Director, Trade and Distribution

Merck KGaA, Darmstadt, Germany

. Develop and execute strategic account plans aligned to brand and commercial objectives .

Posted 10/15/2026full-timeRemote • Massachusetts • United StatesLead💰 $190,200 - $285,400 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management and negotiation within the pharmaceutical and biotech sectors, with a strong focus on market access and reimbursement dynamics. Proven ability to build relationships with senior stakeholders and drive business growth through innovative strategies and cross-functional collaboration.

Highest-signal resume keywords

Strategic Account ManagementNegotiation with Specialty PharmaciesMarket Access DynamicsPharmaceutical/Biotech Sales ExperienceCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account PlanningContractingPerformance OptimizationBusiness Review ConductingMarket Analysis

Soft Skills

Executive PresenceInfluencing StakeholdersCustomer FocusAdaptabilityCollaboration

Certifications & Qualifications

Bachelor’s DegreeMBA or Advanced Degree Preferred

Industry Keywords

Pharmaceutical SalesBiotech SalesTrade/Channel Account ManagementWholesalersSpecialty Distributors

About the role

Key responsibilities & impact

Develop and execute strategic account plans aligned to brand and commercial objectives
Build and maintain relationships with C-suite and senior-level channel stakeholders
Lead contracting and negotiation efforts with wholesalers, specialty distributors, and pharmacies
Drive pull-through initiatives and performance optimization across key accounts
Partner cross-functionally with Market Access, Sales, and Field teams to ensure aligned execution
Conduct quarterly business reviews and account analyses to inform strategic decisions
Monitor market dynamics and adapt strategies to maximize channel effectiveness
Build and lead strategic partnerships with full-line wholesalers, specialty distributors, specialty pharmacies, and retail pharmacy partners
Advise external partners and internal stakeholders
Coordinate cross-functional engagement and influence access strategies that drive business growth and patient access

Requirements

What you’ll need

Bachelor’s degree
5+ years of experience in pharmaceutical/biotech sales or national account management
3+ years managing trade/channel accounts
Proven experience negotiating with specialty pharmacies, wholesalers, and distributors
Strong understanding of reimbursement and market access dynamics
Up to 50% travel required
External applicants must be eligible to work in the US
Work authorization sponsorship is not offered
MBA or advanced degree preferred
Strong executive presence with ability to influence across senior stakeholders preferred
Demonstrated ability to balance strategic thinking and execution excellence preferred
Experience driving innovation and navigating complex healthcare environments preferred
Patient-first decision making and customer focus preferred
Collaboration, inclusion, and trust across stakeholders preferred
Innovation and challenging the status quo preferred
Accountability and delivery on ambitious performance goals preferred
Ability to adapt quickly in a fast-paced, evolving market preferred

Benefits

Comp & perks

Sales or performance-based bonuses may be available
Health insurance
Paid time off (PTO)
Retirement contributions
Other perquisites
Opportunities for personal development and career advancement
Inclusive and flexible working culture