Senior Manager/Associate Director, Channel Accounts (Remote - Usa)

Indivior Richmond , VA 23234

Posted 3 months ago


Senior Manager/Associate Director, Channel Accounts (Remote - USA)

Title: Senior Manager/Associate Director, Channel Accounts

Function: Managed Care, Channel Strategy and Patient Support Programs

Location: Field/Remote

Indivior is a global specialty pharmaceutical company with a 20-year legacy of leadership in patient advocacy, health policy and evidence-based best practice models that have revolutionized modern addiction treatment. The name is the blend of the words individual and endeavor, and the tagline "Focus on you" makes the company's commitment clear. It represents and empathizes with the often-difficult journey each individual patient takes to overcome the challenges of addiction a chronic relapsing disease.

Indivior is dedicated to transforming addiction from a global human crisis to a recognized and treated chronic disease. The Indivior logo radiates its patient-focused, holistic focus on expanding access to quality treatment for addiction worldwide. The company has a strong pipeline of products and candidates designed to both expand on its heritage in global opioid dependence and address other chronic diseases of addiction including opiate overdose, alcohol use disorders and cocaine intoxication - as well as related mental health disorders such as schizophrenia.


Reporting to the Associate Director, Channel Accounts, the Senior Manager/Associate Director, Channel Accounts is a national accounts customer-facing representative on a multi-channel account management team in the branded specialty pharmaceutical market. Current and future channels include: Wholesale, Retail, Mail order, GPO, Specialty Distribution, Specialty Pharmacy, and Hospital.

This position will manage assigned Channel partner accounts. Additionally, this position will also assist in the development and launch of a network consisting of specialty distribution (SPD), specialty pharmacy (SPP), and associated services for a pipeline specialty cold-chain injectable. This is a highly visible and entrepreneurial position requiring a high degree of collaboration with departments such as Marketing, Regulatory, Managed Care, Sales, Marketing, Analytics, Finance, IT, and Legal.


The responsibilities of this job include, but are not limited to, the following:

Specialty Channel Development

  • Provide insight and analysis into potential SPD and SPP partners, among others.

  • Support efforts to ensure nationwide coverage of alternate site injection locations

  • Negotiate agreements with specialty channel partners. Monitor performance to contract and take action to correct as necessary.

  • Recommend further programs as necessary to improve the overall service platform for providers and patients.

  • Work with Field Sales to determine areas where additional partnerships may be required. Identify best-in-class partners and secure agreements as required.

  • Negotiate vendor SOWs as necessary and implement assigned programs.

  • Collaborate with other department colleagues, including HUB/Reimbursement Services to ensure network provides consistent patient/provider experience.

Channel Account Management

  • Coordinate with Channel Operations daily on 3PL activities affecting assigned accounts. Ensure no disruptions to channel sales. Responsible to ensure we meet customer service goals of on time delivery, order fulfillment and informing customers of order/shipment status.

  • Negotiate distribution service agreements with assigned accounts as necessary.

  • Monitor any assigned wholesaler and distributor inventory levels and ensure they meet contractual requirements and are appropriate for forecasted sales levels.

  • Assist in revenue management activities. Coordinate directly with channel buyers and account management teams.

  • Negotiate GPO agreements and manage accounts to best service customers.

  • Recommend, develop, and implement distribution and service strategies for new product launches. Negotiate with vendor partners as required to ensure optimal launch success.

  • Build mutually beneficial relationships with the Trade Customers and pricing agencies to ensure key contacts are well informed about company's products.

  • Coordinate and resolve customer service issues with Field Sales and Medical Information Unit.

  • Travel to meet with channel partners as appropriate. Attend industry symposiums, conferences, and trade shows as directed.



  • BS/BA degree from a four-year accredited university or college, MBA preferred.
  • 5-7 years of demonstrated experience and proven success in healthcare or biotech/pharmaceutical industries having worked in Trade Relations, Category Management, Managed Care, Marketing, National Accounts or similar environments.


  • Experience in contracting with vendors and establishing scope of work, business rules and standard operating procedures.

  • Understanding of project management activities and project planning/reporting.

Travel: Ability to travel extensively as necessary


In addition to the minimum qualifications, the employee will demonstrate:

  • Demonstrated analytical, problem solving, and troubleshooting skills.

  • High level of personal accountability and sense of urgency. May need to be available "off hours" for occasional emergency issues.

  • Customer focused. Ability to develop relationships, deliver presentations, and diplomatically resolve issues.

  • Excellent organizational skills with a high attention to detail.

  • Excellent verbal and written communications skills. Ability to communicate effectively and diplomatically with all levels of management.

  • Ability to prioritize workload and participate in multi-functional project teams


Indivior's guiding principles are the foundation for each employee's success and growth. Each employee is expected to demonstrate understanding and adherence to our guiding principles in their everyday performance.

The duties and responsibilities identified in this position description are considered essential but are not limited to only those outlined. The employee may perform other functions that may be assigned. Management retains the discretion to add or change the duties of this position at any time.



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Senior Manager/Associate Director, Channel Accounts (Remote - Usa)