Manager, Contracting & Trade Relations

Job Description

Do you want to be part of an inclusive team that works to develop innovative therapies for patients? Every day, we are driven to develop and deliver innovative and effective new medicines to patients and physicians. If you want to be part of this exciting work, you belong at Astellas!

Astellas Pharma Inc. is a pharmaceutical company conducting business in more than 70 countries around the world. We are committed to turning innovative science into medical solutions that bring value and hope to patients and their families. Keeping our focus on addressing unmet medical needs and conducting our business with ethics and integrity enables us to improve the health of people throughout the world. For more information on Astellas, please visit our website at www.astellas.com.

Purpose:

In this non-supervisory Senior Manager position, you will oversee sales, communications, contractual agreements as well as overall relationships with customers in the Canadian retail pharmacy chains, specialty pharmacies, group purchasing organizations (GPO) and wholesale distributors for the Astellas Canada product line.

The Senior Manager, Contracting and Trade Relations will be instrumental in setting the distribution strategy for product launches, will oversee product movement and inventory stock levels in all customer locations.

The Contracting and Trade Relations Senior Manager is a self-starter that is responsible for developing, maintaining, and executing trade customer business plans that deliver on the distribution agreements. A clearly defined set of key performance indicators (KPIs) with associated analytics will be used to demonstrate the effectiveness of Astellas' trade activities and decisions. Improvement in KPI results will be achieved through rigorous objective setting, monitoring of measured results and operational excellence.

You will engage with cross functional teams across the organization, leading negotiations on trade contracts, and leading the group purchasing organization (GPO) strategy and contracting process. The Senior Manager of Contracting and Trade Relations will be accountable for working with Commercial Operations to assist with any product issues that may arise.

Establishing, developing, and maintaining collaborative, and trusting relationships with multiple internal and external stakeholders is necessary for this highly entrepreneurial position

Responsibilities and Accountabilities:

• Drive strategic initiatives to maximize trade partner opportunities across Astellas Pharma Canada business units through data driven analysis and recommendations to establish and achieve performance goals for distribution partners. Participate actively in the development of innovative strategies to meet sales ambitions. These decision support activities will be closely coordinated with Finance, Customer Service, Brand Core Teams, and Commercial Operations.
• Effective monitoring and communication of trade inventory status, service level performance, purchase orders management, sales and associated key performance indicators and analytics required to achieve business objectives as developed between Trade and Brand leadership.
• Support day-to-day activities with wholesaler distribution partners to ensure effective and efficient distribution to the end-user customer.
• Notify customers relating to new and changes to price, product lists, and new contracts.
• Monitor stock levels in wholesalers and review inventory levels with Supply Chain. Work to mitigate any potential penalty claims. Proactively update information, analysis, and insights regarding sales and stock levels.
• Monitor Trade customers' adherence to Distribution Services Agreements and take action as appropriate (monitor customer contracts, plan execution, service fees, identify gaps, issues and opportunities with Distribution Agreements -i.e. reporting and terms, distribution service value, and market share ).
• Review and monitor daily Trade Sales to ensure purchases are aligned with demand.
• Review and monitor Trade customer returns to ensure they only occur per Astellas Pharma Canada Returns Policy.
• Negotiate and manage contractual agreements with wholesalers, distributors, and other potential channel partners, meeting all contract reporting obligations.
• Foster strong relationships with the major wholesalers, pharmaceutical retail chains, hospitals, and group purchasing organizations to ensure they are informed about the company's products and pricing.
• Manage Group Purchasing Organization (GPO) relationships, RFP management, and contracts that meet revenue objectives. Drive commercial performance through proper RFP pricing strategies. Manage RFP requests, analyzing and recommending pricing and negotiation strategies. Ensure appropriate internal approvals and processes are met for RFP, awards, and contracts . Complete and submit approved reports as required for all GPO contracts.
• Provide insight on trade channel trends and monitor distribution service to ensure optimal performance.
• Represent Astellas Pharma Canada at relevant Trade Associations

Requirements

Qualifications Required:

• University degree
• Minimum 7 years of pharmaceutical industry experience
• Minimum of 5 years of experience in trade relations, GPO, hospitals, and RFP (contracting and negotiation experience required).
• 3 to 5 years of experience with project management
• Highly organized and excellent sense with priorities. Proven project and time management
• Strong strategic/analytical thinking, attention to detail, with strong problem-solving skills
• Experience in Microsoft Office products: advanced Excel and PowerPoint
• Proficient in SAP
• Excellent interpersonal, communication and presentation skills (both written and verbal).
• Ability to work in a team environment.

Working Environment:

• At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas' Responsible Flexibility Guidelines.
• Experience working globally not required.

Benefits:

• Medical, Dental and Vision Insurance
• Generous Paid Time Off options, including Vacation and Sick time, plus national holidays including year-end shut down
• 401(k) match and annual company contribution
• Company paid life insurance
• Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions
• Long Term Incentive Plan for eligible positions
• Referral bonus program