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About the Role

As the Senior Director of US Trade and Channel Management, you will be responsible for the strategic design, implementation, and optimization of a high-performing distribution network that ensures patient access while maximizing commercial value. You will oversee the total distribution ecosystem, including Specialty Pharmacy, Distribution and 3PL, while driving the long-term roadmap for trade operations and ensuring the organization is positioned to scale for future therapeutic innovations.

Responsibilities

Define and lead the long-term U.S. distribution strategy and the design of a distribution network to support the launch of future oncology product(s), including a selection process to select key externals partners.
Provide active account management for specialty pharmacies, wholesalers/distributors, 3PL and other key trade partners to support product availability, service performance, and operational excellence.
Establish, monitor, and manage key performance indicators, service-level expectations, inventory metrics, dispense data, and reporting requirements for channel partners.
Ensure patient accessibility to product through trade partners and specialty pharmacies while supporting compliant processes and appropriate operational controls.
Lead cross-functional teams with Patient Services, Commercial Operations/Analytics, Finance, IT, Field Sales, Legal/Compliance, Contracting, and Supply Chain to implement channel strategies, improve workflows, strengthen data quality, and track progress against established goals.
Serve as the lead negotiator for enterprise-level contracts with major Wholesalers, Specialty Distributors, and Specialty Pharmacies to optimize channel fee structures and service requirements.
Develop and implement an optimized distribution and contracting strategy which can anticipate industry shifts and proactively adapt the distribution model to maintain a competitive advantage.
Oversee launch readiness for activities within the Trade and Distribution as we prepare for the launch of our lead clinical asset as well as all pipeline assets and lifecycle management initiatives.
Lead transformation initiatives in Trade & Distribution including process redesign, systems modernization, vendor optimization, and automation to improve efficiency, scalability, and data accuracy.
Own the trade-related components of the Gross-to-Net (GTN) strategy, providing executive leadership with visibility into channel costs, inventory fluctuations, and potential financial risks.
Drive the integration of channel data into enterprise forecasting models to ensure high-accuracy demand planning and inventory management.
Implement advanced analytics to monitor channel health, utilizing data-driven insights to mitigate product diversion, stockpiling, or supply disruptions.
Establish and evolve KPIs and performance frameworks to assess and guide trade performance and strategic effectiveness.
Collaborate with finance and other internal stakeholders to set up and manage systems/processes to track order to cash as well as fulfill government reporting obligations.
Collaborate with other members of the U.S. Market Access, Finance, and Commercial Operation, Supply Chain, Finance and other cross-functional team members to align trade strategy with broader corporate financial and patient access goals.
Manage external partners and vendors to ensure effective and efficient management of day-to-day U.S. Trade and Distribution operations.
Demonstrate high levels of emotional intelligence, situational awareness, and ability to build and influence a positive team culture.
Actively participate and contribute to the Market Access leadership team and other formal or informal cross-functional teams as needed.

Requirements

15+ years of progressive leadership experience in pharmaceutical trade and distribution, with a proven track record of working with partners in specialty pharmacy, distribution and 3PL.
Experience with oral oncology products is required.
Knowledge of the oncology provider space, specifically large and complex customers (GPOs, Institutions, IDNs, etc…) will be essential.
Knowledge and experience with key Trade and Distribution technologies, well as with relevant federal and state legislation.
Demonstrated success in leading high-stakes negotiations with national wholesalers and large-scale oncology providers.
Extensive experience leading trade strategy for successful U.S. product launches, particularly in the oncology drug space, with relevant and recent experience launching oral oncology products.
Demonstrated ability to work cross-functionally and to influence stakeholders with the aim of creating and maintaining an optimized distribution system/processes which optimizes GTN and prioritizes customer service.
Works with vendors and external partners to drive performance while maintaining relationships.
Set and maintain clear performance objectives and KPIs which ensure alignment with broader US commercial and global market access priorities.

Skills

Strategic Trade & Distribution Architecture
Specialty Pharmacy
Distribution and 3PL
Key Performance Indicators (KPIs)
Service-Level Expectations
Inventory Metrics
Reporting Requirements
Cross-functional Team Leadership
Contract Negotiation
Distribution Strategy
Contracting Strategy
Launch Readiness
Process Redesign
Systems Modernization
Vendor Optimization
Automation
Gross-to-Net (GTN) Strategy
Forecasting
Financial Governance
Channel Data Integration
Demand Planning
Inventory Management
Advanced Analytics
Product Diversion Mitigation
Stockpiling Mitigation
Supply Disruption Mitigation
Performance Management
Emotional Intelligence
Situational Awareness
Team Culture Building
Market Access Strategy Alignment
Supply Chain Collaboration
Finance Collaboration
Commercial Operations Collaboration
MBA or advanced degree in supply chain management or healthcare administration preferred
Technical Expertise
Strategic Negotiation
Launch Leadership
Cross-Functional Collaboration Skills
Performance Management
Analytical Skills

Location

Boston
San Francisco

Work Type

Onsite
Hybrid

Experience Level

Senior Director
15+ years of progressive leadership experience

Education Level

Bachelor’s degree required
MBA or advanced degree in supply chain management or healthcare administration preferred

Salary/Compensations

$270,000 - $300,000 annually

Benefits

Equity
Bonus
Competitive compensation and benefits package
Open, flexible, and friendly work environment
Platform to develop long-term careers

About the Company

Olema Oncology is a clinical-stage biopharmaceutical company committed to transforming the standard of care and improving outcomes for patients living with breast cancer and beyond.
Our lead product candidate, palazestrant, is a novel, orally available complete estrogen receptor antagonist (CERAN) and selective estrogen receptor degrader (SERD) currently in two pivotal Phase 3 clinical trials.
Our follow-on product candidate, OP-3136, is a potent KAT6 inhibitor with the potential to generate further value and meaningfully impact the metastatic breast cancer treatment landscape – particularly in combination with palazestrant.
We possess a deep commitment to our shared purpose, the sustained pursuit of excellence, cultivating the courage required to advance our programs, drive to succeed, and a collective capacity for adaptability through learning, growth, and evolution.
Team Olema is made up of nimble self-starters who bring consistency in their quest for the extraordinary every single day.

Equal Opportunity

We provide equal opportunity to all employees and applicants for employment and believe that great ideas and discoveries come from a mix of expertise, background, and experience.
Olema is building a culture where the value of difference is celebrated.