The Director, Trade Strategy is primarily responsible for the channel & trade strategy development including development of the channel launch plan for all new product launches.  The strategic focus for launch model development is across all therapeutic and business units including Specialty, Anti Infectives & Respiratory, Vaccines, Oncology and Rare Disease.   This role supports both GSK US Pharma and ViiV.  This role also provides Revenue Cycle Matrix leadership to deliver effective execution of product launches and WAC price increases and serve as a subject matter resource on REMS, Recalls and local/ state drug take back requirements.  This role works closely with Market Access Strategy Brand teams, Brand, CEP, Trade Enterprise Account Directors, Specialty Pharmacy Enterprise Account Directors, Trade Ops, O&A, Trade Performance & Analytics, Finance, GMS, Legal, Distribution, Demand Management, Finance o2c. This role interfaces with key customer contacts regularly from the wholesaler, distributor and specialty pharmacy segments as well as trade related service providers.

Responsibilities also include partnering with Demand Management, GMS, Brand, and Inventory Management to ensure all stages of product flow are actively managed to achieve brand and channel/trade goals and objectives throughout the product life cycle. This also includes working with Trade Contracting on the management of any fee for service submissions related to product flow, data purchase and product transactions, including working with legal, compliance and fair market value vendors.

Key responsibilities include:

• Develop, manage, and execute the distribution and trade strategy in the pre-launch, launch and post- launch phases. 
  • Responsible for designing innovative and impactful channel/trade models for all launch assets with a specialized focus on specialty models that support the patient journey effectively.
  • Develop and initiate long term strategic business opportunities with key decision makers within Trade and Specialty Trade. 
  • Develop the recommended channel approach, launch goals and objectives, timelines, action plan demonstrating patient focus and executing the plans on time in full.   
  • Collaboratively engage a diverse Matrix Team in support of launch excellence planning including but not limited to Brand, Market Access Strategy, Trader Enterprise Account Management, Trade Ops,

Trade Performance & Analytics, GMS, Distribution, Legal, Finance, Account Receivable and Account Management teams.

• Develop the Channel Launch financial impact analysis, and partner with the relevant Market Access Strategy Teams to develop and inform business case documentation. 
• Work collaboratively with the internal teams to set specific product launch stocking goals at the account level appropriate.
• Conduct launch after action reviews for continuous learning and best practices with all key launch stakeholders and publish and track results.
• Implement regular reviews to measure/assess the effectiveness of the Channel/Trade Strategy models and to identify new opportunities. 

• Work with the Trade Enterprise Account Director team to execute the Trade/Channel Launch Plan and act as the primary liaison to the Brand and Market Access Strategy teams.
• Serve as an active team member of the Brand launch planning team including all phases of the product launch representing Trade Strategy.  Represent Trade Strategy at key forums including Strategic Pricing Council, IBCT, S&OP as needed.   
• Provide Revenue Cycle Matrix leadership to deliver 1-effective execution of product launches 2-WAC price updates 3- overall Trade Launch Execution Plan for all new product launches and new indications across all Business Units.
• Strong ability to work in a complex organizational matrix environment within Trade, Brand, Market Access Strategy, Legal, Distribution, Finance, GMS, Trade Enterprise Accounts, Patient Services, Customers, and third-party vendors. 
• Interact with Wholesaler, Distributor, Specialty Pharmacy key customer contacts demonstrating strong subject matter expertise at key industry forums and provider customers support of Channel/Trade related inquiries and support the GSK Field force teams who call on these customer segments. 
• Maintain, track, and monitor industry expert knowledge regarding trade launch models and terms across the industry including trade customer launch needs and requirements for all key trade accounts
• Serve as an informed Subject Matter Expert on the following specialized trade areas: REMS, Specialty models.   
• Demonstrate a strong understanding of the gross to net process and impact on the business relative to Channel/Trade related matters. 
• Use of deductive reasoning skills to determine root cause of issues and utilize strong leadership skills to take appropriate corrective action
• Demonstrated leadership ability including the ability to influence to create and deliver compelling business cases, orally and written, with effective stakeholder management across the matrix
• Proficient Learning agility to acquire and maintain individual brand level knowledge (or the ability to gain such knowledge) to help guide discussions in the management of product launches and product flow.
• Acts as a change agent to challenge current procedures and implement evolved processes as appropriate while applying continuous learning and seek new and innovative ways to improve the trade launch proces

Why You?

Basics Qualifications:

• BS/BA Degree (Business Admin, Marketing or Finance preferred)
• Minimum 5+ years pharmaceutical, channel/trade, or distribution experience
• Minimum of 3 years of leadership experience.

Preferred Qualifications:

• Advanced degree (ex: MBA) preferred
• Experience working with Pharmaceutical Channel/Trade customers including wholesalers, retail pharmacy, specialty pharmacy and distributors
• Experience and Subject Matter Expert on the following specialized trade areas: REMS, Specialty models.
• Industry knowledge – understands the Pharmaceutical Channel/Trade industry and distribution networks with focus on Specialty Product distribution. 
• Excellent analytical experience with emphasis on data management, financial modeling, and using facts and data to provide recommended course of action
• Relationship Building Skills and matrix leadership.
• Business Case development experience and Strategic implementation experience.
• Demonstrated ability to make strategic decisions and recommendations based on an evaluation of facts and data including situations where the data maybe incomplete.
• Comprehensive understanding of the flow of product in the channel from GSK to the patient and all intermediaries including in-depth knowledge of pharmaceuticals, flow of product in the channel and distribution, prescription and dispensing processes, and knowledge of end user customers
• Demonstrated effective project management experience

Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

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