Senior Manager, National Accounts & Trade Relations

Patrin Pharma, Inc. is a mid-size, growing pharmaceutical company located in a northern Chicago suburb. In business for nearly 20 years, Patrin has been expanding its product portfolio and distribution footprint. As a smaller and agile organization, senior leaders operate with broad scope and direct impact on strategy, growth, and decision‑making.

The National Accounts and Trade Relations Manager is responsible for driving revenue growth through strategic management and expansion of distributor, GPO, and trade relationships. This role combines external relationship leadership with strong commercial analytics to optimize sales performance, distribution strategy, and product pull‑through. This position partners closely with the contracts and finance team to ensure commercial strategy aligns with pricing execution, contract performance, and margin objectives.

This is an on‑site position.

• Build and manage relationships with pharmaceutical distributors, GPOs, and other purchasing partners.
• Serve as the primary commercial liaison between Patrin Pharma and trade partners.
• Conduct regular business reviews and planning sessions.
• Communicate proactively with purchasing partners to remain aligned on market shifts, competitive dynamics, and supply considerations.
• Learn and maintain deep knowledge of customer accounts
• Identify, evaluate, and pursue new distributor and specialty channel opportunities.
• Lead commercial discussions and onboarding efforts for new trade partners.
• Expand product listings and improve portfolio visibility across distribution networks.
• Support new product launches within distribution channels.

• Monitor competition, sales trends, market share, utilization, price competitiveness, and supply issues across all products.
• Review direct sales and chargeback data to assess product pull‑through and channel effectiveness.
• Identify revenue growth opportunities and recommend commercial strategies based on data insights.
• Lead submission for contracting opportunities including RFP submissions.
• Communicate Patrin’s competitive positioning and value proposition to trade partners.
• Track contract volumes against expected volumes and identify performance gaps.
• Monitor contract lifecycle and performance in collaboration with Pricing.

• Collaborate with Pricing, Finance, and Operations to align revenue and margin goals.
• Provide market intelligence to support pricing decisions.
• Ensure smooth execution of commercial agreements post‑negotiation.

• 5–10+ years of experience in pharmaceutical distribution, generics sales, or trade/channel roles.
• Demonstrated experience working directly with distributor category managers and GPO decision‑makers.
• Strong understanding of pharmaceutical distribution economics including chargebacks, rebates, and contract structures.
• Proven record of revenue growth and account expansion.
• Strong analytical skills with ability to translate data into commercial action.
• Excellent negotiation and communication skills.
• Experience with a smaller or mid-size company preferred
• Bachelor’s degree in Business, Finance, or related field.