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Senior Manager/Manager, Trade Relations, Channel Operations (Pharmaceutical)
Ref No.: 16-00110
Location: Bridgewater, New Jersey
Position Type:Direct Placement
Start Date: 01/12/2016
Sr. Manager/ Manager Trade Relations, Channel Operations

Responsibilities include managing channel and operational analytics and for working strategically to develop and implement the overall Inventory Movements and metric analytics. Collaborates with Sr. Dir. Trade Relations in developing and implementing account scorecards and performing channel/customer analytics, assess contract compliance and calculating payments. Also manages and coordinates operational and channel improvement initiatives across core business processes (e.g. Order to Cash, Returns, Sales & Operations/Brand and Distribution etc.).

Sr. Manager/Manager channel analysis process
  • Develop and continuously improve analytical process for wholesaler 852 sales-in, 867 sales out leveraging Data tools. Identify revenue risks, purchasing anomalies, and significant deviations. Collaborate with home office team (i.e. Trade Relations, Marketing, S&OP, Customer Service, etc.) to identify and execute mitigation / corrective action steps as necessary.
  • Closely monitor downstream product inventory levels that are available through our Data Tool (National and those that are subnational) at direct customers and retail chains for compliance with current distribution and inventory management plans. Provide timely analytical insights to Forecasting, Brand and Finance to help ensure that any purchasing anomalies related to inventory builds, burns or LOE, are accounted for in LE forecast and key financial accruals.
  • As channel subject matter expert keep abreast of industry trends changes (i.e. consolidations, acquisitions, sales threats etc.). Provide these business and customer insights to Trade Relations and related stakeholders to minimize potential impacts to our business.
  • Manager and execute Discontinuation of NDCs, NDC Changes, Pricing Communication and various other adhoc communication letters to our internal and external customers.
Distribution Services Agreements (DSA) activities
  • Assist Trade Relations Sr. Director with development and execution of metric based DSA agreements.
  • Develop proactive monitoring process and procedures to analyze and measure Wholesaler compliance with quarterly performance to DSA contract. Utilize this data to validate that payments to Wholesalers are accurate and in accordance with current contracts. Lead resolution of any payment, credit or adjustment issues. Work with Finance to ensure that correct financial entries are recorded.
  • Design and launch DSA scorecard in accordance with Trade Relations requirements for supporting Sr. Direct Trade Relations and ongoing business. Requires integration and coordination of channel analytics and account management activities to provide appropriate insights.
  • Provide ad hoc reports to Trade Relations to assist with their ongoing negotiations and account inquiries to avoid negative impacts on their performance.
Accountability for driving continuous process improvements
  • Drive continuous improvement by identifying emerging trends, technologies and best practices and incorporate into operations where appropriate.
  • Continue to move manually produced error prone reports to more timely, accurate and valuable reports in support of needs of cross-functional departments.
  • As required lead / coordinate with IT to develop overall project plan, timelines, process stream owners and deliverables.
  • Manage ongoing development and implementation of departmental operating policies and procedures. Ensure documentation and training materials remain current.
Trade Relations, Metrics and Analytics
  • Fully responsible for development of key metrics and Management Dashboard to closely monitor the performance of Customer Operations activities. Provide Weekly and Monthly Pipeline Movement Reports. Where necessary proactively lead investigation into metric anomalies to minimize impact / risk to supported departments and business.
  • Coordinate with cross-functional teams to ensure that Trade Relations is bringing the appropriate value to S&OP process. Maintain a high level of confidence with Manufacturing, Brand, Forecasting and Finance, that Customer Operations is taking appropriate risk mitigation steps and reporting issues in a timely and actionable manner. Minimizing potential for product disruptions, shipment delays, manufacturing challenges, etc.
  • Work closely with business process owners to monitor changes in the business, products or industry to ensure timely revisions, refinement or replacement of measured metrics.
Channel Commerce, Order Management, and Retail Inventory System Requirements
  • Manage all aspects of implementation and upgrade activities for systems critical to providing downstream insights.
  • Act as administrator / super user / trainer and relationship manager with third party cloud based solution providers
  • When system issues arise, responsible for planning, organizing and executing root cause analysis. Work with Direct Customer, or third party vendor to implement quick fix or develop long term plan for resolving more complicated system issues.
  • Based on internal customer feedback regarding system capabilities or gaps, provide well-structured recommendations to system vendor. Follow up with vendor to obtain status reports on recommended enhancements and timelines for implementation as agreed.
  • Lead quarterly system reviews with vendors and attend user conferences and training sessions to ensure that our company has the most relevant system capabilities available.
Qualifications: Education/Experience

Bachelor's Degree in Business, Logistics, Analytics or other related field or equivalent experience required or preferred depending on years of experience MBA, or PMI certification a plus.(See Experience); minimum of 5 years of experience in advanced analytics and operational experience in customer service, order management, inventory planning/control, and/or warehousing; or if no degree, a minimum of 7 years of equivalent work experience in customer service, order management, inventory planning/control, and/or warehousing; business experience leading and developing small team a plus; experience with IntegriChain and/or ValuTrak, ERP Systems preferred.