Trade & GPO Director - United States

We are seeking an experienced Director, Trade & GPO to own the US trade channel and Group Purchasing Organization (GPO) strategy for Henlius’s growing oncology and specialty portfolio, including biosimilars and innovative biologics. This role is responsible for designing and executing GPO and trade contracting strategies that secure optimal access, distribution, and net price realization across acute, community, and alternate sites of care. The ideal candidate brings deep, hands‑on expertise in the US GPO and IDN landscape, a proven record negotiating and implementing complex contracts with national and regional GPOs, and the ability to build and lead a focused team that drives immediate pull‑through and formulary impact. Key Responsibilities Develop and execute the US trade and GPO strategy in alignment with US commercial launch plans and portfolio growth objectives. Lead engagement and contract strategy with major national GPOs (e.g., Vizient, Premier, HPG) and regional/aggregate purchasing groups, as well as community and LTC GPOs. Design and implement GPO, IDN, and trade agreements that support competitive formulary positioning and channel access for oncology and specialty products. Evaluate and optimize distribution channel economics across wholesalers, distributors, specialty pharmacies, and buy‑and‑bill settings. Contracting, Negotiation & Lifecycle Management Negotiate, execute, and manage GPO, IDN, and trade contracts; ensure terms align with pricing governance, GTN targets, and compliance standards. Support the Head of Market Access & Pricing in pricing corridor development, ASP modeling, and net‑price scenario analysis specific to trade and GPO commitments. Oversee the full contract lifecycle— from strategic design and negotiation through implementation, compliance monitoring, and performance analytics. Identify and mitigate revenue leakage risks; ensure accurate chargeback administration and contract compliance. IDN & Organized Customer Partnerships Build and sustain senior‑level relationships with key IDNs, health systems, and organized customers accessed via GPO and direct contracting channels. Drive formulary access, coverage, and pull‑through strategies in close partnership with field sales, account management, and field reimbursement teams. Develop top‑down IDN engagement plans that translate GPO formulary wins into measurable utilization and share growth. Collaborate with Supply Chain, Operations, and Finance to ensure seamless product availability, inventory flow, and accurate revenue recognition across trade channels. Assess and recommend optimal channel strategies (buy‑and‑bill, specialty pharmacy, retail, home health) based on product characteristics and customer access requirements. Monitor trade performance metrics, inventory data, and channel trends to inform strategic decisions and forecast risk. Cross‑Functional Collaboration Partner closely with Pricing & Contracting, Field Reimbursement, Marketing, Medical Affairs, and Sales to ensure integrated access execution and launch readiness. Act as the internal subject‑matter expert on GPO dynamics, IDN consolidation trends, and trade channel evolution; provide strategic counsel to the Head of Market Access & Pricing and executive leadership. Represent Henlius at key industry forums, trade conferences, and clinical meetings (e.g., Asembia, HOPA, NCCN, AMCP, GPO summits). Build, mentor, and lead a high‑performing team, fostering a results‑driven culture focused on contract execution, access pull‑through, and account growth. Set clear performance objectives, KPIs, and development plans for the team; ensure alignment with broader US commercial and global market access priorities. Requirements Bachelor’s degree in Life Sciences, Pharmacy, Business, or related field (required). Minimum 10–12 years of progressive biopharmaceutical experience in US trade, GPO, national accounts, or market access roles. Deep, demonstrated expertise in the US GPO ecosystem (acute, community, LTC, and aggregate groups) and trade distribution dynamics. Proven track record negotiating, executing, and managing contracts with major GPOs and large IDNs. Strong experience in oncology, biosimilars, and/or complex specialty products; familiarity with buy‑and‑bill and specialty pharmacy channels. Solid understanding of reimbursement dynamics, ASP modeling, and the financial implications of trade and GPO contracts on gross‑to‑net. Demonstrated ability to lead, coach, and develop small teams within matrixed commercial organizations. Exceptional negotiation, communication, and stakeholder management skills with the ability to influence without authority. Willingness to travel as required for GPO negotiations, IDN engagements, and industry conferences. Preferred Qualifications Advanced degree (MBA, PharmD, MPH) preferred. Direct experience launching and commercializing biosimilars or new biologic entities in the US market. Established, active network and relationships with national GPOs, major IDNs, wholesalers, and specialty pharmacy partners. Experience working across both large pharmaceutical and growth‑stage biotech environments; comfortable building infrastructure and scaling operations. Background in developing community GPO, LTC GPO, or alternate site‑of‑care contracting strategies. Familiarity with value‑based contracting concepts and innovative channel partnerships. #J-18808-Ljbffr Henlius USA Inc.