How Trade Strategy Impacts Business Success

In a video interview with Pharma Commerce, Amanda Salindong, associate director of channel & distribution at Alnylam Pharmaceuticals, explains how she participated in two key sessions: “Trade 101” and “Women in Trade.” The former, which she presented at both this year and last, is designed for those new to the trade function in biotech and pharma. It offers a high-level overview of the trade function, explaining its role in connecting various business areas such as revenue, contracting, pricing, supply chain, and finance. The session is beneficial for individuals from different backgrounds, including those transitioning into trade from other roles. Salindong enjoys the opportunity to meet attendees, engage in discussions, and help newcomers better understand the trade function. Audience feedback indicated that attendees found the session helpful in building foundational knowledge and sparking further questions.

The “Women in Trade” session, which Salindong co-hosted with colleagues from both the manufacturing and vendor sides, focused on career development, networking, and leadership. The session was intimate and inclusive, featuring both women and men from diverse experience levels. It allowed for open discussions on topics like allyship, career growth, and leadership development. Participants appreciated the chance to engage in meaningful conversations in a more personal setting, unlike larger networking events where deeper discussions can be difficult. Feedback from attendees was positive, as they valued the opportunity to share experiences, exchange best practices, and foster connections with others in the trade industry.

Overall, both sessions were well-received, offering valuable insights, networking opportunities, and practical takeaways for individuals at various stages of their careers in trade. She emphasized the importance of fostering relationships and creating spaces for open dialogue within the trade community.

Salindong also speaks on her day-to-day workflow of that involves supporting her organization’s channel strategy, the factors she believes that manufacturers should consider when selecting a third-party logistics provider, and much more.

A transcript of his conversation with PC can be found below.

PC: A portion of your day-to-day workflow involves supporting your organization’s channel strategy. What does that entail?

Salindong: It is a bit of a smaller company, but I do focus on the channel strategy and operations of the company. As I mentioned before, trade is a nexus of various business functions—you get involved with anywhere from pricing to contracting and revenue, so it's key that the person in trade has a seat at the table to be able to contribute toward broader discussions of an organization's initiatives.

There's a lot of heavy collaboration with the internal stakeholders, and other members—whether it be a market access team or another team—to be able to make sound business decisions to accomplish the company's goals. One of my roles is introducing trade terms and the trade business, and to be able to consider certain factors within the trade and channel to help support a business decision. Thinking bigger picture, whether it be being involved with strategic account initiatives or a revenue business school, it's really important for the trade person to come and bring in how the channel will impact that decision, considering all different factors. How is that going to positively and or negatively impact the business?

That area is where I heavily support within channel. Also, a lot of times in trade, the ultimate goal is to ensure that there's seamless distribution of products to the channel to provide optimal product access. You want to make sure patients get treated, so in order to do that, that involves a lot of contracting, fostering relationships, as well as making sure that the business with other collaborators is running smoothly, whether it be within supply chain or finance.