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Trade & Distribution Account Director

Princeton, New Jersey (US)
Highly competitive salary, incentives, and new hire equity grant. No-cost medical benefits.
Closing date
Jun 25, 2022

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Pharmaceutical, Biotechnology
Full Time
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The Trade and Channel Strategy Director will own the relationship between Genmab and Trade customers such as Distributors and Specialty Pharmacies.  Representing the needs of Genmab and responsible for executing the Genmab strategy, the Trade and Channel Strategy Director will establish relationships with customers, develop account specific strategic plans, assess and close performance gaps, negotiate and support service agreements.  As a key member of the Market Access team in the US, the incumbent will partner with the Market Access Leadership Team in developing and implementing initiatives.  The Trade and Channel Strategy Director will also manage day to day activities with the Trade customers ensuring superb patient support through appropriate inventory levels, service levels, data acquisition, and customer service as well as act as support, when directed, to the 3PL relationship and process.


  • Support the Genmab and Market Access mission.
  • Serves as lead for Genmab relationship with assigned strategic Trade accounts such as but not limited specialty pharmacies (SPP), specialty distributors (SD), full-line wholesalers (FLW), and others as directed.
  • Design, develop, and implement novel, efficient, and effective business process to achieve organizational and departmental goals and objectives.
  • Manage contracted customer performance to support and deliver on the agreed upon metrics and contractual objectives.
  • Create and maintain actionable customer business plans aimed at clearly supporting the goals and objectives of the Trade department.
  • Serve as liaison between Genmab Patient Services and contracted specialty pharmacy providers.
  • Be subject matter expert (SME) on each assigned account, understanding the strategy and trends of the account independently and collectively as part of the industry trends.
  • Collaborate and support the Payer segment of Market Access through specific patient coverage needs as directed and as identified.
  • Provide timely and insightful analysis of market behavior to internal stakeholders.
  • Relying on internal support, guide, construct, and conduct timely and periodic business reviews with contracted customers.
  • Proactively identify potential business issues and or supply constraints within scope of responsibility; manage any supply/inventory issues quickly and efficiently.
  • Support effective communication and collaboration between Market Access field teams (Payer, Reimbursement, Patient Services, Provider, Pricing and Contracting), Field Sales, Marketing, Legal and Finance to achieve organizational goals.
  • As required, review and analyze performance data for customers, acting accordingly to mitigate or remediate issues.
  • As necessary, conduct training for Sales, Marketing, CORE, Medical, or other internal customer on the assigned strategic Trade accounts or the specific strategy/goals for a given set of accounts (eg SPP intake process, SD ordering process).
  • Develop national/ local strategies through account and market insight, providing Genmab leadership with market and customer intelligence.
  • Assist the Sr. Director, Trade, Distribution, and Channel Strategy in the development and/or enhancement of in-line and future product channel strategies.
  • Provide strong leadership that demonstrates innovative thinking, collaboration across various internal stakeholders (the National Account Director teams, Market Access, medical/CORE, brand marketing, field sales leadership, legal, compliance and senior leadership), and alignment with Genmab’s access goals.


  • Bachelor’s degree or equivalent.
  • 10+ years of proven success in biotech/pharmaceutical industry or related healthcare field.
  • Minimum of 5 years’ experience in Market Access account management with National Account experience.
  • Excellent knowledge of the U.S. Market Access with a specific focus on specialty/rare disease products in the buy/bill and specialty pharmacy space. 
  • Solid understanding of distribution/dispensing, reimbursement, patient services, health plan / PBM payers, providers, physician GPOs, pharmacy and medical benefits.
  • Oncology Market Access experience, preferred.
  • Proven executive relationships and the ability in gaining access to key decision makers and influencers.
  • Market Access new product launch experience up experience preferred.
  • Ability to identify current and future trends, policies, and other factors which may impact Genmab.
  • Ability to read and interpret data.
  • Excel fluency.
  • Data and financial modeling/analytical mindset desired.
  • Demonstrated ability to collaborate with a diverse group of internal and external stakeholders (e.g. Market Access Account team, Patient Services, Trade, Corporate Accounts, Data & Analytics, CORE, Medical, Legal, Compliance, Field Sales Leadership, Marketing) to support department goals.
  • Ability to work successfully under pressure in a fast-paced environment and with tight timelines.
  • Ability to be proactive, enthusiastic and goal oriented.
  • Excellent communication, presentation and negotiation skills required.
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