VP Trade Relations

Managed Health Care Associates, Inc. (MHA) provides care communities access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum, including long-term care, home infusion, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

The Vice President, Trade Relations will provide executive leadership for MHA's specialty, brand, and other pharmaceutical product portfolios. This leader will serve as one of MHA's senior relationship owners for pharmaceutical manufacturer and biopharmaceutical C-suite and executive stakeholders. The role requires strong executive presence, deep industry relationships, expert-level negotiation and deal-structuring skill in complex, high-stakes negotiations with pharmaceutical manufacturers, and the ability to leverage data, automation, and AI-enabled tools to modernize and scale contracting operations.

• Provide executive leadership for MHA's specialty, brand, biosimilar, plasma portfolio, oral oncolytic and other pharmaceutical product portfolios, including strategic partnership development, business development, and ongoing relationship management with current and targeted manufacturers and strategic partners.
• Build, expand, and personally manage a portfolio of trusted, C-suite-level pharmaceutical manufacturer, biopharmaceutical, and industry-partner relationships, serving as MHA's primary executive point of contact, credible strategic advisor, and senior-level counterpart to Chief Commercial Officers, VPs of Market Access, and other manufacturer executives, creating differentiated contract opportunities, strengthening MHA's market position, and establishing MHA as a trusted extension of each partner's own executive team.
• Negotiate and execute contracting strategies that support short- and long-term revenue growth, enhance member value, and align with MHA's broader business objectives.
• Assume executive ownership of enhanced services strategies and tactics with targeted pharmaceutical and biopharmaceutical organizations, including opportunities tied to data, access, adherence, quality, and commercialization support.

• Lead complex, high-value negotiations end-to-end, from opportunity identification and deal strategy through pricing, terms, legal review, and final execution, serving as MHA's chief negotiator on its most strategically significant manufacturer agreements.
• Develop and apply advanced negotiation frameworks (e.g., BATNA analysis, multi-variable trade-offs, tiered/value-based deal structures) to maximize contract value while preserving long-term manufacturer relationships.
• Develop and implement new pricing, rebate, and value-based models that drive growth, economic value, and measurable performance outcomes.
• Evaluate specialty, brand, and other trade portfolio processes to identify efficiencies, improve contract execution, and maximize organizational performance.
• Conduct executive-level presentations for senior leadership and advisory board stakeholders regarding new contract negotiations, strategic partnerships, pipeline opportunities, and contract performance.
• Partner with Business Analytics to develop and deliver market insights that inform payer, provider, manufacturer, and member strategies, tactics, and product forecasts.
• Negotiate and resolve complex, multi-stakeholder contract disputes and escalations, balancing manufacturer relationship health with MHA's commercial interests.

• Drive innovation and change across Trade Relations by identifying new operating models, partnership structures, automation, technology-enabled workflows, and scalable approaches to contract development and execution to and strengthen MHA’s negotiating position.
• Partner with IT, Legal, Operations, Finance, and Analytics to modernize contracting workflows, improve data quality, reduce manual processes, and increase speed-to-market for contract opportunities.
• Champion practical AI adoption within contracting and trade operations while ensuring appropriate governance, confidentiality, compliance, and human oversight.
• Create a continuous improvement mindset within the Trade Relations function, encouraging experimentation, process redesign, and measurable workflow enhancements.

• Monitor manufacturer, GPO, specialty pharmacy, long-term care pharmacy, payer, PBM, PSAO, reimbursement, and policy trends that impact trade strategy, contracting, access, and member value.
• Use market, competitive, financial, and utilization insights to identify white-space opportunities, create differentiated offerings, and support executive decision-making.
• Apply AI-enabled market intelligence and competitive-analysis tools to accelerate insight generation and sharpen negotiating leverage.
• Translate complex market dynamics into clear, actionable strategies for internal stakeholders and external partners.

• Bachelor’s degree required; master’s degree, PharmD, or pharmacy-related advanced degree highly preferred. 
• A significant amount of healthcare-related operating experience, preferably 10-12+ years in pharmaceutical trade relations, specialty/brand contracting, strategic account management, pharmaceutical manufacturer relations, GPO, PSAO, PBM, distribution, data aggregation, or related healthcare contracting environments. 
• Existing pharmaceutical manufacturer, biopharmaceutical, PSAO, and/or PBM relationships strongly preferred, with demonstrated success building executive-level partnerships. Experience with GPO contracting, rebate structures, formulary strategies, market access, reimbursement, specialty pharmacy, and other pharmacy channel or contracting models is highly preferred.
• Direct experience on the manufacturer side of the table, in market access, trade & distribution, or channel contracting, with deep fluency in gross-to-net (GTN) economics, rebate and administrative service fee (ASF) mechanics, class of trade dynamics, and IRA/Medicare Maximum Fair Price (MFP) implications strongly preferred. Understanding of Biosimilar market and IRA implications and impact is preferred.
• Demonstrated expertise in alternate-site channels, long-term care, closed-door pharmacy, home infusion, Ambulatory Infusion Clinics, and specialty pharmacy economics, rather than solely retail- or PBM-centric trade experience. Understanding of Buy-and-Bill experience, a plus
• Proven track record of leading complex business development and contracting processes across a matrixed organization, including responsibility for revenue growth, profitability, and contract performance. 
• A quantified track record of personally sourcing, negotiating, and closing manufacturer agreements end-to-end, from term sheet through booked revenue, including senior-level (“top-to-top”) negotiations personally led, not merely attended.
• Strong negotiation, pricing, analytical, and performance-improvement skills, with the ability to use data to inform strategy, measure outcomes, and improve execution. 
• Instinct for treating proprietary data assets as a source of contract leverage and monetizable value, not solely internal reporting, translating data into differentiated negotiating position and new revenue opportunities.
• Demonstrated ability to drive innovation, challenge the status quo, implement process improvements, and translate emerging technologies, automation, and AI-enabled tools into practical business value. 
• Executive presence with excellent written and verbal communication, presentation, relationship-building, and stakeholder-influence skills. 
• Strong leadership and people management skills, including the ability to set expectations, build accountability, develop talent, and lead through change. 
• High degree of integrity, sound judgment, urgency, collaboration, and commitment to MHA’s mission and core values. 

• Remote or on-site environment
• Up to 25% travel required
  
  

The salary range for this role is $225,000.00 - $300,000.00

This is the lowest to highest salary range for which this role has been evaluated.  An employee’s position within the salary range will be based on several factors which include, but not limited to education, qualifications, certifications, experience, skills, geographic location,  and business or organizational needs.  We offer a comprehensive package of benefits which includes medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid company holidays and paid time off.

The physical demands and work environmental characteristics described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be provided to enable individuals with disabilities to perform essential functions.

• Physical Demands: While performing the duties of this job, the employee is occasionally required to move around the work area; sit; perform manual tasks; operate tools and other office equipment such as computers, computer peripherals, and telephones; extend arms; kneel; talk and hear. The employee must occasionally lift and move up to 15 pounds.
• Mental Demands: Employees must follow directions, collaborate well with others, and manage high workloads.
• Work environment: The noise level in the work environment is usually minimal.

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the post-acute health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth, and provide optimum care for their patients.

Founded in 1989, MHA was purchased by Roper Technologies, Inc. in 2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000. The Company operates market-leading businesses that design and develop vertical software and technology enabled products for a variety of niche markets. To learn more please visit www.mhainc.com.