Manager, Trade Relations

Job Summary

The Manager, Trade Relations acts as the primary liaison between the organization and its wholesale, distributors, and alternative channel clients. This role is essential in fostering and sustaining strategic partnerships. The individual will oversee all aspects of channel distribution while collaborating across teams to manage and execute agreements.
This is a hybrid position, and the selected candidate will be required to work onsite in the Lake Zurich, Illinois office 3 days a week.
Salary Range: $115,000 – 125,000 per year
Position is eligible to participate in a bonus plan with a target of 10% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Negotiate and oversee daily operations of distribution service agreements with assigned accounts.
• Build and nurture relationships with wholesalers, distributors, and alternate channel managers to ensure full contract execution.
• Develop and maintain strong ties with key internal stakeholders to optimize trade operations and customers.
• Act as the primary contact for assigned accounts to address and resolve issues related to inventory levels, product listings, data reporting, compliance, and downstream customer concerns.
• Provide regular updates to senior leadership to align wholesaler shipments with budgets (including adjustments for holidays and quarter-end).
• Work with the U.S. sales team to identify and approach potential clients.
• Track and assess key contract terms for wholesalers, distributors, and alternative channels, ensuring accurate product placement and availability.
• Manage wholesaler sourcing programs and present contracting opportunities.
• Conduct regular business reviews with wholesalers, distributors, and alternative channels.
• Assist with draft, negotiate, and finalize contract terms and conditions with assigned accounts.
• Review, edit, and secure approval for contracts from internal Stakeholders.
• Oversee contract implementation with input from various company departments, including Finance, Supply Chain, and Operations.
• Ensure excellent customer service through continuous communication and feedback, including in-person visits and annual reviews.
• Resolve issues promptly and effectively.
• Stay informed about market trends, conditions, and competitors.
• Analyze competitive activity and identify opportunities to enhance sales, margins, and market share.
• Contribute to planning processes for new product launches and distribution strategies to ensure end-customer supply.

Requirements

• Bachelor’s degree required.
• 8+ years of relevant experience in the Pharmaceutical or Biopharma Industries required.
• 2+ years of relevant experience in Channel, Trade & Distribution/Specialty Pharmacy required.
• Experience with biological therapies and/or biosimilars is highly desired (medical and pharmacy benefit products)
• Highly self-driven, capable of working independently and collaboratively in dynamic conditions.
• Strong time management and prioritization skills.
• Exceptional attention to detail.
• Strong communication and presentation abilities, both written and verbal.
• Proficiency in relationship and account management.
• Strong team player that has customer service approach and is solution oriented.
• Direct experience working with national distributors (McKesson, Cencora, Cardinal)
• Strong project management, vendor management, people management, problem-solving, presentation, interpersonal, negotiation, decision-making and analytical skills required.
• Sound Microsoft Office Suite skills with an emphasis on Excel and PowerPoint.
• Demonstrated ability to pivot solutions based on shifting market landscape.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations. 
• Ability to work flexible hours and weekends to meet business/customer needs.
• Participates in any and all reasonable work activities as assigned by management.
• Willing to travel up to 15% of the time domestically.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.