Director of Trade & Distribution
Job Overview
Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. It's easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.
Who is Harrow?
Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable medicines, and (3) our track record of having never turned down an ophthalmologist doing mission work around the world – providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need. We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!
Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:
- An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM
- A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE®
- A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM
- A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA®
- A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01
Job Summary
The Director of Trade & Distribution is responsible for developing and executing the company’s trade strategy across all distribution channels, including 3PL, Wholesaler, and Specialty Distributor networks. This role ensures optimal product access, efficient distribution, and alignment with gross-to-net strategies for both pharmacy benefit and medical benefit products. The position requires deep expertise in pharmaceutical distribution models, channel economics, and stakeholder engagement across a broad channel network.
The Director of Trade & Distribution builds capabilities and relationships to deliver products to market efficiently and effectively. This leadership role is critical in establishing the value and access strategy and the operational readiness for successful product launches in common ophthalmic indications. The Director is an experienced leader with a proven track record in product launch, supply chain planning and operations, vendor management, inventory tracking, and traceability. Responsible for being the subject matter expert and leading various projects under the market access umbrella ensuring the commercial readiness of our current and future product portfolio.
Core Responsibilities
- Develops and maintains a product distribution platform for the Harrow product portfolio (pharmacy and medical benefit products)
- Lead relationships and distribution service agreements (DSAs) contract negotiations and oversee performance metrics and contract adherence:
- 3PL (Cardinal and LogiCare)
- Wholesalers (McKesson, Cardinal Health, AmerisourceBergen)
- Specialty Distributors – Limited Distribution Network
- General Support with Anterior Segment Specialty Pharmacies
- Monitor and optimize channel performance through data-driven insights, including inventory levels, demand trends, service metrics, and financial performance
- Collaborate with finance and pricing teams to manage: Distribution fees and service costs, chargebacks, discounts, and channel-specific gross-to-net impacts
- Monitor channel margins and identify optimization opportunities
- Remains educated on all channel operations and their downstream impact on corporate pricing initiatives
- Coordinates Title/Non-Title programs for portfolio and facilitates State licensing with pharmacy laws
- Ensures contractual alignment to fair market value fees and quarterly reporting requirements
- Oversee external vendor partners (e.g., Two Labs) to ensure execution excellence, KPI achievement, and alignment with commercial objectives and operational support and execution
- Keeps up to date with current healthcare policy and regulatory guidelines
- Ensure compliance with all applicable regulations, including DSCSA, state licensing requirements, and pricing/reporting obligations
- Support Sr. Director Access Solutions with inventory coordination at 3PL, 3PL account set-up, review, and contracting
- Support anterior regional pharmacy initiatives to ensure 3PL contracting and inventory management
- Cross-functional collaboration, partner with: Market Access & Pricing, Sales & Marketing, Patient Support Services, Supply Chain & Logistics, Legal & Compliance, and Finance
- Leads cross-functional teams and external partners without direct authority to deliver distribution and access objectives
- Lead distribution strategy for product launches, including network design, inventory planning, channel onboarding, and field readiness
- Support lifecycle management through distribution model evolution and channel optimization
Qualifications & Requirements
- Bachelor’s degree required, MBA or advanced degree a plus
- 10+ years in the pharmaceutical/biotech industry, minimum 3+ years of experience in market access
with significant experience in:
- Trade, distribution, or market access
- Specialty Distribution and wholesaler/distribution management
- Buy-and-bill and pharmacy benefit channels
- Proven experience managing complex distribution networks and contracts
- Proficiency in Word, Excel, and PowerPoint
- Has experience launching branded and specialty products
- Strong financial acumen (gross-to-net, pricing, contracting)
- Excellent negotiation and relationship management skills
- Ability to lead cross-functional initiatives
- Able to perform in a fast-paced environment, manage multiple priorities simultaneously, and communicate complex information clearly
- Resourcefulness in getting access to decision makers, directly or indirectly, to represent the company's products
- Demonstrated problem-solving and team-building skills
- Outstanding customer relationship building skills with the ability to work with a diverse audience and influence cross-functionally
- Has a strong business acumen and a compliance mindset
- Strong collaborator - respectful and accountable
- Strategic thinking with a strong execution focus
- Demonstrated ability to influence cross-functional and external stakeholders, including senior leadership, to drive alignment and execution
- Strong analytical and problem-solving skills
- Effective communicator with executive presence
Position Type
- Remote or Hybrid
Travel
- ~20-30% as needed