Insulet Corporation

  • Sr. Director, Trade and Distribution Channel (Location Flexible)

    Job Locations US-MA-Acton | US-MA-Billerica
    Posted Date 1 week ago(8/15/2019 7:47 AM)
    Managed Care / Market Access
  • Position Summary

    This role is a key member of the Market Access leadership team and is responsible for the development and execution of Insulet’s US distribution strategy.  This includes but is not limited to meeting unit sales and revenue plan, ensuring optimal product access through pharmacy and DME channels, pricing, effective account management, and operational elements such as forecasting inventory needs, return/replacement management.  As a key member of the market access leadership team, this individual will work closely with Customer Care, Field Managed Care, Field Sales, Regulatory, Marketing, Finance, Legal, Compliance, Contracting and Supply Chain.


    This position can be field based so long as there is close proximity to a major airport.


    • Develop and execute Insulet’s long and short term Channel strategic imperatives.
    • Ensure optimal staffing, manage, and develop high performing team of trade channel professionals.  Responsible for the team’s resource readiness.
    • Ensure active account management of our partners across the trade channel spectrum including Drug Wholesalers, Pharmacies and DME vendors as well as other key partners.
    • Establish key metrics for our channel partners and hold them accountable to service level standards while nurturing strong partnerships.
    • Ensure patient accessibility to product with our trade partners, wholesalers, DME vendors and pharmacies.
    • Lead cross-functional teams with key internal stakeholders to ensure that channel strategies are implemented and tracking to established goals.
    • Ensure appropriate negotiations for distribution, pricing, data and service contracts with trading partners to ensure targeted market penetration, product availability, revenue and margin, and patient needs are met.
    • Maintain excellence in team leadership, partner management, contracting, compliance and quarter end management (SOPs, work instructions, processes, governance)
    • Actively participate and contribute to the Market Access leadership team and all formal and informal teams the Director is a member of.
    • Perform other duties as required.

    Education and Experience

    Minimum Requirements:

    • B.A./B.S. required, MBA preferred
    • 10+ years’ experience in pharmaceutical and/ or healthcare products industry (preferably with diabetes products)
    • 6+ years of experience within Channel, Trade & Distribution (Biotech/pharma preferred) including strong foundational knowledge of Managed Care)
    • Experience building teams and managing/developing people
    • Experience building and managing distribution network including specialty pharmacies
    • Strong team player that has customer service approach and is solution oriented
    • Strong oral and written communications (MS Office proficiency) required


    Preferred Skills and Competencies:

    • In-depth understanding of distribution networks, reimbursement, coverage, and contract negotiation processes.
    • Demonstrated abilities to lead through Vision/Mission/Goals.
    • Leadership and management of projects that require involvement of people in multiple departments and meet timelines.
    • Strong balance of interpersonal, business and conceptual skills resulting from education and sales and marketing experience. 
    • Ability to grasp complex business issues and account development challenges, and weigh risks/benefits involved in consumer product sales through multiple channels of distribution and classes of trade. 
    • Strong decision making skills and the ability to demonstrate strong leadership posture to justify decisions.
    • Acts independently and demonstrates sound business judgment within the scope of broad guidelines.
    • Able to apply sound judgment to the detection, analysis, and resolution of various complex issues inherent in product sales and marketing of consumer products, at differing price points, across multiple channels of distribution and classes of trade.  


    Physical Requirements (if applicable):        

    • Must be able to travel nationally as needed – could be a minimum of 20%.



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