Supply Chain Optimization & Strategic Sales Expert

Supply Chain Optimization & Strategic Sales ExpertSummaryOur client, a fully integrated, commercial-stage pharmaceutical manufacturer with a portfolio of ~5 specialty products promoted globally, is facing rapid wholesaler consolidation (Big-3 acquiring GPOs and physician practices), is in search of a supply chain optimization expert who can assist with domestic sales strategies around direct to pharmacy/clinic as well.The consultant will work with the client to validate and refine a direct-distribution business case (buy-and-bill channel) to serve as both an insurance policy against wholesaler pricing power and an offensive cost-savings lever.Phase 0: 1-month assessment to stress-test model assumptions, identify blind spots, and size pilot economics.Phase 1+: Design and execute a domestic pilot proving 20% volume shift to direct (in-house drop-ship replacement + new direct ordering) before committing $20M+ capex.Duties / Expectations of Role Lead Phase 0 (4-week assessment): Review channel-cost models, customer-uptake forecasts, and facility scoping; flag risks (e.g., clinic rebates, cold-chain logistics, transition friction).Stress-test savings math: Validate multi-million $ upside from direct volume shift; quantify defensive value vs. wholesaler rate hike.Build pilot playbook: Define direct-ordering incentives, sales messaging, 3PL-to-in-house transition, and KPI dashboard.Support board presentation: Provide data-backed validation and risk-mitigation narrative.Design pilot execution plan (Phase 1+): Customer segmentation, contract templates, parcel logistics, IT integration, and performance tracking.Serve as embedded SME (~40 hrs/wk) through pilot launch; advise on warehouse site selection and cold-chain optimization.Mandatory RequirementsProven execution of direct distribution for branded pharmaceuticals in the buy-and-bill channel (clinics purchase and bill medical benefit).Hands-on experience signing clinics or hospital systems to direct ordering (not just modeling or strategy).Deep knowledge of wholesaler economics (rebates, chargebacks, admin fees) and clinic purchasing behavior.Ability to quantify cold-chain parcel costs, freight spend, and customer transition incentives.Prior role in trade/distribution or supply chain at a pharma company or wholesaler sales (Cencora, Cardinal, McKesson, Besse, Oncology Supply).Nice to HaveExperience bringing drop-ship in-house or replacing 3PLs for specialty injectables/orals.Familiarity with VA/DoD distribution nuances (prime vendor dynamics, FSS scheduling).Background in warehouse site selection or center-of-gravity analysis for cold-chain networks.Comfort with Time & Materials engagements and rapid iteration in ambiguous environments.Term & StartPhase 0 (Assessment): 4 weeks, starting ASAPPhase 1+ (Pilot Build-Out): 3–6 months post-approval; option to extend into full-scale implementation and facility stand-up.Time & Materials billing; embedded ~40 hrs/wk (remote-first).Travel: Optional 1-2 on-site trips (kickoff, facility tour, key meetings).