Director, Pharmacy Wholesaler Relations – Contracting
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Job Description
Director of Pharmacy Wholesaler Relations optimizing wholesaler contracting strategies for Lumicera Health Services. Leading negotiations and enhancing operational performance across the GPO with a focus on financial value.
Responsibilities:
- Lead end ‑ to ‑ end negotiations with wholesalers, distributors, and suppliers to secure competitive pricing, favorable terms, and reliable access for GPO member pharmacies.
- Manage and maintain all wholesaler contracts to ensure negotiated pricing is accurately extended to eligible member pharmacies.
- Proactively evaluate opportunities to expand savings, improve contract structures, and enhance partner value.
- Develop and execute strategies to optimize primary and secondary wholesaler arrangements for GPO partners.
- Lead RFP processes for wholesaler and supplier negotiations, including comparative financial analyses and performance assessments.
- Drive continuous improvement in wholesale channel performance, pricing competitiveness, and operational effectiveness.
- Build and maintain strong, collaborative relationships with wholesalers, distributors, and suppliers.
- Serve as the primary point of contact for strategic alignment, escalation, performance discussions, and partnership development.
- Actively monitor supplier performance and promote accountability to contract terms and service expectations.
- Negotiate agreements with GPO member pharmacies covering drug access requirements, data ‑ sharing expectations, utilization reporting, and administrative fees.
- Ensure consistent communication to pharmacy partners regarding contract terms, pricing changes, and compliance requirements.
- Ensure all wholesaler, supplier, and pharmacy agreements align with legal, regulatory, and industry standards, including anti ‑ kickback, transparency, and reporting requirements.
- Partner with Legal to develop, refine, and maintain contract templates, SLAs, and audit protocols.
- Collaborate with internal analytics, finance, and operations teams to leverage data for pricing analysis, forecasting, and contract performance monitoring.
- Use financial modeling to support negotiation strategies and inform organizational decision ‑ Analyze the financial implications of wholesaler contracts and pricing models to maximize member savings and organizational profitability.
- Deliver reports that support GPO economic value assessments and budget planning.
- Work closely with finance, legal, operations, supply chain, analytics, and member engagement teams to ensure alignment and execution of contracting strategies.
- Maintain accuracy and integrity in reporting workflows, pricing files, and GPO partner documentation.
- Lead and inspire high-performing teams by providing strategic direction, aligning talent and resources with organizational goals to drive operational excellence, foster cross-functional collaboration, and promote a culture of continuous improvement across key business initiatives.
Requirements:
- Bachelor’s degree in Pharmacy, Business, or related field, or equivalent work experience required.
- MBA or applicable degree preferred.
- 10+ years of experience in PBM, healthcare supply chain, pharmacy procurement, wholesaler relations, or pharmaceutical contracting required.
- 5+ years of experience in wholesaler/distributor contract negotiations or pricing strategy required.
- 5+ years of leadership experience with proven ability to lead and develop high-performing teams and managing cross-functional initiatives required.
- Strong financial acumen including cost modeling, forecasting, and interpretation of pricing constructs.
Benefits:
- Top of the industry benefits for Health, Dental, and Vision insurance
- 20 days paid time off
- 4 weeks paid parental leave
- 9 paid holidays
- 401K company match of up to 5% - No vesting requirement
- Adoption Assistance Program
- Flexible Spending Account
- Educational Assistance Plan and Professional Membership assistance
- Referral Bonus Program – up to $750!
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