Director, Trade & Channel Contracting

Director, Trade & Channel Contracting
Reports to: Head of Market Access
Location: Remote with business travel requirements

COMPANY:

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including CYKLX, ZOLYMBUS™, IYUZEH™, Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.

POSITION SUMMARY

The Director, Trade & Channel Contracting is responsible for developing, implementing, and managing Théa Pharma’s U.S. trade distribution and channel contracting strategies across its pharmaceutical portfolio. This role will lead commercial relationships and negotiations with third-party logistics providers (3PLs), wholesalers, specialty distributors, Group Purchasing Organizations (GPOs), specialty pharmacies, and other channel partners to optimize product availability, financial performance, and operational efficiency.

The Director will play a critical role in supporting both medical benefit (buy-and-bill) and pharmacy benefit products, ensuring distribution and contracting strategies are tailored to the unique requirements of each channel. This individual will work cross-functionally with Market Access, Finance, Supply Chain, Sales, Legal, and other stakeholders to support successful product launches, optimize commercial terms, and ensure sustainable access to Thea’s products.

ESSENTIAL FUNCTIONS

Trade Strategy & Channel Management

• Develop and execute comprehensive trade distribution and contracting strategies across Théa’s medical and pharmacy benefit product portfolio.
• Establish and manage strategic relationships with 3PLs, wholesalers, specialty distributors, GPOs, specialty pharmacies, and other distribution partners.
• Lead negotiations and ongoing management of trade agreements, including distribution fees, service fees, payment terms, inventory requirements, and performance expectations.
• Evaluate channel economics, distribution costs, and contracting opportunities to optimize financial performance and operational efficiency.
• Monitor trade partner performance through established KPIs, service-level agreements, business reviews, and ongoing operational oversight.
• Partner with Finance and Supply Chain to monitor inventory, product returns, customer credit exposure, and distribution performance.

Medical Benefit / Buy-and-Bill Contracting

• Develop and execute trade and contracting strategies supporting buy-and-bill products administered in physician offices, ambulatory surgery centers, and hospital outpatient settings.
• Lead commercial relationships and negotiations with specialty distributors, wholesalers, retina-focused GPOs, and, where appropriate, individual physician practices and healthcare organizations.
• Develop and implement provider contracting strategies, including volume-based discounts, extended payment terms, and other commercial arrangements designed to support product adoption and reduce provider financial barriers.
• Collaborate with distribution partners to ensure accurate implementation, administration, and monitoring of contracted provider and GPO pricing arrangements.
• Partner with Market Access and Finance to evaluate contracting strategies and their potential impact on Average Sales Price (ASP), reimbursement economics, and overall product profitability.
• Monitor distribution and contracting performance, identify channel barriers, and implement solutions that support product availability and provider utilization.

Pharmacy Benefit Distribution & Contracting

• Develop and manage trade distribution strategies for pharmacy benefit products across wholesalers, specialty pharmacies, and other applicable dispensing channels.
• Negotiate and oversee specialty pharmacy and distribution agreements, including service fees, dispensing arrangements, data reporting requirements, and operational performance standards.
• Collaborate with Payer Strategy and Market Access teams to coordinate trade channel activities with Pharmacy Benefit Managers (PBMs), health plans, and other payer stakeholders.
• Support the implementation and operational execution of applicable PBM and payer contracting arrangements, ensuring alignment between payer access strategies and distribution channel capabilities.
• Evaluate specialty pharmacy network design, dispensing models, and channel economics to optimize patient access, operational performance, and cost efficiency.
• Partner with HUB Operations to ensure effective coordination between distribution partners, specialty pharmacies, and patient support programs.

Contract Execution, Financial Oversight & Operational Excellence

• Lead the development, negotiation, implementation, and ongoing management of trade and channel agreements in collaboration with Legal, Finance, and Market Access.
• Establish processes to monitor contract compliance, financial performance, discount administration, and partner accountability.
• Collaborate with Finance to assess gross-to-net implications, distribution fees, discounts, and overall channel profitability.
• Ensure trade customer data feeds support accurate and timely analysis of sales, inventory, dispensing activity, and channel performance.
• Identify opportunities to improve contracting efficiency, reduce distribution costs, and strengthen channel partner performance.
• Support launch readiness activities, including distribution network establishment, partner onboarding, contracting timelines, and operational implementation.
• Ensure trade and distribution activities comply with applicable pharmaceutical regulations, company policies, and contractual obligations.

QUALIFICATIONS

• Demonstrated expertise in pharmaceutical trade distribution, channel strategy, and commercial contracting.
• Strong understanding of both medical benefit buy-and-bill and pharmacy benefit distribution models.
• Experience negotiating and managing agreements with wholesalers, specialty distributors, 3PLs, GPOs, and specialty pharmacies.
• Knowledge of physician office purchasing economics, GPO contracting, provider discount structures, and pharmaceutical reimbursement.
• Understanding of ASP, gross-to-net considerations, channel fees, and the financial implications of trade contracting decisions.
• Familiarity with PBM contracting structures and the operational relationship between payer access and pharmacy distribution.
• Strong financial acumen, negotiation capabilities, and analytical and problem-solving skills.
• Ability to build and manage strategic external partnerships while collaborating effectively with internal cross-functional stakeholders.
• Excellent communication, organizational, project management, and execution skills.
• Ability to work independently, manage competing priorities, and drive initiatives in a growing organization.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in Business, Finance, Healthcare, Life Sciences, or related field required; MBA or advanced degree preferred.
• Minimum of 8–10 years of relevant pharmaceutical or biotechnology industry experience, including significant experience in trade distribution, channel management, or commercial contracting.
• Demonstrated experience negotiating and managing pharmaceutical wholesaler, distributor, GPO, or specialty pharmacy agreements.
• Experience supporting pharmaceutical product launches and establishing new distribution channels strongly preferred.
• Experience with medical benefit products, buy-and-bill reimbursement, and specialty pharmaceutical distribution strongly preferred.
• Ophthalmology or retina market experience is a plus.

PHYSICAL DEMANDS & WORK ENVIRONMENT
This position requires prolonged sitting. Additionally, requires eye-hand coordination and manual dexterity enough to operate a keyboard, photocopier, telephone, and other office equipment. Requires normal range of hearing and vision to record, prepare, and communicate appropriately. Additional physical requirements include hearing spoken communication clearly.

• Can hear accurately the spoken word with moderate office noise
• Can apply deductive reasoning and understand complicated issues
• Can follow instructions and work rules and company policies
• Can follow safety and security practices
• Can meet deadlines and effectively deal with work stress
• Can accurately communicate ideas, facts and technical information
• Can maintain confidentiality of certain information

BENEFITS AND PERKS
Thea offers a full suite of employee benefits, including employer-paid medical, dental, and vision insurance; a generous schedule of paid time off (PTO); life and disability insurance; paid parental leave; and a competitive 401(k) company match. Thea is a flexible and entrepreneurial work environment where you will enjoy an inclusive culture and the opportunity to have your voice and ideas directly shape the future of the company.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $210k to $250k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

EEO STATEMENT
Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer. At Thea, we not only support the diversity of our employee population, we celebrate the way our team member’s unique backgrounds and experiences contribute to the success of our company. Thea does not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Thea Pharma Inc. does not tolerate harassment or discrimination of any kind.

ADDITIONAL INFORMATION
Your information will be kept confidential according to EEO Guidelines.

Attention: Job Scam Alert
Thea Pharma Inc. has recently become aware of fraudulent job recruitment emails and postings from individuals claiming to represent the Company. These postings seek personal and financial information in connection with fraudulent opportunities for employment. If you suspect any fraudulent activity or misrepresentation in connection with a Thea job opportunity, please report it to HR.US@theapharma.com

To verify an open role please check our official careers page at https://theapharmainc.com/careers/