Rebecca Wilson
San Clemente,CA
Summary
Strategic biopharmaceutical trade & distribution leader with deep expertise across national wholesale, specialty distribution, and specialty pharmacy channels. Proven record leading multi-billion-dollar enterprise relationships, optimizing commercial terms and gross-to-net performance, and driving launch readiness and customer execution through complex, regulated channel ecosystems. Trusted executive partner to Marketing, Market Access, Supply Chain, Finance, and Operations; recognized for building high-performing teams, delivering executive decision materials, and leading transformation across trade operations, customer experience, and distribution governance.
Overview
30
30
years of professional experience
Work History
Senior Director, Trade Corporate Accounts
Takeda Pharmaceuticals
03.2022 - Current
- Lead enterprise trade strategy and executive relationship management for Cencora, overseeing ~5 billion in annual distribution across wholesale and specialty channels, and influencing access across buy-and-bill and specialty pharmacy pathways.
- Own end-to-end contracting and governance across multiple distribution entities (ASD, Besse, Oncology Supply, ION, TheraCom), aligning incentives, service models, and performance metrics across a complex multi-channel ecosystem.
- Serve as Takeda trade lead for Walgreens (retail), partnering closely with internal specialty pharmacy stakeholders to align strategy and execution across retail channel.
- Architected and negotiated a 3-year, multi-brand enterprise agreement, maintaining flat incentives despite portfolio headwinds; preserved profitability while enabling continued market access and channel stability.
- Serve as senior liaison across brand, market access, finance, and distribution operations to align trade strategy with payer dynamics, reimbursement pathways, and product access objectives.
- Lead quarterly executive business reviews, driving transparency, performance accountability, and proactive resolution of operational and financial risks.
- Lead enterprise governance and performance management across distribution and specialty entities, including service KPIs, issue escalation, and cross-functional operating cadence with Supply Chain, Finance, and Customer Experience.
- Partner with Finance and Trade Ops to manage key gross-to-net and commercial levers (distribution/service fees, incentives, credits/chargebacks/returns policies), protecting profitability while sustaining channel performance.
- Drive launch and change readiness with specialty distribution and specialty pharmacy partners (contracting, data requirements, operational workflows, customer communications) to ensure seamless product execution.
- Recognized as Trade Representative of the Year (Cencora, 2026) for enterprise impact and partnership leadership.
- Selected as Takeda Values Ambassador, reflecting leadership influence, culture stewardship, and cross-functional credibility.
Director, Trade Corporate Accounts
Takeda Pharmaceuticals
01.2019 - 03.2022
- Played a key leadership role in enterprise trade strategy during the Shire integration, ensuring continuity of distribution, contracting governance, and customer engagement across a transitioning multi-billion-dollar portfolio.
- Selected for Takeda’s Emerge Leadership Program (2021), focused on enterprise leadership readiness and executive capability development.
- Helped establish governance models (QBRs, KPIs, escalation pathways) to improve visibility into contract performance, channel profitability, and service execution.
- Collaborated with market access and brand teams to align distribution strategies with evolving payer requirements and access dynamics.
- Strengthened portfolio governance by evolving operating rhythms and cross-functional decisioning (QBRs, KPI scorecards, and escalation pathways) to improve performance visibility, execution consistency, and risk management across enterprise trade partnerships.
Director, National Accounts
Shire Specialty Pharmacy, Trade & GPO
06.2016 - 01.2019
- Managed a diverse portfolio of national accounts spanning specialty pharmacy, distribution, and GPOs, including BioScrip, FFF Enterprises, Prodigy, and Premier.
- Led contract strategy and negotiations, aligning commercial terms with access objectives, reimbursement considerations, and channel economics.
- Partnered closely with market access, brand, and finance teams to ensure contract structures supported payer coverage, patient access, and product pull-through.
- Built and expanded executive-level relationships across customer organizations, strengthening Shire’s position within specialty distribution and pharmacy networks.
- Co-led the Women’s Business Resource Group (BRG), guiding women’s support programming and launching new mentorship initiatives to strengthen development, connection, and inclusion.
- Awarded President’s Club in recognition of top-tier performance and enterprise contribution.
National Accounts Leader
Baxter International
04.2014 - 06.2016
- Led strategic national accounts, driving contract performance, access, and utilization across key health systems and channel partners.
- Established executive engagement strategy and QBR cadence, improving alignment, issue resolution, and performance transparency across stakeholders.
- Partnered cross-functionally with marketing, operations, and finance to align account strategy with broader commercial and access objectives.
- Contributed to expansion of account influence through disciplined execution and relationship development.
Regional Sales Director, West Coast
Baxter International
03.2010 - 03.2014
- Built and led a high-performing, multi-state commercial team (up to 19 representatives), driving growth across hospitals, specialty pharmacies, and physician channels.
- Demonstrated exceptional talent leadership, with a strong track record of developing and promoting top performers; team members consistently achieved national recognition, including multiple top sales awards.
- Selected for multiple enterprise leadership initiatives (CRM implementation, product launch teams, leadership development), influencing organizational strategy beyond region.
- Ranked #2 of 10 regions; President’s Club winner.
- Led Next Generation Leadership Team (~100 representatives), shaping talent strategy and organizational development.
District Sales Manager
Abraxis BioScience
01.2007 - 03.2010
- Led oncology sales team across the Southwest, driving adoption of Abraxane within complex IDN and community oncology networks.
- Integrated national account insights (US Oncology, ION, Premier, Novation) into field execution, strengthening access and account performance.
- Partnered with cross-functional teams to implement sales force automation, improving field effectiveness and data-driven decision-making.
- Achieved #1 district ranking (2008) and #2 ranking (2007).
Abraxis BioScience; Élan Pharmaceuticals; Enzon Pharmaceuticals; Dura Pharmaceuticals
07.1996 - 01.2007
- Progressively advanced through sales, account management, and regional leadership roles of increasing responsibility across oncology, hospital, and specialty markets.
- Consistently ranked as top performer nationally, including multiple President’s Club and #1 rankings.
- Selected for national leadership initiatives, including speaker bureau development, advisory boards, and commercial strategy programs.
- Recognized for executive communication capabilities, including presenting business performance and strategic insights to senior leadership (e.g., Enzon CEO during acquisition integration).
Education
Bachelor of Arts - Liberal Arts & Sciences, English, Business Management
San Diego State University
San Diego, CA01-1994
Skills
Enterprise trade & distribution strategy; national wholesale & specialty distribution; specialty pharmacy strategy; retail/channel partnerships; distribution economics & wholesaler fee management; gross-to-net and profitability optimization; inventory/investment buying controls; order-to-cash governance (returns, deductions, disputes); DSCSA/serialization readiness; controlled substance/DEA allocation governance; launch readiness & customer execution; executive negotiations; multi-brand portfolio agreements; cross-functional operating model leadership; talent development and org transformation
Affiliations
Pi Beta Phi, San Diego State University (1989–1994)
Timeline
Senior Director, Trade Corporate Accounts
Takeda Pharmaceuticals
03.2022 - Current
Director, Trade Corporate Accounts
Takeda Pharmaceuticals
01.2019 - 03.2022
Director, National Accounts
Shire Specialty Pharmacy, Trade & GPO
06.2016 - 01.2019
National Accounts Leader
Baxter International
04.2014 - 06.2016
Regional Sales Director, West Coast
Baxter International
03.2010 - 03.2014
District Sales Manager
Abraxis BioScience
01.2007 - 03.2010
Abraxis BioScience; Élan Pharmaceuticals; Enzon Pharmaceuticals; Dura Pharmaceuticals
07.1996 - 01.2007
Bachelor of Arts - Liberal Arts & Sciences, English, Business Management
San Diego State University