Director, Trade & Contract Operations
Cristcot · United States
- Hybrid
- Contract
- $180,000 / year
- United States
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Job highlights
- Lead trade and contract operations for product launch.
- Oversee contracting, rebates, and distribution processes.
- Manage gross-to-net and revenue-related analytics.
- Collaborate cross-functionally with key departments.
- Build and manage relationships with external partners.
About the role
About Cristcot
We are in the business of addressing the problem within the problem. We focus on the details and connections that other, major pharma companies have left ignored for years. There are better ways, better drugs and better formulations and we will make them a reality by analyzing, understanding and solving the problems within the problems.
Job Summary
The Director, Trade & Contract Operations will lead the development, implementation, and ongoing management of the company's trade, distribution, and contract operations infrastructure in support of the organization's first commercial product launch. This highly visible role will be responsible for establishing and overseeing processes, systems, and controls related to government and commercial contracting, chargebacks, rebates, fees, distribution operations, gross-to-net management, and revenue-related analytics.
As a key member of the Market Access and Commercial Operations organization, the Director will work cross-functionally with Market Access, Finance, Supply Chain, Legal, Compliance, Patient Services, and external trading partners to ensure operational excellence, compliance, and scalability as the company transitions from development-stage to commercial-stage biotechnology company. This position is ideal for a hands-on leader who thrives in an entrepreneurial environment and enjoys building capabilities from the ground up.
Primary Relationships
Within Cristcot: The Director of Trade & Contract Operations will collaborate closely with Sales, Marketing, Finance, Medical and Legal.
Outside Cristcot: The Director of Trade & Contract Operations will build and maintains relationships with top Specialty Pharmacies and Distributors.
Key Activities
- Trade & Distribution Operations Develop and manage trade operations strategies supporting product launch and commercialization. Lead operational relationships with wholesalers, specialty distributors, specialty pharmacies, and other channel partners. Support the design, implementation, and optimization of the company's distribution network and channel strategy. Establish and oversee processes for product distribution, inventory monitoring, order-to-cash activities, and channel data reporting. Monitor distribution partner performance and ensure compliance with contractual obligations.
- Contract Operations & Administration Lead operational implementation and administration of commercial contracts, including payer, PBM, GPO, IDN, specialty pharmacy, distributor, and customer agreements. Ensure accurate setup, maintenance, and execution of all contractual terms within internal systems and third-party platforms. Partner with Market Access and Legal teams to support contract development, review, and operational readiness. Manage contract lifecycle activities, including amendments, renewals, compliance monitoring, and performance tracking.
- Gross-to-Net, Rebates & Revenue Operations Collaborate with Finance to support gross-to-net forecasting, accrual development, and revenue recognition activities. Oversee administration and validation of rebates, administrative fees, chargebacks, discounts, and other market access financial obligations. Ensure accurate calculation, reconciliation, and payment of customer and channel-related financial transactions. Identify trends and risks impacting gross-to-net performance and recommend corrective actions.
- Government Pricing & Compliance Support Partner with Finance, Compliance, and external vendors to support government pricing programs and related reporting requirements. Assist in operational oversight of Medicaid, Medicare, 340B, Federal Supply Schedule, and other government contracting programs, as applicable. Ensure processes and controls align with regulatory requirements and industry best practices. Support internal and external audits related to trade, pricing, and contracting activities.
- Systems, Analytics & Process Improvement Lead selection, implementation, and optimization of trade and contract operations systems, including contract management, chargeback, rebate, and revenue management platforms. Develop dashboards, KPIs, and reporting tools to monitor contract performance, channel activity, and operational effectiveness. Drive continuous process improvement initiatives to enhance efficiency, scalability, and compliance. Establish standard operating procedures and business controls to support organizational growth.
- Cross-Functional Leadership Serve as a key partner to Market Access, National Accounts, Commercial Operations, Finance, Supply Chain, Legal, Compliance, and Executive Leadership teams. Provide operational expertise and strategic recommendations to support launch planning and commercialization activities. Manage external vendors and service providers supporting trade, contracting, and revenue management functions. Contribute to broader commercial planning and business process development initiatives.
Skills And Qualifications
- Bachelor's degree in Business, Finance, Supply Chain, Healthcare Administration, or related discipline.
- 8+ years of pharmaceutical, biotechnology, specialty pharmaceutical, or healthcare industry experience.
- Minimum 5+ years of experience in trade operations, contract operations, market access operations, gross-to-net management, or related commercial functions.
- Demonstrated experience supporting pharmaceutical product launches and commercialization activities.
- Strong understanding of pharmaceutical distribution channels, specialty pharmacy, wholesalers, chargebacks, rebates, and contract administration.
- Experience working with third-party trade and contract operations vendors and technology platforms.
- Strong analytical, financial, and problem-solving skills.
- Proven ability to manage complex cross-functional projects and stakeholder relationships.
- Experience in a small or emerging biotechnology company environment preferred.
- Experience establishing trade and contract operations infrastructure for a first product launch preferred.
- Knowledge of government pricing programs, 340B, Medicaid Drug Rebate Program, and related compliance requirements preferred.
- Experience with gross-to-net forecasting, accrual management, and revenue analytics preferred.
- Experience implementing contract management, revenue management, or trade operations systems preferred.
- Approximately 15–30% travel for partner meetings, vendor management, industry conferences, and internal business meetings.
Key skills/competency
- Trade Operations
- Contract Operations
- Gross-to-Net Management
- Pharmaceutical Distribution
- Market Access
- Revenue Operations
- Compliance
- Financial Analytics
- Process Improvement
- Biotechnology Industry
Skills & topics
- Director Trade Operations
- Contract Operations Director
- Pharmaceutical Launch
- Biotechnology Operations
- Gross to Net Management
- Market Access Operations
- Trade Distribution
- Commercial Operations
- Revenue Operations
- Healthcare Industry
How to get hired
- Tailor your resume: Highlight pharmaceutical launch experience and trade/contract operations expertise.
- Showcase leadership: Emphasize experience building capabilities from the ground up in biotech.
- Quantify achievements: Use data to demonstrate impact on gross-to-net and operational efficiency.
- Network strategically: Connect with current Cristcot employees on LinkedIn for insights.
- Prepare for interviews: Be ready to discuss your approach to operational excellence and compliance.
Technical preparation
Master pharmaceutical distribution channels.,Understand contract management systems.,Review gross-to-net calculation methods.,Study government pricing regulations.
Behavioral questions
Describe building operations from scratch.,How do you manage partner relationships?,Tell me about a complex cross-functional project.,How do you ensure compliance in operations?
Frequently asked questions
- What are the key responsibilities for the Director, Trade & Contract Operations at Cristcot?
- The Director, Trade & Contract Operations at Cristcot will lead the development and management of trade, distribution, and contract operations for the company's first commercial product launch. This includes overseeing government and commercial contracting, chargebacks, rebates, fees, distribution, gross-to-net management, and related analytics.
- What experience is required for the Director, Trade & Contract Operations role at Cristcot?
- The role requires a Bachelor's degree in a relevant field, 8+ years in the pharmaceutical/biotech industry, and at least 5 years in trade operations, contract operations, or gross-to-net management. Experience with product launches and a strong understanding of pharmaceutical distribution channels are crucial.
- What is the company culture like at Cristcot for this Director role?
- Cristcot is described as an entrepreneurial environment where leaders build capabilities from the ground up. The culture likely values problem-solving, attention to detail, and a proactive approach to addressing unmet needs in the pharmaceutical space.
- How does this role contribute to Cristcot's mission?
- This role is central to Cristcot's mission by ensuring the operational infrastructure is in place to support the launch and commercialization of their innovative drugs. By managing trade, contracting, and financial operations, the Director directly enables the company to bring its solutions to market.
- What kind of external relationships will the Director, Trade & Contract Operations manage at Cristcot?
- The Director will build and maintain relationships with key external partners, including wholesalers, specialty distributors, specialty pharmacies, and other channel partners. They will also manage relationships with third-party trade and contract operations vendors.
- Is there travel involved for the Director, Trade & Contract Operations at Cristcot?
- Yes, the role involves approximately 15–30% travel for partner meetings, vendor management, industry conferences, and internal business meetings.
- What does 'Gross-to-Net' mean in the context of this Director role at Cristcot?
- Gross-to-Net (GTN) refers to the process of calculating the difference between a drug's list price and the actual revenue received after accounting for various deductions like rebates, chargebacks, and discounts. The Director will oversee the administration and validation of these financial obligations.