Company: A Global, Fast-Growing, Publicly Traded Biotechnology Company
Location: United States — Remote or Hybrid
Employment Type: Full-Time
Department: US Market Access & Pricing
Reports To: Head of Market Access & Pricing – United States
Our client is a global, fast-growing, publicly traded biotechnology company with an expanding presence across major international markets. The company is focused on developing, manufacturing, and commercializing high-quality innovative biologics and biosimilars, with a strong and growing portfolio in oncology and specialty therapeutics.
As the company continues to build its US commercial organization and expand its portfolio, it is establishing a high-performing Trade, GPO, and Organized Customer function to support product launches, optimize distribution, strengthen customer access, and accelerate commercial pull-through.
This is an exciting opportunity to join a rapidly scaling biotech organization at a pivotal stage of its US expansion, with significant ownership and visibility across the commercial organization.
We are seeking an experienced Director, Trade & GPO to lead the company's US trade channel and Group Purchasing Organization (GPO) strategy across its growing oncology and specialty portfolio, including biosimilars and innovative biologics.
The Director will be responsible for developing and executing GPO, IDN, organized customer, and trade strategies that maximize product access, distribution, formulary positioning, and net revenue realization across acute care, community, and alternate sites of care.
The ideal candidate will bring deep, hands-on expertise in the US GPO and IDN ecosystem, with a proven track record negotiating and implementing complex agreements with national and regional GPOs, health systems, wholesalers, distributors, and other organized customers.
This role will be a key commercial leader responsible for translating contracting and GPO access into measurable customer adoption, utilization, market share, and revenue growth. The successful candidate will also have the opportunity to build and lead a focused team as the US business scales.
Develop and execute the US Trade and GPO strategy in alignment with commercial objectives, product launch plans, and portfolio growth priorities.
Lead strategic engagement with major national GPOs, including Vizient, Premier, HPG, and other relevant national, regional, community, LTC, and aggregate purchasing organizations.
Develop GPO, IDN, and trade strategies that support competitive formulary positioning, product access, customer adoption, and sustainable net price realization.
Evaluate evolving GPO and IDN market dynamics, consolidation trends, customer economics, and competitive contracting activity.
Develop channel strategies tailored to product characteristics, customer requirements, site of care, and distribution model.
Optimize channel economics across wholesalers, specialty distributors, specialty pharmacies, GPOs, IDNs, and buy-and-bill settings.
Lead the strategy, negotiation, execution, and ongoing management of GPO, IDN, trade, and organized customer contracts.
Ensure contract terms are aligned with pricing governance, GTN objectives, access strategy, and compliance requirements.
Partner with the Head of Market Access & Pricing on pricing corridors, ASP considerations, financial modeling, and net-price scenario analysis related to GPO and trade commitments.
Manage the complete contract lifecycle, including strategic design, negotiation, implementation, compliance monitoring, renewal, and performance optimization.
Establish appropriate contract governance, KPIs, and performance-management processes.
Monitor contractual obligations, utilization, discounts, chargebacks, fees, and other financial components to identify and mitigate revenue leakage.
Partner with Finance, Pricing & Contracting, Legal, and Operations to ensure accurate contract implementation and financial execution.
Continuously evaluate contract performance and recommend changes to improve access, profitability, and customer outcomes.
Build and maintain senior-level relationships with key IDNs, health systems, GPOs, and other organized customers.
Develop strategic account engagement plans that translate GPO and formulary wins into measurable utilization, pull-through, and market-share growth.
Partner with Sales, Key Account Management, Field Reimbursement, and Market Access teams to drive customer adoption and access.
Identify opportunities for direct IDN contracting and strategic partnerships beyond traditional GPO arrangements.
Understand customer-specific formulary, reimbursement, procurement, and utilization dynamics and translate these insights into actionable commercial strategies.
Develop top-down IDN engagement strategies that complement field-level customer engagement.
Partner with Supply Chain, Commercial Operations, Finance, and Distribution teams to ensure appropriate product availability and inventory flow across trade channels.
Evaluate and optimize distribution strategies across buy-and-bill, specialty pharmacy, retail, home health, and other relevant channels.
Assess wholesaler and distributor relationships, inventory levels, channel mix, and customer purchasing patterns.
Monitor trade performance, inventory data, chargebacks, utilization trends, and channel dynamics to identify opportunities and potential risks.
Support launch readiness by ensuring distribution networks, customer agreements, channel infrastructure, and operational processes are established ahead of commercialization.
Collaborate cross-functionally to ensure accurate revenue recognition and seamless order-to-cash execution.
Translate GPO and trade access wins into measurable commercial pull-through, customer adoption, utilization, and market-share growth.
Establish performance dashboards and KPIs to monitor GPO, IDN, trade, distribution, and contract performance.
Analyze customer and channel data to identify growth opportunities, access barriers, and areas of underperformance.
Partner with Sales and Field Reimbursement teams to develop targeted pull-through strategies following formulary and contracting wins.
Provide senior leadership with regular insights into channel performance, competitive activity, customer dynamics, and commercial risks.
Serve as the organization's subject-matter expert on US GPO, IDN, trade, distribution, and organized customer dynamics.
Provide strategic counsel to the Head of Market Access & Pricing and senior commercial leadership.
Partner closely with Pricing & Contracting, Market Access, Field Reimbursement, Sales, Marketing, Medical Affairs, Finance, Supply Chain, Legal, Compliance, and Commercial Operations.
Ensure integrated execution across contracting, pricing, distribution, reimbursement, and commercial functions.
Align US trade and GPO strategies with global market access governance and broader corporate objectives.
Represent the company at relevant industry forums, customer meetings, trade conferences, and professional events, including GPO, oncology, market access, and specialty pharmaceutical forums.
Maintain current knowledge of evolving GPO models, IDN consolidation, channel economics, reimbursement trends, and competitive contracting practices.
Build, mentor, and lead a high-performing Trade & GPO organization as the US commercial business expands.
Establish clear performance objectives, KPIs, development plans, and accountability standards.
Foster a culture focused on commercial excellence, customer partnership, execution, analytical rigor, and results.
Develop scalable processes, tools, and capabilities to support future product launches and portfolio growth.
Collaborate with broader US and Global Market Access leadership to build organizational capabilities aligned with long-term business objectives.
Bachelor's degree in Life Sciences, Pharmacy, Business, Economics, or a related discipline required.
Advanced degree such as MBA, PharmD, or MPH preferred.
10–12+ years of progressive biopharmaceutical experience in US Trade, GPO, National Accounts, Organized Customers, Market Access, or related commercial functions.
Deep, demonstrated expertise in the US GPO ecosystem, including acute care, community, LTC, aggregate purchasing organizations, and IDNs.
Proven track record negotiating, executing, and managing complex contracts with major GPOs, IDNs, health systems, wholesalers, and/or specialty distributors.
Strong experience in oncology, biosimilars, biologics, and/or complex specialty products.
Strong understanding of buy-and-bill, specialty pharmacy, and other specialty distribution models.
Solid understanding of reimbursement dynamics, ASP considerations, contracting economics, and the impact of trade and GPO agreements on gross-to-net.
Demonstrated ability to convert contracting and access strategies into measurable commercial pull-through.
Experience leading, coaching, and developing teams within matrixed commercial organizations.
Exceptional negotiation, communication, influencing, and stakeholder-management skills.
Strong strategic and analytical capabilities, with the ability to balance customer access, commercial objectives, and financial performance.
Willingness to travel as required for customer meetings, GPO negotiations, IDN engagements, and industry conferences.
Must be legally authorized to work in the United States without requiring current or future sponsorship.
Direct experience launching and commercializing biosimilars or innovative biologic products in the US market.
Established relationships with national GPOs, major IDNs, health systems, wholesalers, specialty pharmacies, and other key channel partners.
Experience working across both large pharmaceutical organizations and growth-stage biotech companies.
Demonstrated experience building Trade/GPO infrastructure and processes within a scaling commercial organization.
Experience developing strategies for community GPOs, LTC GPOs, alternate sites of care, or other emerging purchasing models.
Experience with value-based contracting, innovative channel partnerships, or alternative purchasing arrangements.
Experience supporting complex US launches involving multiple distribution and customer channels.
Strong understanding of oncology and specialty product purchasing and reimbursement dynamics.
This is an opportunity to join a global, publicly traded, rapidly growing biotechnology company at a critical stage of its US commercial expansion.
The Director, Trade & GPO will play a highly visible role in building the company's US channel strategy and ensuring that important oncology and specialty products move effectively from contracting and access to distribution, customer adoption, and commercial pull-through.
The successful candidate will have the opportunity to:
Shape the US Trade, GPO, and organized customer strategy for a growing portfolio.
Lead strategic relationships with major GPOs, IDNs, and healthcare organizations.
Build scalable channel and contracting capabilities in a rapidly expanding biotech environment.
Partner directly with senior US and global commercial leadership.
Influence product launch strategy, market access, distribution, and commercial growth.
Build and develop a high-performing team as the US organization expands.
Play a critical role in expanding patient access to innovative biologics and biosimilars.
