders
  • Work with group logistics to ensure adequate product is available
  • Ensure data integrity and adequate data flows between the company and distribution vendors and trade partners; develop and disseminate distribution related analytics and reporting to ensure accurate information and timeliness
  • Work with external vendor to keep all state distribution licenses current
  • Updating pricing compendia
  • Manage the development and operationalize the Paratek copay, non-commercial supply programs

Candidate Requirements:

  • Bachelor s Degree required
  • 5 or more years of successful pharmaceutical industry experience including key account management experience
  • Working knowledge of the pharmaceutical industry and the prescription drug distribution process in a large healthcare organization or prescription drug vendor; understands the pharmaceutical supply chain distribution process
  • Prior work with specialty and retail wholesale/distributors is preferred
  • Ability to develop and maintain strategic relationships with key trade customers in order to build trust
  • Working knowledge of drug reimbursement in pharmacy and buy and bill benefit designs
  • Displays a broad understanding of sales techniques and the strategic objectives of the pharmaceutical marketplace
  • Understands the laws and regulations affecting contracting and pricing in the pharmaceutical industry
  • Understands the relevant business strategies and manages performance to meet customer and Paratek expectations
  • Experience working with a sales force  
  • Experience developing and implementing plans
  • Experience managing budgets and expenses
  • Ability to analyze a wide variety of data including inventory, sales and financial data to make business decisions
  • Strong analytical skills with ability to utilize Microsoft Excel to develop forecasts and business analysis
  • Effective written and verbal communication skills
  • Valid drivers license with record in good-standing required

Additional Information:

  • Technology needs:  Microsoft Office, Veeva (preferred)
  • Travel requirements (%): The average travel for this position is 50% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.

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