Director – Head of Distribution Channel Operations

Responsibilities

• Define and lead Ionis’ channel operations strategy across Specialty Pharmacies, Specialty Distributors, and other key distribution channel accounts in support of current brands, launches, and future portfolio growth.
• Own the design, governance, and continuous improvement of the end-to-end distribution channel operating model, including forecasting, inventory management, allocation, reporting, partner management, and issue escalation with assigned accounts.
• Serve as the senior Trade & Distribution lead for U.

S Commercial Distribution operations in S&OP/IBP, launch readiness, and cross-functional business planning forums, ensuring channel considerations are incorporated into enterprise decisions.

• Own short-, mid-, and long-range distribution channel demand forecasting and support product and account level forecasting through integration of channel data, launch assumptions, access dynamics, and commercial insights.
• Establish distribution channel inventory strategies, targets, and guardrails, and lead recommendations on allocation decisions by balancing patient need, contractual commitments, service expectations, and commercial priorities.
• Provide strategic oversight of distribution channel inventory, ordering patterns, service performance, and other operational KPIs, and lead cross-functional action plans to address emerging risks and performance gaps.
• Develop and maintain executive-level reporting, dashboards, and business reviews that translate distribution channel performance, demand signals, and market developments into clear, actionable recommendations.
• Build and sustain senior-level relationships with external distribution channel partners and key accounts, representing Ionis as a strategic and effective manufacturer partner.
• Lead governance with distribution channel partners, including business reviews, performance management, service issue resolution, and expectations related to data, reporting, and operational execution.
• Influence channel-related contracting strategy by providing operational, service-level, inventory, and reporting perspectives during contract discussions and renewals.
• Partner closely with Supply Chain, I&A, Finance, FP&A, Brand, Market Access, Sales, Marketing, and Patient Services leaders to align distribution channel strategy with commercial objectives and business plans.
• Define policies, standards, and decision frameworks for channel operations that improve consistency, control, scalability, and readiness across products and channels.
• Apply deep understanding of the operational implications associated with pharmacy benefit and medical benefit products, including specialty pharmacy, buy-and-bill, site-of-care, and patient journey considerations.
• Lead the ongoing development of Distribution Channel Operations as a capability, including organizational structure, process design, talent strategy, and succession planning.
• Lead through direct and matrix influence to strengthen accountability, execution, and collaboration across internal stakeholders and external partners.
• Ensure distribution channel operations decisions and actions support compliance expectations, operational rigor, and Ionis’ commitment to patient access and business continuity.
• Manage work and decisions with a longer-term view, recognizing the impact of channel strategy on launches, product performance, patient experience, and enterprise results.

Requirements

• Bachelor’s degree in Supply Chain, Operations, Business, Engineering, Finance, or a related field required; advanced degree preferred.
• 15+ years of progressive leadership experience in pharmaceutical or biotechnology channel operations, trade, distribution, supply chain, or related commercial functions.
• Deep experience working with Specialty Pharmacies, Specialty Distributors, 3PLs, and limited and/or exclusive distribution networks.
• Demonstrated success leading channel forecasting, inventory strategy, allocation, and partner performance management in complex or constrained supply environments.
• Strong understanding of U. S. pharmaceutical distribution models and the operational implications of both pharmacy benefit and medical benefit therapies.
• Experience leading cross-functional initiatives involving Supply Chain, Finance, Accounting, FP&A, Patient Services, Sales, Marketing, and Market Access.
• Demonstrated ability to influence senior internal stakeholders and external partner executives on matters of strategic and operational significance.
• Strong analytical capabilities, with experience using data to assess demand, performance trends, risk, and business trade-offs.
• Hands‑on experience with Excel, predictive modeling, and business intelligence or analytics tools such as Power BI, Tableau, or similar platforms.
• Experience supporting launch products, evolving distribution models, and high‑touch or specialty therapies preferred.
• Experience building, scaling, or redesigning a function, operating model, or team preferred.
• Familiarity with IDN, health system, and site-of-care distribution considerations preferred.
• Approximately 20–25% travel to Ionis sites, channel partners, and key customer locations as business needs dictate.
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